Associate Account Manager, Small & Mid-Market Accounts

Associate Account Manager, Small & Mid-Market Accounts

Nashville TN Corporate Office - Nashville, TN 37203

Overview

Position Type Full Time Job Shift Day Education Level 4 Year Degree Travel Percentage Negligible Category Sales

Description

HealthStream is the leader in healthcare workforce solutions. We help organizations work better by helping their people work smarter.

HealthStream provides the leading learning, clinical development, credentialing, and scheduling applications delivered on healthcare's #1 platform. We streamline everyday tasks while improving performance, engagement, and safety fostering a workplace where people flourish, and care thrives.

Why Join Us

At HealthStream, you'll have the opportunity to make a meaningful impact on the future of healthcare by collaborating with a team of talented professionals dedicated to innovation and excellence. We offer competitive compensation, comprehensive benefits, and a supportive work environment where creativity and collaboration thrive.

Our shared vision is to enhance the quality of healthcare by empowering the people who deliver care a commitment we have upheld for over 30 years through providing innovative solutions and driving constant growth. Join us in revolutionizing the healthcare industry and shaping the future of patient care. As a HealthStreamer, you will be at the forefront of healthcare technology innovation, making a recurring impact on the industry.

We're proud of our values-forward culture that offers our people:

• Mission-oriented work
• Diverse and inclusive culture
• Competitive Compensation & Bonuses
• Comprehensive Insurance Plans
• Mental and Physical Health Support
• Work-from-home flexibility
• Fitness Center Reimbursements
• Streaming Good time off for volunteering
• Wellness workshops
• Buddy Program for new HealthStreamers
• Collaborative work environment
• Career growth opportunities
• Continuous learning opportunities
• Inspiring workspaces to collaborate and connect with other HealthStreamers
• Free employee parking at our Resource Centers in Nashville and San Diego

At HealthStream, our thriving culture encourages collaboration and values contributions, allowing our team members to continuously solve big problems and grow. We offer flexibility and paid time off to support work-life integration for all employees, including a hybrid work environment and Streaming Good volunteer day. For team members in commutable distance, HealthStream has Resource Centers in Nashville, TN and San Diego, CA. Our resource centers provide an inspiring workspace to collaborate and recharge as well as company-sponsored onsite social events for development, connection, and celebration.

We are committed to driving innovation in healthcare and ensuring that patients receive competent care from qualified professionals. As a HealthStream team member, you will help bring this vision to life. If you want to work for a company committed to its values and vision, HealthStream is the place for you!

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.

Position Information

Position Overview

The Associate Account Manager will be responsible for successfully selling the entire HealthStream product suite as an individual and in a Team Sales atmosphere. These sales processes will be used to meet or exceed sales quota within a specific territory. This individual must build upon existing HealthStream relationships to broaden exposure and understanding of the value of HealthStream solutions to the client. This individual is ultimately responsible all elements of the sales process, including an understanding the clients needs and aligning HealthStream solutions to address those needs.

Key Responsibilities

You will be responsible for adhering to all HealthStream security policies, procedures, and assigned training.

• 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.
• Provide efforts and increase customer utilization of HealthStream adopted solutions and services.
• Attend HUG meetings virtually or in person, share best practices, handle escalation / triage of customer issues, or other efforts to manage client participation
• Identify and Qualify Opportunities: Includes aligning HealthStream solutions with clients 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, supporting 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 leverageable materials, facilitating internal discussions, collaborating with other sales team members, supporting efforts by the Sales Accelerator Office (SAO)
• 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

Qualifications

Requirements

• Bachelors degree in related area, BA or BS
• Excellent customer service and communication skills (both verbal and written)
• Excellent organizational and response skills to support efficient and effect customer interaction
• Strong presentation skills and executive presence
• Must have excellent communication skills and the ability to quickly develop relationships, ranging from the C suite to departmental directors to end users
• Ability to become trusted advisor for assigned accounts
• High level of integrity and professionalism, properly setting expectations
• Comfortable in working independently in an empowering, fast paced results oriented culture
• Sales experience with a track record of at least 1 year of superior account management and sales performance in highly competitive environments, preferably within the healthcare industry and with learning, talent management, and related solutions
• Ideal candidate will have strong understanding of sales in the healthcare industry
• Strategic mindset, strong business acumen, and effective negotiation skills
• Leadership qualities to serve as a team player, but willing to take responsibility and accountability. Shares success with team members
• Ability to travel up to 25%

Qualifications

• Solid computer skills Office Suite
• Familiarity with CRM tools such as SalesForce
• Excellent written and verbal communication skills
• 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 present and demonstrate complex solutions in a way that is compelling & easy to understand
• Support and model HealthStream Vision and Values
• Ability to communicate well with all levels of personnel
• Ability to see to utilize computer and monitor
• Ability to sit at a computer
• Manual dexterity to manipulate keyboards and phone
• Ability to speak in a clear and moderated voice
• Standing, walking, lifting small objects (under 20 pounds) occasionally
• Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions

Compensation

• This role features a base salary plus commission with a targeted split of 50% base / 50% variable. At quota, your On-Target Earnings (OTE) are comprised of the base salary and commissions, with the potential of additional uncapped earnings through bonuses and accelerators when exceeding performance targets (quot