The New Business Sales Executive is responsible for generating revenue by selling Greenway Health’s technology and service solutions into the Healthcare Market in the Central to East territories. This will be accomplished using technical, organizational, and relationship-building skills, while working with future clients. They will have an assigned quota and will be responsible for a comprehensive, full-cycle, value-based solution sales process, including creative lead generation, discovery, needs analysis, as well as building vision, proving and demonstrating value, managing negotiations, and closing new business sales.
Essential Duties & Responsibilities
- Begins and nurtures revenue-generating opportunities by developing key markets and cultivating long-term relationships with senior-level current/future client contacts
- Conduct reconnaissance in territory to identify Targets
- Prospect and engage Targets (cold calling, conferences/events, networking channels, COIs, etc.)
- Qualify and nurture revenue-generating opportunities (build pipeline, manage the solution sales process end-to-end)
- Manage RFPs in territory
- Cultivate long-term relationships with numerous senior level contacts (influencers and decision-makers throughout the practice)
- Function as the primary point of contact for future clients prior to project initiation
- Coordinate, facilitate, and recap all appointments with prospects
- Timely follow-up on leads generated from marketing campaigns & events
- Coordinate, facilitate, and lead demonstration presentations and meetings in collaboration with Greenway Health Solutions Consultants and leadership
- Assist with the development of sales strategies to maximize the solution scope and value
- Configure quotes and proposals with the support of internal collaborators
- Negotiate with prospects on a variety of financial and delivery-related issues
- Provide opportunity debriefs and updates on a regular cadence with internal leadership
- Provide accurate sales forecasts and activity reports
- Develop and execute to the business plan for territory (this includes a tactical action plan with territory mapping and a travel-planning cadence)
- Keep all account and prospect information up to date in Salesforce for sales tracking purposes
- Meet assigned sales quota and action plan measures in territory
- Provide ongoing market feedback to product distribution channel
Education and Experience
- High School Diploma/GED
- B.A./B.S. preferred
- Five (5)+ years of Health IT/Software (ambulatory PM, EHR, RCM) experience with consistent demonstrated success is ideal
- At least 3 years of proven success in direct outside sales experience, preferably in the healthcare industry (ambulatory PM, EHR, RCM)
- Working knowledge of Salesforce & Teams
- Sales experience with mid to large-scale businesses, selling complex solutions
- Proficient in conducting executive presentations to Senior Management/C-Suite level
- Resides within the assigned territory is preferred
Skills, Knowledge, and Abilities
- Working knowledge of Salesforce and Microsoft Teams
- In-depth understanding of key software, technology, and healthcare concepts required to sell complex solutions to the ambulatory market
- Understanding of ambulatory care-specialty specific needs, workflows, business drivers, and trends
- Knowledge of industry regulations and compliance, competitive landscape, and payer/reimbursement models
- Ability to clearly articulate business challenges (goals, problems, needs) and solutions
- Exceptional written and verbal communication skills required
- Broad knowledge of, and an interest in, healthcare industry challenges, products, and services
- Understanding and experience with SaaS, Cloud, Secure Cloud, Web-based vs Browser-based platforms, and cyber security/risk mitigation technology
- Attention to detail, follow through, and professional representation of self, firm, and solution in all environments
- Must be a team player with a positive attitude and approach
- Maintains a relationship-first mentality to drive engagement, trust, and mutual success/growth with new and future clients
- Effective organizational skills to manage travel related expenses and timely submission for reimbursement
- Ability to travel, without restriction, 50%-75% of the time
Work Environment/Physical Demands
- While in office, this position is primarily a sedentary job and requires that the associate can work in an environment where they will consistently be seated for most of the workday
- While in office, this position requires the ability to observe a computer screen for extended periods of time to observe their own and others’ work, as well as manage incoming and outgoing communications via the computer, timely
- While on travel, this role requires access to travel application, email, CRM as well as several communication tools and resources
- While on travel you are required to manage incoming and out-going communications via computer and/or mobile devices, timely
- While on travel, this role necessitates the ability to navigate airports, train stations, rental car facilities, US roadways and business/healthcare complexes
- The position necessitates the ability to listen, confirm understanding, dig deeper to uncover entirety of the goals/problems/needs and speak clearly to customers and internal colleagues
- Roles requires 50-75% travel
Here’s what we can offer you in exchange for your amazing work:
- Competitive pay and incentive plan
- Medical, dental and vision benefits
- Matching 401(k)
- Open paid time-off programs
- Education reimbursement
- Growth potential for your career
- Corporate discounts
At Greenway, we strive to imagine, empower, engage, and inspire. Join us!
To learn more about Greenway, take a video tour of our office, and meet our employees, visit us at www.GreenwayHealth.com/careers.
Disclaimer: This Job Summary indicates the general nature and level of work expected of the incumbent(s). It is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities required of the incumbent. Incumbent(s) may be asked to perform other duties as requested. Greenway Health, LLC is an Equal Opportunity Employer. We do not discriminate on the basis of race, religion, age, gender, national origin, sexual orientation, disability, or veteran status.
While this position is primarily remote, please note that if you reside within a 26-mile radius of our corporate office, you will be required to work in a hybrid capacity. This means you will be expected to work on-site at the corporate office for part of the week and remotely for the remainder. This hybrid arrangement is designed to foster team collaboration and engagement. Our corporate office is located at 4301 Boy Scout Blvd, Tampa, FL 33607. Please consider your proximity to this location when applying.
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