Account Development Representative

Summary

Join GHX as an Account Development Representative (ADR) and contribute to the growth of our healthcare supply chain software solutions. You will be responsible for developing and managing account plans, achieving sales quotas, and presenting compelling business cases to healthcare clients. Success requires a strong understanding of the healthcare industry, excellent communication and presentation skills, and the ability to navigate organizational dynamics. The role involves building relationships, generating leads, and collaborating with internal teams. This position offers a competitive salary and benefits package, including health insurance, retirement plan, paid time off, and professional development opportunities.

Requirements

• Minimum of 2 years’ experience in sales managing a territory and building a pipeline
• Experience identifying deals and bringing them to completion
• Excellent communication skills, written and verbal with internal and external clients
• Bachelor’s degree in Business or related discipline, or a combination of education and relevant work experience
• Knowledge of MS Office Suite
• Willingness to travel up to 50% on occasion

Responsibilities

• Establish business plans by account and develop plans to achieve annual quota
• Contribute different thoughts, ideas and viewpoints that lead to greater innovation on projects and cross-functional collaborative efforts
• Effectively present the business case for GHX solutions that solve business problems while providing a relevant ROI. Qualify and quantify the impact of the customer maintaining the status quo or pursuing competitor’s solutions vs. GHX
• Drive two-way communication and engage the customer by linking their business priorities to our value proposition
• Proactively advance the purchase decision without rushing the customer
• Stay abreast of healthcare industry market trends, macro- and microeconomic impacts to the healthcare supply chain, as well as competitive marketplace activities
• Present products in a compelling, positive and professional manner
• Apply sound strategies for protecting accounts and penetrating accounts held by competitors
• Acquire and integrate industry knowledge related to general trends, emerging technologies and competitors
• Build pipeline through lead generation, prospecting, pipeline development, networking, targeting and qualification for new opportunities with existing and new assigned accounts to achieve quota
• Prospect, accurately forecast and assess resource allocation and planning of new business deals within assigned accounts
• Develop solution proposals encompassing all aspects of the business applications
• Track and report sales opportunities within Salesforce.com to accurately forecast deals
• Thoroughly qualify all leads and sales opportunities
• Collaborate internally with Product Management, Marketing, Customer Support and other internal GHX departments to drive overall customer value and satisfaction
• Develop and implement strategies for selling GHX solutions in the C-suite to ensure internal buy-in at the highest level
• Validate prospects’ needs through discovery process, and process and develops into ROI that solves business problems for clients
• Effectively present the business case for GHX solutions that solve business problems while providing a relevant ROI. Qualify and quantify the impact of the customer maintaining the status quo or pursuing competitor’s solutions vs. GHX
• Refine messaging and sales tools needed to recruit customers
• Conduct Strategic Business Reviews with customer base to expand usage of products or services, and to identify additional problems to be solved by GHX solutions

Preferred Qualifications

• Previous ERP sales and/or healthcare supply chain sales highly desired
• Experience with various ERP systems
• Experience with Salesforce.com and CRM applications

Benefits

• Health, vision, and dental insurance
• Accident and life insurance
• 401k matching
• Paid-time off
• Education reimbursement