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Healthcare Client Executive - Nashville

Ref: 260 Date Posted: Monday 28 May 2018
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Elevation Search Solutions is actively seeking a Client Executive in Healthcare for the Nashville market. Our client is a group of world-class information security professionals providing Managed Security Services. The world is increasingly digital, and our client is a defender of digital health. Interested in joining their mission?

What will you be doing:

The Client Executive will be responsible for developing relationships with key named accounts and driving new sales within the Nashville area. Primary activities of the role include:

  • During the first 30 days:
    • Establish relationships with co-workers to enable performance as a team member
    • Learn and put into action:
      • The mission and values of our client
      • The policies and practices of our client
      • The work performed, the tools, and performance expectations
    • Become conversant in current information security concepts
    • Demonstrate understanding of client’s competitive differentiators
    • Build a territory plan, including target customer list of 25 mid-sized healthcare organizations between 1000 and 5000 employees
    • Learn the competitive landscape and how to beat them
    • Learn common customer objections and how to handle them
    • Integrate sales efforts with top five partners in the region
    • Understand the process of taking a prospect through the lead process to a qualified opportunity
    • Create an action plan for each named account, including strategic value analysis, organizational scorecard, competitive analysis
    • Identify two candidates from the healthcare industry for participation on a healthcare advisory board
  • 90-day performance targets:
    • Personally close $300k in MDR business
    • 10 in-person meetings per week
    • 5 conversations per day
    • 2 new logos
    • Build a territory pipeline of $1M
    • Present territory plan to advisory board
  • 6-month performance targets:
    • Close $700k in MDR business
    • 10 in-person meetings per week
    • 5 conversations per day
    • 4 new logos
    • Build a territory pipeline of $3M
  • Year 1 performance targets:
    • Close $1.5M in MDR business
    • 10 in-person meetings per week
    • 5 conversations per day
    • 8 new logos
    • Build a territory pipeline of $9M
    • Present annual results to advisory board

What you need to have:

  • Relentless self-motivation to win with integrity
  • 10+ years in sales, business development and/or account relationship roles
  • 5+ years as a sales executive in healthcare IT / services company
  • Deep knowledge of health systems organizations with demonstrated success in solutions selling directly to CIOs and CTOs
  • Exceptional executive presence with the ability to build trusted relationships at the C-level
  • Proven track record to develop a new sales pipeline and achieve/exceed target sales quotas
  • Experience maneuvering complex sales cycles and selling to multiple levels within mid-sized and large enterprise organizations
  • Demonstrated sales track record in highly competitive environments with the ability to qualify opportunities, obtain customer commitments and negotiate and close contracts
  • Ability to thrive in a high-growth, early-stage business with the potential to scale with the organization as it grows
  • Strong time management, organization, presentation and communication skills
  • Bachelor’s degree required; master’s degree or MBA preferred