Account Development Representative

Overview

Sell complex supply chain software solutions into the healthcare community by building pipeline, managing a customer account base within an assigned region, and meeting a growth billings quota.

What you'll do

• Establish business plans by account and develop plans to achieve annual quota.
• Build pipeline through lead generation, prospecting, pipeline development, networking, targeting and qualification for new opportunities with existing and new assigned accounts.
• Prospect, accurately forecast and assess resource allocation and planning of new business deals within assigned accounts.
• Develop solution proposals encompassing all aspects of the business applications.
• Track and report sales opportunities within Salesforce.com to accurately forecast deals.
• Thoroughly qualify all leads and sales opportunities.
• Collaborate internally with Product Management, Marketing, Customer Support and other GHX departments to drive customer value and satisfaction.
• Develop and implement strategies for selling GHX solutions in the C-suite to ensure internal buy-in at the highest level.
• Validate prospects' needs through discovery and develop ROI that solves business problems for clients.
• Effectively present the business case for GHX solutions with a relevant ROI, and qualify and quantify the impact of the customer maintaining the status quo or pursuing competitor solutions.
• Refine messaging and sales tools needed to recruit customers.
• Conduct Strategic Business Reviews with the customer base to expand usage of products or services and identify additional problems to be solved by GHX solutions.
• Drive two-way communication and engage the customer by linking their business priorities to the GHX value proposition.
• Proactively advance the purchase decision without rushing the customer.
• Stay abreast of healthcare industry market trends, macro- and microeconomic impacts to the healthcare supply chain, and competitive marketplace activities.
• Present products in a compelling, positive and professional manner.
• Apply sound strategies for protecting accounts and penetrating accounts held by competitors.
• Acquire and integrate industry knowledge related to general trends, emerging technologies and competitors.

What you'll need

• Minimum of 2 years' experience in sales managing a territory and building a pipeline.
• Experience identifying deals and bringing them to completion.
• Excellent written and verbal communication skills with internal and external clients.
• Bachelor's degree in Business or related discipline, or a combination of education and relevant work experience.
• Knowledge of MS Office Suite.
• Willingness to travel up to 50% on occasion.
• 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 clear focus on high quality interactions.
• Ability to collaborate with internal GHX resources to effectively close the sale.
• Effective time management skills and ability to meet deadlines.
• Ability to understand and influence a wide range of customer stakeholders.
• Understanding of business organizations and buying cycles.
• Results-driven and able to achieve or exceed monthly, quarterly and annual sales quotas.
• Ability to articulate and sell a complete solution versus specific product features and functions.

Nice to have

• Previous ERP sales and/or healthcare supply chain sales highly desired.
• Experience with various ERP systems.
• Experience with Salesforce.com and CRM applications.

Details

• Compensation range $59,000 - $74,000 base salary plus commission.
• Location: Office location or remote within the USA.
• Willingness to travel up to 50% on occasion.