Strategic Account Executive, Mid-West

About the role

The GHX Strategic Account Executive (SAE) is responsible for selling complex supply chain software solutions into the healthcare community. Successful candidates will have an in-depth understanding of the healthcare industry and the business challenges that customers in the healthcare community face.

Responsibilities

• Establishes business plans for large, existing and most complex accounts to achieve annual quota.
• Develops and implements strategies for selling GHX solutions in the C-suite to ensure internal buy-in at the highest level.
• Validates prospects’ needs through discovery process, and develops into ROI that solves business problems for clients.
• Effectively presents the business case for GHX solutions that solve business problems while providing a relevant ROI. Qualifies and quantifies the impact of the customer maintaining the status quo or pursuing competitor’s solutions vs. GHX.
• Refines messaging and sales tools needed to recruit customers.
• Conducts Strategic Business Reviews with customer base to expand usage of products or services, and to identify additional problems to be solved by GHX solutions.
• Proactively advances the purchase decision without rushing the customer.
• Stays abreast of healthcare industry market trends, macro- and microeconomic impacts to the healthcare supply chain, as well as competitive marketplace activities.
• Presents products in a compelling, positive and professional manner.
• Applies sound strategies for protecting accounts and penetrating accounts held by competitors.
• Acquires and integrates industry knowledge related to general trends, emerging technologies and competitors.

Key Duties

• Builds pipeline through lead generation, prospecting, pipeline development, networking, targeting and qualification for new opportunities with existing and new assigned accounts to achieve quota.
• Prospects, accurately forecasts and assesses resource allocation and planning of new business deals within assigned accounts.
• Develops solution proposals encompassing all aspects of the business applications.
• Tracks and reports sales opportunities within Salesforce.com to accurately forecast deals.
• Thoroughly qualifies all leads and sales opportunities.
• Collaborates internally with Product Management, Marketing, Customer Support and other internal GHX departments to drive overall customer value and satisfaction.
• Continually trains and develops knowledge of new technologies and selling points, to include enhancing expertise.

Key Competencies

• Strong business acumen and ability to think strategically.
• Excellent interpersonal, presentation, negotiation and closing skills with demonstrated success in building and sustaining customer relationships.
• Self-motivated and results-oriented, with a positive outlook and a clear focus on high quality interactions to drive business results for the customer and GHX.
• Ability to collaborate with internal GHX resources to effectively close the sale.
• Effective time management skills and ability to meet deadlines.
• Understands, and has the ability to influence, a wide range of customer stakeholders.
• Understands business organizations and buying cycles.
• Results driven and able to achieve/exceed, monthly/quarterly/annual sales quotas.
• Consultative sales methods and solution selling skills.

Required Education, Certifications, and Experience

• Minimum of 8 years of sales experience with at least 5 years selling complex technical solutions.
• Demonstrated success in managing large, complex strategic accounts while meeting and exceeding annual sales quotas.
• Ability to articulate and sell a complete solution vs. specific product features and functions.
• Experience building a pipeline and qualifying and identifying deals that you can bring to completion.
• Excellent communication skills, written and verbal with internal and external clients.
• Bachelor’s degree in Business or related discipline, or a combination of education and relevant work experience.
• Self-starter that requires minimal direction.
• Proven effectiveness working in a collaborative environment.
• Knowledge of MS Office Suite.
• Willingness to travel up to 75% of the time.

PREFERRED QUALIFICATIONS

• Previous ERP sales and/or healthcare supply chain sales highly desired.
• Experience with various ERP systems.
• Experience with Salesforce.com and CRM applications.

Key Differentiators

Demonstrated success in managing large, complex strategic accounts while meeting and exceeding annual sales quotas.

Pay

Estimated Salary Range for this position: $94,200 - $125,500 plus commission

Schedule

Full-time position