Account & Relationship Management Executive – Field Sales Health It

Full Time • Philadelphia, PA, United States of America

108,014 - 136,770 (Yearly) Added 1 month, 3 weeks ago

Summary

LOCATION

Philadelphia, PA – Greater Philadelphia and New Jersey

QUALIFICATIONS

Bachelor's degree or equivalent experience, minimum 5 years of sales experience preferably in healthcare or IT sales, strong relationship-building skills, excellent communication skills, valid US driver's license and passport.

RESPONSIBILITIES

Manage and grow existing Commercial Customer relationships, conduct customer needs assessments, build sales pipelines, meet revenue targets, ensure customer satisfaction, and collaborate with internal teams.

INDUSTRY

Healthcare and IT Sales

SHORT DESCRIPTION

Responsible for managing and expanding Commercial Customer accounts in Southeast PA and South/Central New Jersey, focusing on relationship management, sales growth, and customer support.

LOCATION: Philadelphia PA – Greater Philadelphia and New Jersey

OVERVIEW

Your role will be responsible for managing and growing existing Commercial Customer relationships in a defined, US-based territory. Core functions include fostering relationships within account base, securing renewals, growing revenue through both price increases and application upsells, providing ongoing training and support to maximize usage. inner departmental account touches pertaining to account base and the communication of new enhancements to solutions and existing applications.

The territory will be Southeast PA and South/Central New Jersey, so we prefer our candidate to be regionally located in the Greater Philadelphia area for travel to customer locations as needed.

RESPONSIBILITITES

Opportunity Identification & Development

Identify target opportunity and stakeholders.
Facilitate outreach and background information collection with new opportunity.
Identify and build relationships with key stakeholders.
Conduct customer needs assessment.
Qualify target opportunity based upon account value, threats, and barriers.
Record accurate customer data in the CRM system.
Build effective sales pipelines.
Prepare activity and forecast reports.
Attend conferences and tradeshows to promote product visibility and generate leads.

Active Selling

Meet and exceed monthly, quarterly, and yearly revenue targets through complete ownership of an assigned book of business.

Create and update a Book of Business Plan to include strategy, tactics and milestones as it relates to hitting goals set by the company.
Customize and communicate product value proposition and solution design.
Develop and review implementation scope.
Coordinate with Sales Operations team in executing supporting active selling functions including contract creation, terms, and conditions development, quoting, and modifications.
Conduct contract reviews, pricing, and negotiation.
Obtain final signature and finalize order.

Customer Retention & Satisfaction

Build lasting customer relationships to retain and grow existing commercial customer base.
Review account utilization management reporting and provide recommendations.
Conduct regular account review meetings.
Collaborate with marketing in account communications planning and marketing campaigns.
Identify cross-sell and up-sell opportunities.
Work closely with other Commercial Sales colleagues on new implementation, training of customers.
Manage all aspects of trial and subscription usage activity to ensure the customer realizes the full value of our services.
Trains all new clients and proactively seeks out training opportunities with existing clients who demonstrate low product usage. Client usage stats must be reviewed during the monthly meetings with the Account Manager to identify renewal concerns and the need for additional training opportunities. Responds promptly and professionally to customer inquiries and seeks out opportunities to provide a high level of customer service.

Collaborate with marketing in account communications planning and marketing campaigns.

Sales Leadership

Provide territory coverage.

Additional Duties

Assist and communicate effectively with all departments as it relates to the company selling process.
Comply with established sales policies, pricing guidelines, and best practices.
Maintain the highest standards of integrity and respect for co-workers and customers Special projects as assigned.
Act as liaison between the marketplace and Wolters Kluwer Product Development Team by actively seeking out and documenting product and market feedback.
Participating in new system user acceptance testing.

QUALIFICATIONS

Education: Bachelor's degree or equivalent years of experience.

Experience: A minimum of 5 years of sales experience preferably in healthcare or IT related sales with a track record of success in building relationships throughout relevant customer disciplines and departments, meeting goals, and presenting to high level decision makers.

Other Knowledge, Skills, Abilities or Certifications:

Computer skills (Internet, Excel, PowerPoint, Word, and CRM Programs)
Experience demonstrating and selling sophisticated and complex products/technologies.
Possess product knowledge of all applications that are sold in the commercial market.
Telephone, presentation, and written communication skills.
Valid US driver’s license and passport to manage overnight travel up to 30% - 35% in territory.

TRAVEL: Travel to an assigned territory to meet with customers. This position requires approximately 30%-35% travel.

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