Strategic Account Manager Business Development

About the Role:

You will be at the forefront of our sales efforts, responsible for generating new business opportunities and driving revenue growth through inside sales activities. Reporting to the Sales Manager or Director of Sales, you will lead a team of inside sales representatives, providing guidance, coaching, and support to ensure the achievement of sales targets and objectives. You will play a critical role in building and maintaining relationships with prospects, nurturing leads, and closing deals to drive business success.

The roles and responsibilities of a SAM Role in the healthcare industry are driven by their target audience: Payers (insurance companies) or Providers (hospitals, clinics). This role typically focuses on selling complex, high-value technology, data, or services that help payers manage costs, improve quality scores (like HEDIS), or streamline administrative functions and this role typically focuses on selling products, equipment, supplies, or software that directly impact patient care or facility operations.

Essential Job Responsibilities:

• Lead and manage a team of inside sales representatives, providing training, coaching, and mentorship to drive individual and team performance.
• Develop and execute sales strategies to generate new business opportunities, including outbound prospecting, lead qualification, and follow-up activities.
• Identify and prospect potential clients through various channels, including cold calling, email campaigns, social media, and networking events.
• Manage and maintain a robust sales pipeline, tracking opportunities from lead generation to deal closure, and providing regular updates to management.
• Build and nurture relationships with prospects, understanding their needs and pain points, and presenting solutions to address them.
• Conduct product demonstrations and sales presentations to prospects, showcasing the value proposition and benefits of our products or services.
• Lead negotiations with prospects, ensuring favorable terms and conditions while closing deals to meet or exceed sales targets.
• Prepare and present regular sales reports and updates to management, analyzing key performance indicators (KPIs) and metrics to evaluate sales performance and identify areas for improvement.
• Collaborate with marketing, product development, and customer success teams to ensure alignment of sales efforts with overall company objectives and priorities.
• Stay updated on industry trends, market developments, and competitor activities, continuously enhancing sales skills and knowledge.

Key Expertise:

Clinical and Technical Expertise (Product/Knowledge)

• Deep Product Knowledge: Comprehensive understanding of the features, benefits, clinical applications, and competitive positioning of the product or service being sold.
• Medical Terminology Proficiency: Ability to comfortably and accurately discuss products using the language of clinicians (e.g., anatomy, pharmacology, specific medical procedures).
• Regulatory Compliance Acumen: Strict adherence to healthcare regulations (e.g., HIPAA) and industry ethical codes for promotion and client interaction.
• Technical Demonstration Skills: Capability to expertly set up, operate, and troubleshoot equipment or software during a sales presentation or trial.
• Data and Clinical Literacy: Ability to interpret and present clinical studies, patient outcomes data, and financial ROI models to justify the investment.

Sales and Strategic Competencies (Process/Strategy)

• Consultative Selling: Skill in asking open-ended questions to diagnose a client's deepest needs, pain points, and business objectives before presenting a solution.
• Complex Negotiation: Ability to navigate multi-level negotiations involving clinical, financial, and procurement teams to finalize high-value, long-term contracts.
• Account Mapping and Strategy: Expertise in identifying all stakeholders (decision-makers and influencers) within a large account (hospital system or payer organization) and tailoring messaging accordingly.
• Pipeline and CRM Management: Proficiency in using CRM software (e.g., Salesforce) to track leads, manage a large territory, and provide accurate sales forecasts.
• Market and Competitive Analysis: Ability to stay updated on industry trends, new regulations, and competitor activity to adjust sales strategies proactively.

Qualifications:

• Bachelor's degree in business administration, marketing, or a related field; or equivalent combination of education and relevant experience. An equivalent combination of education and relevant experience is required.
• years of experience in inside sales or sales leadership roles, with a proven track record of driving revenue growth and exceeding sales targets.
• Strong leadership and management skills, with the ability to lead and motivate a team to achieve results.
• Excellent communication, negotiation, and interpersonal skills, with the ability to build rapport and influence key stakeholders.
• Results-oriented mindset, with a focus on delivering measurable outcomes and driving continuous improvement.
• Knowledge of sales methodologies, CRM systems, and sales automation tools.

"The salary for this position starts at $150,000 per year; however, base pay offered may vary depending on job-related knowledge, skills, and experience. Bonus opportunities may be provided as part of the compensation package, in addition to a full range of medical, financial, and/or other benefits, dependent on the position offered."

XBP Global is committed to fostering a diverse and inclusive workplace and is proud to be an equal opportunity employer. All qualified applicants will be considered for employment without regard to race, colour, creed, religion, national origin, ancestry, citizenship status, age, disability, sex/gender, marital status, sexual orientation, gender identity, gender expression, veteran status, genetic information, or any other characteristic protected by applicable federal, state, or local law.

EOE/Minorities/Females/Veterans/Disabled