Strategic Account Executive

The Strategic Account Executive position will focus on developing long-term relationships within the portfolio of assigned customers and building relationships with key executives and stakeholders within each customer. They will be responsible for increasing MSP market share within his/her assigned account base and achieving annual quota targets. Accounts will include new business targets, existing business, and support for strategic MSP activities. Additionally, the position will require the ability to analyze customer’s operations, organizational challenges, and connect those needs with Medical Solutions services and offerings. This role will work closely with other sales team members and internal support resources. Normal interactions will be with C-level executives and Directors at current and potential customers to ensure the highest levels of growth and customer satisfaction with our services and solutions.

• Demonstrate an understanding of the industry drivers and trends that are impacting our customers and driving their business.
• Identify opportunities for cross-selling new services across Medical Solutions and lay the foundation for customer success.
• Meets assigned goals for quota attainment, account strategy development, revenue retention and growth, and reference ability in assigned accounts.
• Develop account-specific business plans, execute against them, and provide routine business updates.
• Proactively lead a collaborative strategic account planning process that develops mutual performance objectives, implementation targets, and critical milestones with customers.
• Conduct presentations, demonstrations, and corporate site visits.
• Support the MSP’s sales organization strategies; complete local site walk-through, provide product demonstrations, and serve as a key member of the MSP sales team.
• Develop and maintain relationships with senior-level executives at assigned accounts to identify opportunities, develop alliances, and ensure customer needs are met.
• Raise awareness of Medical Solutions services and effectively communicate Medical Solutions business strategy and value propositions within the customer at multiple levels throughout the organization.
• Present educational information and contract proposals to assigned accounts.
• Negotiate and execute contract strategies as needed.
• Work with internal teams (Marketing, Finance, Legal) to assist in understanding and meeting customer requirements. Provide direction and coordinate activities to support customer needs. Set appropriate expectations with internal teams. Negotiate timelines and ensure that all deadlines are achieved.
• Manage complex sales cycles engaging with C-level buyers and engaging internal stakeholders at Medical Solutions from opportunity to close.
• Develop and execute sales strategies and plans to achieve sales targets.
• Negotiation of sales contracts.
• Communicate, understand, and develop a relationship with various hospitals. Covering all areas of needs, contract, hospital requirements, and billing.
• Perform the full continuum of business development activities including prospecting for new opportunities, qualifying leads, pitching Medical Solutions’ MSP and direct product, and closing opportunities.
• Assume responsibility and accountability for assigned annual sales goals.
• Manage the sales cycle using weekly pipeline and account reviews.
• Contribute to and support a fast-paced Team environment. Foster a positive work environment that encourages open communication, mutual respect, and the exchange of ideas.

• Bachelor’s Degree from an accredited university.
• 3+ years in Healthcare Sales environment and/or 1 year in a sales role at Medical Solutions.
• Strong Client Management Sales experience highly preferred.
• Demonstrated advanced knowledge and experience with acute care hospitals and health systems.
• Proven ability to develop account level strategic and tactical plans, successfully executing against measurable metrics.
• Proven high level of financial acumen and negotiations skills.
• Proven success in generating and negotiating hospital contracts.
• Demonstrated leadership ability with a focus on influence, impact and leading without formal lines of authority.
• Willingness to work independently in a fast-paced environment, with the ability to multi-task and self-prioritize workload.
• Proficiency in MS office.
• Experience with using a CRM is a must.
• Must have strong problem-solving skills and the ability to create solutions where policies/procedures may not exist.
• Excellent communication skills.
• Close attention to detail.
• Able to meet deadlines.
• Able to manage a large and increasing workload.
• Work closely with sales teams and management.
• The scope of responsibility for this position is sales and supervisory in nature, not clinical in nature.

Preferences:

• Complex Sales Process Knowledge (Miller Heiman, Challenger)
• Knowledge of relevant products / services / solution offering categories in a technology company preferred
• Strong negotiation, conflict management & customer service experience
• Staffing Industry experience in MSP model
• Travel Nursing experience or Medical field background