at Wolters Kluwer in Dover, Delaware, United States
Job Description
The Senior Field Sales Executive is responsible for generating net new Bookings and Revenue by creating sales opportunities and closing sales in predominantly new logos. Sells products/services directly to Health System Executives. Assists management in devising direct sales plans and strategies. Requires deep understanding of business, financials, IT systems, SaaS, and the healthcare market in their assigned territories. Has a broad level of authority/ opportunity to set pricing as well as negotiate contract/service terms. Manages complex and difficult to close sales.
ESSENTIAL DUTIES AND RESPONSIBILITIES
+ Sales Planning and Forecasting : Develop and maintain comprehensive sales plans, pipelines, and forecasts to drive sales growth and meet targets. Continuously monitor and adjust strategies to ensure optimal performance. Provide forecasts as required by management.
+ Prospecting and Lead Generation: Actively seek out and identify potential customers, utilizing industry knowledge and networking skills to establish new business opportunities. Maintain a consistent pipeline metric to ensure delivery of Quota.
+ Relationship Building : Develop and maintain strong relationships with key stakeholders at the Executive level in health systems. Sell Clinical Surveillance & Drug Diversion SaaS software solutions to cross-functional teams.
+ Complex Sales Process Management : Manage the entire complexity of sales process from initial contact and needs assessment to proposal development, negotiation of enterprise-level contracts, and contract closure. Manage complex IT security requirements involving systems using PHI. Ensure all opportunities are tracked, and progress is documented in Salesforce.com in a frequent, systematic manner.
+ Product Knowledge: Possess a comprehensive understanding of all Clinical Surveillance SaaS software solutions, as well as their value proposition in the healthcare industry. Articulate product features, benefits, and competitive advantages to potential customers.
+ Market Research and Analysis : Stay informed about the healthcare industry, hospital market trends, and competitors’ activities. Continuously assess market needs, identify emerging opportunities, and adjust sales strategies accordingly. Support team with depth of industry knowledge and expertise.
+ Achievement of Sales Targets: Set ambitious sales targets and consistently work towards exceeding them. Monitor progress, analyze sales data, and implement strategies to maximize sales performance within the Specific region.
+ Customer Relationship Management: Maintain positive working relationships with Clinical Surveillance and Compliance employees and valued customers. Foster customer satisfaction and retention by providing exceptional service and support.
JOB QUALIFICATIONS
Education :
+ BS/BA degree or equivalent work experience. MBA (or other advanced degrees) a plus.
Experience :
+ 7+ years’ experience as a documented top performer selling healthcare technology solutions, preferably selling SaaS into senior health system executives
Other Knowledge, Skills, Abilities or Certifications:
+ Experience with Salesforce.com
+ Knowledge of EMRs and data integration and interfacing
+ Comfort with Microsoft products – Excel, PowerPoint, and Word.
TRAVEL REQUIREMENTS
+ Up to 50% travel required
Compensation:
Target salary range CA, CT, CO, HI, NY, WA: $117,500-$164,700
This role is eligible for Commission.
Additional Information :
Wolters Kluwer offers a wide variety of competitive benefits and programs to help meet your needs and balance your work and personal life, including but not limited to: Medical, Dental, & Vision Plans, 401(k), FSA/HSA, Commuter Benefits, Tuition Assistance Plan, Vacation and Sick Time, and Paid Parental Leave. Full details of our benefits are available upon request.
EQUAL EMPLOYMENT OPPORTUNITY Wolters Kluwer U. S. Corporation and all of its subsidiaries, divisions and customer/business units is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.
