Strategic Account Executive- Inventory Services
Description
GENERAL SUMMARY:
The GHX Strategic Account Executive (SAE) is responsible for selling Inventory Counting Services to the healthcare community. The SAE determines the overall account planning and management of their customer base within specified net new and existing key accounts to achieve a growth billings quota.
Successful candidates will have an in depth understanding of the healthcare industry and the business challenges that customers in healthcare community face. They will be able to identify and articulate the pain points of the customer and successfully demonstrate how GHX Inventory Services will provide value to their organizations. Successful candidates will also be able to effectively and professionally navigate organizational dynamics and be able to influence executive and C-suite level decision makers.
KEY RESPONSIBILITIES
- Establishes business plans for large, existing and most complex accounts to achieve annual quota.
- Develops and implements strategies for selling Inventory Services in the C-suite to ensure 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 Inventory Services that solves 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 Inventory Services.
- 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 Inventory Services 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 newly 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 Inventory Services engagement.
- 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.
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 healthcare or supply chain services.
- 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 service features and capabilities.
- 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 sales experience in healthcare physical inventory counting services, inventory management, or supply chain, highly desired.
- Experience with hospital/health system inventory management.
- Experience with Salesforce.com and CRM applications.
KEY DIFFERENTIATORS
- Demonstrated success in managing large, complex strategic accounts while meeting and exceeding annual sales quotas.
Estimated Salary Range for this position: $94,200 - $125,500 plus commission
The base salary range represents the anticipated low and high end of the GHX’s salary range for this position. The base salary is one component of GHX’s total compensation package for employees. Other rewards and benefits include: health, vision, and dental insurance, accident and life insurance, 401k matching, paid-time off, and education reimbursement, to name a few. To view more details of our benefits, visit us here: ghx.com/about/careers/
GHX: It's the way you do business in healthcare
Global Healthcare Exchange (GHX) enables better patient care and billions in savings for the healthcare community by maximizing automation, efficiency and accuracy of business processes.
GHX is a healthcare business and data automation company, empowering healthcare organizations to enable better patient care and maximize industry savings using our world class cloud-based supply chain technology exchange platform, solutions, analytics and services. We bring together healthcare providers and manufacturers and distributors in North America and Europe - who rely on smart, secure healthcare-focused technology and comprehensive data to automate their business processes and make more informed decisions.
It is our passion and vision for a more operationally efficient healthcare supply chain, helping organizations reduce - not shift - the cost of doing business, paving the way to delivering patient care more effectively. Together we take more than a billion dollars out of the cost of delivering healthcare every year. GHX is privately owned, operates in the United States, Canada and Europe, and employs more than 1000 people worldwide. Our corporate headquarters is in Colorado, with additional offices in Europe.
Disclaimer
Global Healthcare Exchange, LLC and its North American subsidiaries (collectively, “GHX”) provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, national origin, sex, sexual orientation, gender identity, religion, age, genetic information, disability, veteran status or any other status protected by applicable law. All qualified applicants will receive consideration for employment without regard to any status protected by applicable law. This EEO policy applies to all terms, conditions, and privileges of employment, including hiring, training and development, promotion, transfer, compensation, benefits, educational assistance, termination, layoffs, social and recreational programs, and retirement.GHX believes that employees should be provided with a working environment which enables each employee to be productive and to work to the best of his or her ability. We do not condone or tolerate an atmosphere of intimidation or harassment based on race, color, national origin, sex, sexual orientation, gender identity, religion, age, genetic information, disability, veteran status or any other status protected by applicable law. GHX expects and requires the cooperation of all employees in maintaining a discrimination and harassment-free atmosphere. Improper interference with the ability of GHX’s employees to perform their expected job duties is absolutely not tolerated.
Read our GHX Privacy Policy
Skills
As published by greenhouse · 15 questions · 2 written answers
Basics
First Name, Last Name, Email, Phone, Resume/CV, Cover Letter, Location
Short answers (6)
- LinkedIn Profile optional
- If you were referred to this position by a current GHX employee, or other individual, please provide the person’s name.
- Do you have any relatives at GHX? (If so, please provide the individual’s name)
- What are your expectations for pay in this role?
- What City do you live in?
- What State do you live in?
Pick from a list (7)
- As you may already know, in compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification form upon hire. Do you now or will you in the future require employer sponsorship in order to work in the United States?
- Pre-employment Statement: Applicants and Employees are evaluated without regard to mental or physical disability, gender identity, race, religion, sexual orientation, color, gender, national origin, age, marital status, military or veteran status or any other protected local, state, or federal status. I represent that the information I provide in this Application for Employment is complete, true and accurate, and if provide any incomplete, inaccurate or false information during the selection process, the organization may deny my application and/or terminate my employment if it discovers such information after I am hired. I authorize the organization to contact anyone that it deems appropriate to verify the information I have provided or to further investigate my background, past performance and suitability for employment. I consent to being discussed by any person contacted by the organization and waive all rights to bring any action for defamation, invasion of privacy or any similar claim against anyone who provides information to the organization with a good faith belief that the information provided is true. I understand that this Application for Employment is not an offer of employment and only a written offer signed by an authorized representative of the organization will be effective (Checking the box is equivalent to a handwritten signature.)
- In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification form upon hire. Are you a US Citizen or a Green Card holder?
- Have you ever worked for GHX?
- Are you currently working for a GHX customer?
- When you apply to a job on this site, the personal data contained in your application will be collected by the GHX Compliance & Privacy Officer (CPO), which is located at 1315 W Century Dr., STE 100, Louisville, CO 80027 and can be contacted by emailing [email protected] . Your personal data will be processed for the purposes of managing GHX's recruitment related activities, which include setting up and conducting interviews and tests for applicants, evaluating and assessing the results thereto, and as is otherwise needed in the recruitment and hiring processes. Such processing is legally permissible under Art. 6(1)(f) of Regulation (EU) 2016/679 (General Data Protection Regulation) as necessary for the purposes of the legitimate interests pursued by the CPO, which are the solicitation, evaluation, and selection of applicants for employment. Your personal data will be shared with Greenhouse Software, Inc., a cloud services provider located in the United States of America and engaged by GHX to help manage its recruitment and hiring process on the CPO's behalf. Accordingly, if you are located outside of the United States, your personal data will be transferred to the United States once you submit it through this site. Because the European Union Commission has determined that United States data privacy laws do not ensure an adequate level of protection for personal data collected from EU data subjects, the transfer will be subject to appropriate additional safeguards. You can obtain a copy of the standard contractual clauses by contacting us at [email protected]. Your personal data will be retained by GHX as long as GHX determines it is necessary to evaluate your application for employment. Under the GDPR, you have the right to request access to your personal data, to request that your personal data be rectified or erased, and to request that processing of your personal data be restricted. You also have to right to data portability. In addition, you may lodge a complaint with an EU supervisory authority.
- Do you have experience with selling services into healthcare?
Written answers (2)
- If you are not a US Citizen or a Green Card holder, please explain your current sponsorship status. (Type N/A if does not apply)
- Please describe your background and how it relates to this role. optional