Associate Account Manager, Small & Mid-Market Accounts

HEALTHSTREAM INC•Nashville, TN

6d•$90,000 - $100,000•Hybrid

About The Position

The Associate Account Manager will be responsible for successfully selling the entire HealthStream product suite as an individual and in a Team Sales atmosphere. These sales processes will be used to meet or exceed sales quota within a specific territory. This individual must build upon existing HealthStream relationships to broaden exposure and understanding of the value of HealthStream solutions to the client. This individual is ultimately responsible for all elements of the sales process, including understanding the client's needs and aligning HealthStream solutions to address those needs.

Requirements

Bachelors degree in a 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
Excellent communication skills and the ability to quickly develop relationships, ranging from the C-suite to departmental directors to end-users
Ability to become a 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
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
Solid computer skills (Office Suite)
Familiarity with CRM tools such as Salesforce
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
Ability to communicate well with all levels of personnel
Ability to sit to utilize computer and monitor
Ability to sit at a computer
Manual dexterity to manipulate keyboards and phone
Ability to speak in a clear and moderated voice
Standing, walking, lifting small objects (under 20 pounds) occasionally

Nice To Haves

Travel up to 25%

Responsibilities

Adhering to all HealthStream security policies, procedures, and assigned training.
Developing, pursuing, and closing add-on sales opportunities, targeting each HealthStream offering to each named client, influencing and understanding fit against need and timing of decision.
Providing efforts and increasing customer utilization of HealthStream adopted solutions and services.
Attending HUG meetings virtually or in person, sharing best practices, handling escalation/triage of customer issues, or other efforts to manage client participation.
Identifying and qualifying opportunities, including aligning HealthStream solutions with clients' initiatives, developing deep customer knowledge and relationships, identifying funding sources, securing executive team sponsorship, resolving obstacles, and designing take-out opportunities.
Demonstrating, proposing, and presenting HealthStream solutions to key stakeholders, presenting a compelling value proposition, developing comprehensive and innovative proposals, answering questions, building ROI/business cases, and following up promptly and professionally.
Leading RFP/Capture Teams in response to requests for proposals, supporting quality RFI/FRP response strategy, securing references, and handling pricing strategy.
Negotiating and closing business, including creating and submitting contracts, negotiating contract terms, securing commitment and signature, processing contracts in the contract management system, and effectively transitioning the 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 the CRM system, updating plans and pipeline, supporting sales leadership in strategy formulation, and presenting plans/pipeline to sales leadership effectively and succinctly.
Contributing to the HealthStream Sales Community by developing and sharing best practices and leverageable materials, facilitating internal discussions, collaborating with other sales team members, and supporting efforts by the Sales Accelerator Office (SAO).
Undertaking 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.
Being a value-added member of the broader HealthStream Community by working cross-functionally with Marketing, Product, and Project Managers to create value-added customer solutions aligned with our vision, business principles, and values.