HealthStream is the leader in healthcare workforce solutions, dedicated to enhancing the quality of healthcare. The Account Manager will be responsible for selling HealthStream's product suite and managing client relationships to meet sales quotas.
Responsibilities
- You will be responsible for adhering to all HealthStream security policies, procedures, and assigned training
- Develop, pursue and close add on sales opportunities, targeting each HealthStream offering to each named client, influencing and understanding fit against need and timing of decision
- Provide efforts and 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: Includes aligning HealthStream solutions with clients initiatives, developing deep customer knowledge and relationships, identifying funding source, securing executive team sponsorship, resolving obstacles, and designing take out opportunities
- Demonstrate, Propose, and Present: Includes demonstrating HealthStream solutions to key stakeholders, presenting compelling value proposition, developing comprehensive and innovative proposals, answering questions, building ROI / business case, and following up promptly and professionally
- Lead RFP / Capture Teams: In response to request for proposals, lead proposal teams, support quality RFI/FRP response strategy, secure references, and handle pricing strategy
- Negotiate and Close Business: Including creating and submitting contracts, negotiating contract terms, secure commitment and signature, processing contracts in contract management system, and effectively transitioning client to the implementation phase to ensure long-term customer success
- Territory Planning and Pipeline Management: Including developing and updating territory plans, managing pipeline in CRM system, updating plans and pipeline, supporting sales leadership in strategy formulation, and present plans / pipeline to sales leadership effectively and succinctly
- Contribute to the HealthStream Sales Community: Includes developing and sharing best practices and leverageable materials, facilitating internal discussions, collaborating with other sales team members, supporting efforts by the Sales Accelerator Office (SAO)
- Undertake Personal and Professional Development Opportunities: Including developing and maintaining outstanding product knowledge, building deep expertise in healthcare trends, and continuing to enhance skills and abilities such as communication, presentation, negotiations, and teamwork
- Value Added Member of Broader HealthStream Community: Includes working cross-functionally with Marketing, Product and Project Managers to create value-added customer solutions aligned with our vision, business principles, and values
Skills
- Bachelors degree in 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
- Must have excellent communication skills and the ability to quickly develop relationships, ranging from the C suite to departmental directors to end users
- Ability to become trusted advisor for assigned accounts
- High level of integrity and professionalism, properly setting expectations
- Comfortable in 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
- Ideal candidate will have 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, but willing to take responsibility and accountability. Shares success with team members
- Ability to travel 0 - 25%
- Solid computer skills Office Suite
- Familiarity with CRM tools such as SalesForce
- Excellent written and verbal communication skills
- 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 & 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 phones
- Ability to speak in a clear and moderated voice
- Standing, walking, lifting small objects (under 20 pounds) occasionally
Benefits
- Medical, Dental and Vision insurance
- Paid Time Off
- Parental Leave
- 401k 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
Company Overview
HealthStream is a HealthTech company that provides training, credentialing, and workforce management software for healthcare organisations.. It was founded in 1990, and is headquartered in Nashville, Tennessee, USA, with a workforce of 501-1000 employees. Its website is http://www.healthstream.com.