Regional Executive Director, Provider Sales - Southeast

GHX

3d•$122,930 - $163,852

About The Position

The Regional Executive Director manages a sales team within a defined geographic area and drives consistent, profitable sales revenue growth by recruiting, training, coaching, and motivating high-performing sales personnel. The role establishes objectives, strategies, and action plans to strengthen customer relationships and grow sales and earnings. The Regional Executive Director partners with key people throughout customer organizations to understand their needs and anticipate changes in the business environment. The role develops and implements selling strategies and tactics to achieve volume and profit objectives for each assigned business line. The position oversees Strategic Account Executives, Sales Account Managers, and Strategic Account Directors, and works across GHX departments to support customer value and satisfaction.

Requirements

Bachelor’s degree in business, finance, or a relevant area.
Five years of business experience, including sales team management, with at least two years of successful complex software and/or services sales.
Ability to meet or exceed sales quotas while managing a diverse team.
Strong leadership, strategic mindset, business acumen, analytical skills, and negotiation skills.
Ability to navigate complex solutions with C-suite and V-level stakeholders.
Ability to hold the team accountable for pipeline and territory management.
Ability to coach behavior-based and deal-based sales skills.
Ability to manage consultative sales methods and solution-selling skills.
Knowledge of MS Office Suite and CRM applications.
Skilled in sales planning and managing team quotas.
Self-driven and results-oriented, with a positive outlook and a clear focus on quality and business profit.
Experience negotiating contracts.
Excellent written and verbal communication and presentation skills.
High energy and a customer-focused mentality.
Understanding of healthcare technology.
Strong executive presence at VP level and above, with the ability to participate seamlessly in discussions with business and technical leadership.
Ability to work independently and collaborate effectively across functions.
Proven effectiveness working in a collaborative environment.
Effective time-management skills and ability to meet deadlines.
Willingness to travel up to 75% of the time.

Nice To Haves

Direct people-management and development experience, including hiring and performance management.
Sales management by metrics.
Experience with Salesforce.com and InsightSquared.
Healthcare systems, medical, or software solutions sales experience.
Experience with various ERP systems.
Experience selling against competition.

Responsibilities

Provide vision and selling and market-penetration strategies for the overall territory plan.
Recruit, coach, mentor, develop, and manage the sales team, including Strategic Account Executives, Sales Account Managers, and Strategic Account Directors.
Hold the team accountable for quota attainment, business reviews, and expenditure management through strong sales processes.
Meet with strategic C-suite and V-level customers and prospects to secure internal buy-in at the highest levels.
Partner with Product Management, Marketing, Customer Success, Customer Support, and other GHX departments to drive customer value and satisfaction.
Manage the sales funnel and quota progress, maintaining pipeline coverage at a multiple of the revenue target and forecasting accuracy within GHX guidelines.
Maintain a fluent understanding of healthcare market trends, the healthcare supply chain, and competitive activity.
Review and report sales activities in the CRM tool.
Manage deal escalations to the appropriate level of management.