New Business Sales Executive - Central Territory

This role is responsible for generating revenue by selling Greenway Health’s technology and service solutions into the healthcare market in the Central to East territories. The position involves a full-cycle, value-based solution sales process, including lead generation, discovery, needs analysis, vision building, value demonstration, negotiation, and closing new business sales.

Responsibilities

• Develop and nurture revenue-generating opportunities by cultivating long-term relationships with senior-level client contacts.
• Conduct territory reconnaissance to identify target markets and prospects.
• Prospect and engage targets through cold calling, conferences, events, networking, and centers of influence (COIs).
• Qualify and nurture opportunities to build and manage the sales pipeline end-to-end.
• Manage RFPs within the assigned territory.
• Serve as the primary point of contact for future clients prior to project initiation.
• Coordinate, facilitate, and recap all prospect appointments.
• Follow up on leads generated from marketing campaigns and events.
• Collaborate with Solutions Consultants and leadership to conduct demonstration presentations and meetings.
• Develop sales strategies to maximize solution scope and value.
• Configure quotes and proposals with internal collaborators.
• Negotiate financial and delivery-related terms with prospects.
• Provide regular opportunity debriefs and updates to internal leadership.
• Deliver accurate sales forecasts and activity reports.
• Develop and execute a business plan for the territory, including tactical action plans, territory mapping, and travel cadence.
• Maintain up-to-date account and prospect information in Salesforce.
• Meet assigned sales quota and action plan measures.
• Provide ongoing market feedback to product distribution channels.

Requirements

• High School Diploma or GED; B.A./B.S. preferred.
• Five or more years of Health IT/Software experience (ambulatory PM, EHR, RCM) with demonstrated success.
• At least 3 years of proven success in direct outside sales, preferably in the healthcare industry.
• Working knowledge of Salesforce and Microsoft Teams.
• Experience selling complex solutions to mid- to large-scale businesses.
• Proficiency in conducting executive presentations to Senior Management/C-Suite level.
• Residency within the assigned territory is preferred.

Skills

• In-depth understanding of key software, technology, and healthcare concepts for selling complex solutions in the ambulatory market.
• Knowledge of ambulatory care-specialty needs, workflows, business drivers, and industry trends.
• Familiarity with industry regulations, compliance, competitive landscape, and payer/reimbursement models.
• Ability to clearly articulate business challenges and solutions.
• Exceptional written and verbal communication skills.
• Broad knowledge of healthcare industry challenges, products, and services.
• Understanding of SaaS, Cloud, Secure Cloud, web-based vs. browser-based platforms, and cybersecurity/risk mitigation technology.
• Strong attention to detail, follow-through, and professional representation.
• Team-oriented with a positive attitude and relationship-first mentality.
• Effective organizational skills for managing travel-related expenses and reimbursement.
• Ability to travel 50%-75% of the time without restriction.

Work Environment

• Primarily sedentary office work, requiring extended periods at a computer.
• Ability to manage timely communications via computer and mobile devices.
• Travel requires navigating airports, train stations, rental car facilities, roadways, and business/healthcare complexes.
• Requires active listening, clear communication, and the ability to uncover client needs.

Benefits

• Competitive pay and incentive plan.
• Medical, dental, and vision benefits.
• Matching 401(k).
• Open paid time-off programs.
• Education reimbursement.
• Growth potential for career advancement.
• Corporate discounts.

While this position is primarily remote, hybrid work may be required for candidates within a 26-mile radius of the corporate office in Tampa, FL (4301 Boy Scout Blvd, Tampa, FL 33607).