Account and Relationship Management Executive

Job Description

This role will maintain post-sales contact with large or strategic clients in order to facilitate a positive and productive long-term relationship. You will communicate with customers with regards to any account problems and discusses customer concerns and suggestions. You will focus efforts on product feedback, enhancement, upgrades, and development. Reports suggestions to and develops solutions with sales, order processing, and customer support team. May handle add-on sales for clients.

Responsibilities

• Opportunity Identification & Development
• Closely coordinate with Inside Sales
• 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
• Determine opportunity accountability & responsibilities by role for active selling phase
• Active Selling
• Identify and validate customer needs
• Communicate product value prop and solution design
• Customize value prop/product solution proposal
• Develop and review implementation scope
• Coordinate Inside Sales 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 Management
• Closely coordinate with Inside Sale team in select customer management reporting and preparation
• Review account utilization management reporting
• Conduct regular account review meetings
• Collaborate with marketing in account communications planning and marketing campaigns
• Identify cross-sell and up-sell opportunities
• Oversee contract renewals driven by Inside Sales team

Qualifications

• Bachelor’s degree or equivalent work experience; MBA preferred but not required
• 5+ years of experience in a healthcare sales role preferred
• Demonstrated ability to build relationships with and present to key decision-makers of hospitals and health systems
• Proven track record of coordinating with Inside Sales representatives to advance opportunities in in territory
• Excellent account management skills and ability to manage external and internal business priorities
• Ability to demonstrate and communicate value of sophisticated and complex products/technologies
• Highly motivated, with proven ability to over-achieve individual and team-based targets
• Ability to construct, present and execute a Territory Business Plan
• Excellent analytical, listening and presentation skills
• Effective time management and prioritization skills
• Exceptional verbal and communication skills
• Excellent administrative and organizational skills and process-orientation
• Expertise in Microsoft product suite and Salesforce preferred
• Ability to travel up to 30-50%