Job Description
We are on the lookout for a highly motivated self-starter that is a results-driven Senior Sales Executive with extensive experience in the medical software industry (Midwest Region), particularly with Laboratory Information Systems (LIS). This role is pivotal in expanding our market share by targeting new prospects and converting them into satisfied clients. The ideal candidate will demonstrate a keen ability to navigate complex sales cycles, articulate value propositions clearly, and forge strong relationships with key decision-makers in the medical laboratory sector.
DUTIES AND RESPONSIBILITIES:
- Strategically identify and engage new prospects within the IDNs and medical laboratory industry, focusing on our core solutions such as LIS, Blood Bank, Genetics, and Laboratory Revenue Cycle Management Software.
- Lead the full sales cycle from prospecting to close, employing a consultative sales approach to understand customer needs and match them with our software solutions.
- Work closely with the Marketing Demand Generation Manager to align sales strategies with marketing initiatives, ensuring a cohesive approach to market penetration and MQL development.
- Develop and present customized presentations and demonstrations to highlight product benefits, tailored to the specific needs of each prospect.
- Navigate complex sales environments, engaging with multiple stakeholders and decision-makers to secure contracts.
- Foster and maintain relationships with potential clients, acting as a trusted advisor in their decision-making process.
- Achieve and exceed sales targets, providing regular sales forecasts and market feedback to the sales management team.
- Stay current with industry trends, competitor activities, and market dynamics to continuously refine sales strategies.
- Thorough understanding of CRM usage and analytical metric for pipeline management. Specifically, 7 years minimum experience using SFDC.
JOB SPECIFICATIONS:
Education Required:
Bachelor’s degree in business, healthcare, IT or related area.
Experience Required:
- A minimum of 5 years of business development experience in healthcare sales, preferably with IDNs and laboratories
Skills Required:
- Proven track record in sales, with significant experience selling medical software solutions.
- Deep understanding of the medical laboratory industry and the specific challenges and opportunities it presents.
- Exceptional negotiation and closing skills, with a history of achieving and surpassing sales targets.
- Strong presentation and communication skills, capable of effectively articulating complex solutions.
- Ability to build and maintain relationships with a variety of stakeholders, including technical and executive-level contacts such as a CIO.
- An analytically driven strategic thinker with a consultative sales approach and the ability to create win-win situations.
- Self-motivated and disciplined, with excellent time management and organizational skills.
- High Energy
Travel Required:
YES (50% or more)
Physical Demands:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this position the employee is regularly required to talk and hear verbal communication. The employee is frequently required to sit, and regularly required to stand and walk. Specific vision abilities required by this job include close vision, distance vision, peripheral vision, and the ability to adjust focus. Moderate to extensive keyboard activity is required. Some lifting (up to twenty pounds) may be required. The employee must have and keep a valid driver’s license from a state in the United States and have or be able to get a passport for international travel.
Work Environment:
The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The noise level in the work environment is usually moderate. Environmental conditions are somewhat variable, but generally acceptable in temperature, ventilation, and lighting with CRT exposure. While performing travel related activities associated with this position, the employee may occasionally be exposed to variable and outside weather conditions. While performing travel related activities associated with this position within a hospital or healthcare environment, the employee may occasionally be indirectly or directly exposed to OSHA category I materials including blood, body fluids, and / or tissue, and potential hazardous chemicals. While performing travel related activities associated with this position within a hospital or healthcare environment, the employee must follow all established hospital safety policies relating to the environment.
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