Regional Vice President of Enterprise Sales

Job Description

Job Description

This is a remote position.

The position is part of the Sales team, reporting directly to the Chief Commercial Officer. This position will be responsible for all aspects of the sales cycle. This position will be assigned to a specific geographical sales territory but there may be specific situations whereby there could be accounts assigned based upon unique situations. Leading contributor individually and as a team member, providing direction and mentoring to others. This individual will be passionate about working for a global company, and embody a servant leadership approach prioritizing the growth, well-being, and empowerment of employees to meet team, department, and organization goals.

Work is non-routine and very complex, involving the application of advanced technical/business skills in area of specialization. Ability to penetrate accounts primarily in large health systems but also in non-hospital markets, meet with executive stakeholders within accounts, and interact with C-level and department head level buyers.

Primary Responsibilities:

1. Responsible for sales and revenue generation within an assigned territory.
   
2. New logo sales: securing initial opportunities in non-customer accounts.
   
3. New department expansion sales: securing large new department sales within large hospital system existing accounts.
   
4. Team selling: works closely with Customer Success, Operations, Marketing, and Product teams to ensure alignment of need to company capabilities.
   
5. Develop new business opportunities in new and existing large accounts that result in meeting and exceeding annual quota targets through sales to new customers and expanding options to existing clients.
   
6. Transparency: timely updates to CRM and other reporting obligations.
   
7. Establish, build, and maintain relationships at all decision levels; identify prospect needs at each level and present solutions that meet those needs.
   
8. Develop the brand within the assigned territory or region.
   
9. Actively develop and manage opportunity funnel and ensure CRM is up to date and actionable. Analyze sales pipeline reports and dashboards and keep current in real time.
   
10. Diligently work new business opportunities and leads. Identify key buying influences (Economic, Technical, User, Coach, and Anti-sponsor) within the client organization.
    
11. Develop presentations and set up meetings between the client buying influences and appropriate eHealth personnel where needed.
    
12. Present and lead potential clients through the contracting and privacy/security process consistent with sales process.
    
13. Develop win-win solution proposals meeting the needs of the client and the company.
    
14. Ensure an environment of high client satisfaction is delivered to all opportunities. Ensure new sales are cleanly handed off to the Customer Success and Operations teams. Identify market trends and evaluate competition.
    
15. Become an active member of designated industry organizations, and possibly other industry-related groups, within the territory, state, or region.
    
16. Manage time efficiently and complete projects under deadlines.
    
17. Create a positive and fun working environment.
    
18. Perform other related duties as required.
    

Requirements

This is an individual contributor sales position, covering the Western part of the US... this person must be located near major Western hubs or airports - ideally in Denver or Phoenix.

1. Bachelor's degree.
   
2. Demonstrated track record of selling clinical solutions to large hospital health systems.
   
3. Five (5) years of applicable business to business consultative sales experience with Four (4) including sales experience with a proven track record of success. (top 10%, Presidents Club, etc.).
   
4. C-Level sales experience within hospitals/health care systems and comfortable selling to top executives
   
5. Proficient in Miller Heiman Strategic Selling a plus.
   
6. Proficiency working with CRM such as SalesForce.com and competence with automated outbound platforms.
   
7. Experience in building a growth strategy and plan within a large territory
   
8. Strong organizational skills.
   
9. Demonstrated creative problem-solving skills.
   
10. Results driven and action oriented.
    
11. Desire to outperform competitors.
    
12. Excellent communication skills (written and verbal) including formal presentation skills both in small and large groups.
    
13. Demonstrated capacity to keep abreast of new technology trends, and effectively communicate the trends to executive leadership and product development.
    
14. Demonstrated ability to align and communicate company solutions to customer challenges creating a unique value proposition.
    
15. The ability to collaborate effectively with internal employees.
    
16. Proficiency in Microsoft office suite (Word, Excel, PowerPoint).