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Account Manager, Continuum

Company: HealthStream
Location: Nashville
Posted on: December 5, 2019

Job Description:

LevelEntryJob LocationNashville Corporate Office - Nashville, TNPosition TypeFull TimeEducation Level4 Year DegreeTravel PercentageNegligibleJob ShiftDayJob CategorySalesPosition Summary The Account Executive, Continuum (Client) will be responsible for successfully aligning and selling the HealthStream product suite to meet or exceed sales quota within a specific care setting of senior care and non-acute clients. This individual must build upon existing HealthStream relationships to broaden exposure and understanding of the value of HealthStream solutions to the client. This individual will have ultimate responsibility for all elements of the sales process, including market segmentation, prospecting, qualifying, positioning, demonstrations, presentations, objection handling, and contract negotiations through sale closure. ESSENTIAL DUTIES OR RESPONSIBILITIES * Responsible for client deployment and success, ongoing client management, and renewals. Dedicated to making the customer successful. * Develop, pursue and close add on sales opportunities, targeting each HealthStream offering to each named client, influencing and understanding fit against need and timing of decision. * Identify and Qualify Opportunities: Includes aligning HealthStream solutions with prospect initiatives, developing deep customer knowledge and relationships, identifying funding source, securing executive team sponsorship, resolving obstacles, and designing take out opportunities. * Demonstrate, propose, and Present: Includes demonstrating HealthStream solutions to key stakeholders, presenting compelling value proposition, developing comprehensive and innovative proposals, answering questions, building ROI / business case, and following up promptly and professionally. * Lead RFP / Capture Teams: In response to request for proposals, lead proposal teams, support quality RFI/FRP response strategy, secure references, and handle pricing strategy. * Negotiate and Close Business: Including creating and submitting contracts, negotiating contract terms, secure commitment and signature, processing contracts in contract management system, and effectively transitioning client to the implementation phase to ensure long-term customer success. * Territory Planning and Pipeline Management: Including developing and updating territory plans, managing pipeline in CRM system, updating plans and pipeline, support sales leadership in strategy formulation, and present plans / pipeline to sales leadership effectively and succinctly. * Contribute to the HealthStream Sales Community: Includes developing and sharing best practices and materials, facilitating internal discussions, collaborating with other sales team members, supporting efforts by the Sales Operations Office (SO). * Undertake Personal and Professional Development Opportunities: Including developing and maintaining outstanding product knowledge, building deep expertise in healthcare trends, and continuing to enhance skills and abilities such as communication, presentation, negotiations, and teamwork. * Value Added Member of Broader HealthStream Community: Includes working cross-functionally with Marketing, Product and Project Managers to create value-added customer solutions aligned with our vision, business principles, and values. Job Specifications 1. KNOWLEDGE/EDUCATION AND EXPERIENCE REQUIRED: * Bachelor s degree in related area, BA or BS * Excellent customer service and communication skills (both verbal and written) * Must have excellent communication skills and the ability to quickly develop relationships, ranging from the C suite to departmental directors to end users * High level of integrity and professionalism, properly setting expectations * Comfortable in working independently in an empowering, fast paced, results oriented culture. * Bachelor s degree in related area. * Sales experience with a track record of at least 1-3 years of superior sales performance in highly competitive environments, preferably within the Non-Acute healthcare industry * Ideal candidate will have existing relationships with consultants and healthcare executives within the Non-Acute market * Leadership qualities to serve as a team player, but willing to take responsibility and accountability. Shares success with team members. * 1-3 years selling experience * Ability to travel up 30-50% 2. SKILLS REQUIRED: * Solid computer skills Office Suite * Familiarity with CRM tools such as Salesforce * Excellent written and verbal communication skills 3. ABILITIES REQUIRED: * Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. * Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form. * Ability to communicate well with all levels of personnel HealthStream is an equal opportunity employer. HealthStream prohibits employment practices that discriminate against individual employees or groups of employees on the basis of age, color, disability, national origin, race, religion, sex, sexual orientation, pregnancy, veteran or military status, genetic information or any other category deemed protected by state and/or federal law

Keywords: HealthStream, Nashville , Account Manager, Continuum, Executive , Nashville, Tennessee

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