Sales Account Executive

Summary

Join Global Healthcare Exchange (GHX) as a Strategic Account Executive (SAE) and sell complex supply chain software solutions to healthcare organizations. You will be responsible for account planning, management, and achieving growth billings quota. Success requires in-depth healthcare industry knowledge, identifying customer pain points, and demonstrating GHX solutions' value. You will navigate organizational dynamics, influence C-suite decision-makers, and build strong customer relationships. The role demands strategic thinking, excellent communication and presentation skills, and the ability to exceed sales quotas. GHX offers a competitive salary and benefits package.

Requirements

• Minimum of 8 years of sales experience with at least 5 years selling complex technical solutions
• Demonstrated success in managing large, complex strategic accounts while meeting and exceeding annual sales quotas
• Ability to articulate and sell a complete solution vs. specific product features and functions
• Experience building a pipeline and qualifying and identifying deals that you can bring 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
• Self-starter that requires minimal direction
• Proven effectiveness working in a collaborative environment
• Knowledge of MS Office Suite
• Willingness to travel up to 75% of the time

Responsibilities

• Establish business plans for large, existing and most complex accounts to achieve annual quota
• 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 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
• 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
• Continually train and develop knowledge of new technologies and selling points, to include enhancing expertise

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