Associate Account Manager, Small & Mid-Market Accounts

About the role

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.

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.

Responsibilities

• Adhere to all HealthStream security policies, procedures, and assigned training.
• Develop, pursue, and close add-on sales opportunities by targeting each HealthStream offering to each named client, influencing and understanding fit against need and timing of decision.
• 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: Align HealthStream solutions with client initiatives, develop deep customer knowledge and relationships, identify funding sources, secure executive team sponsorship, resolve obstacles, and design take-out opportunities.
• Demonstrate, Propose, and Present: Demonstrate HealthStream solutions to key stakeholders, present compelling value propositions, develop comprehensive and innovative proposals, answer questions, build ROI/business cases, and follow up promptly and professionally.
• Lead RFP/Capture Teams: In response to requests for proposals, lead proposal teams, support quality RFI/RFP response strategy, secure references, and handle pricing strategy.
• Negotiate and Close Business: Create and submit contracts, negotiate contract terms, secure commitment and signature, process contracts in the contract management system, and effectively transition the client to the implementation phase to ensure long-term customer success.
• Territory Planning and Pipeline Management: Develop and update territory plans, manage pipeline in CRM system, update plans and pipeline, support sales leadership in strategy formulation, and present plans/pipeline to sales leadership effectively and succinctly.
• Contribute to the HealthStream Sales Community by developing and sharing best practices and leverageable materials, facilitating internal discussions, collaborating with other sales team members, and supporting efforts by the Sales Accelerator Office (SAO).
• Undertake personal and professional development opportunities, including maintaining outstanding product knowledge, building deep expertise in healthcare trends, and enhancing skills such as communication, presentation, negotiations, and teamwork.
• Act as a value-added member of the broader HealthStream community by working cross-functionally with Marketing, Product, and Project Managers to create value-added customer solutions aligned with the company’s vision, business principles, and values.

Requirements

• Bachelor’s degree in a related area (BA or BS).
• Excellent customer service and communication skills (both verbal and written).
• Excellent organizational and response skills to support efficient and effective customer interaction.
• Strong presentation skills and executive presence.
• Ability to quickly develop relationships, ranging from the C-suite to departmental directors to end users.
• Ability to become a trusted advisor for assigned accounts.
• High level of integrity and professionalism, properly setting expectations.
• Comfortable 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.
• 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, willing to take responsibility and accountability; shares success with team members.
• Ability to travel up to 25%.
• Solid computer skills and familiarity with CRM tools such as Salesforce.
• 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 and 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.

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 (quota). The base salary range for this position is $49,980 with an OTE of $90,000 – $100,000. Base salary will be determined on the candidate’s level of experience and qualifications. Compensation will be commensurate with skills, relevant experience, and performance in similar roles.

Benefits

• Medical, Dental, and Vision insurance
• Paid Time Off
• Parental Leave
• 401(k) and Roth
• Flexible Spending Account
• Health Savings Account
• Life Insurance
• Short- and Long-Term Disability
• Medical Bridge Insurance
• Critical Illness Insurance
• Accident Insurance
• Identity Protection
• Legal Protection
• Pet Insurance
• Employee Assistance Program
• Fitness Reimbursement