Senior Account Executive (Healthcare) Bay Area

Job Description

Job Description

Overview

The Senior Business Development Manager (BDM) is a result driven sales leader responsible for driving revenue growth, expanding market presence, and executing sales strategies in assigned territories. The Senior BDM possesses a comprehensive knowledge of partnering with new and existing referral sources, building a network of stakeholder champions, and supporting Hanger Clinic’s strategy to become the most valued provider of orthotic and prosthetic care to health systems. The Senior BDM may manage other sales professionals, and be responsible for coaching and developing a small team or leading special projects.

Responsibilities

Primary:

• Achieve and exceed monthly, quarterly, and annual sales targets across both acute and non-acute markets
• Identify and pursue new business opportunities within hospitals, clinics, rehabilitation facilities, skilled nursing facilities
• Build and maintain strong relationships with key decision-makers both clinical and non-clinical
• Prepare proposals, presentations, responses to RFPs to improve contracting efforts with health systems and hospitals.
• Create hospital contract implementation plans
• Conduct presentations, value-based solutions, and negotiations to close deals
• Maintain accurate records of sales activities and pipeline using CRM tools
• Build collaborative and consultative relationships with Hanger Clinic team including Area Directors, Group Practice Leaders, and administrative leaders
• Monitor market trends and competitor activity to adjust strategies accordingly.
• Create and conduct business reviews with hospitals in collaboration with internal and external stakeholders to ensure execution of contractual obligations
• Facilitate connection of Hanger clinicians to referral partners through Hanger programs, in-services, CEs, trade shows and community events
• Support Health System Team in securing partnerships with target accounts through development of key relationships and non-clinical and clinical champions
• Partner with group purchasing organizations and representatives to provide solutions to health system pain points that deliver value on the GPO agreement
• Develop and implement strategies to bring value to referral partners through utilization of the Hanger Clinic value proposition for all products and services
• Partner in health system management (QBRs) with key Hanger Clinic stakeholders
• Ensure customer satisfaction and retention through initiative-taking engagement and problem-solving.
• Analyze data, sales metrics, and KPIs to identify areas for improvement.

 

Leadership & Team Development:

• Coach, mentor, and support a team of sales representatives to meet and exceed sales goals
• May be responsible for 2-3 direct reports of BDM I, II, III including regular one-on-one sessions to provide feedback, training, and alignment with organizational goals and objectives
• Share best practices, sales strategies, and market insights to elevate team performance
• Foster a culture of accountability, collaboration, continuous improvement, and understanding of overall healthcare ecosystem
• Translate corporate sales goals into actionable plans for the team
• Support new hire onboarding and training

Qualifications

 

• BA/BS in Healthcare Administration, Marketing, Business Administration or another related field OR an equivalent combination of education and experience required
• 5 years managing and developing a sales team
• 3-5 years sales experience in acute and non-acute markets
• Valid passenger vehicle driver’s license
• Travel required