Senior Account Executive (Healthcare) Bay Area
About The Position
With a mantra of Empowering Human Potential, Hanger, Inc. is the world's premier provider of orthotic and prosthetic (O&P) services and products, offering the most advanced O&P solutions, clinically differentiated programs and unsurpassed customer service. Hanger's Patient Care segment is the largest owner and operator of O&P patient care clinics nationwide. Through its Products & Services segment, Hanger distributes branded and private label O&P devices, products and components, and provides rehabilitative solutions to the broader market. With 160 years of clinical excellence and innovation, Hanger's vision is to lead the orthotic and prosthetic markets by providing superior patient care, outcomes, services and value. Collectively, Hanger employees touch thousands of lives each day, helping people achieve new levels of mobility and freedom. The Senior Business Development Manager (BDM) is a result driven sales leader responsible for driving revenue growth, expanding market presence, and executing sales strategies in assigned territories. The Senior BDM possesses a comprehensive knowledge of partnering with new and existing referral sources, building a network of stakeholder champions, and supporting Hanger Clinic’s strategy to become the most valued provider of orthotic and prosthetic care to health systems. The Senior BDM may manage other sales professionals, and be responsible for coaching and developing a small team or leading special projects.
Requirements
- BA/BS in Healthcare Administration, Marketing, Business Administration or another related field OR an equivalent combination of education and experience required
- 5 years managing and developing a sales team
- 3-5 years sales experience in acute and non-acute markets
- Valid passenger vehicle driver’s license
- Travel required
Nice To Haves
- Proven history of sales success in the healthcare industry including track record of budget attainment
- Ability to build impactful internal and external relationships
- People and project management experience
- IDN and GPO knowledge base
- Excellent communication, negotiation, and people skills
- Experience leading sales teams
- Ability to thoroughly complete RFI/RFP’s and conduct value-driven business reviews
- Act with integrity in all ways and at all times, remaining honest, transparent, and respectful in all relationships.
- Keep the patient at the center of everything that you do, building lifelong trust.
- Foster open collaboration and constructive dialogue with everyone around you.
- Continuously innovate new solutions, influencing and responding to change.
- Focus on superior outcomes, and calibrate work processes for outstanding results.
Responsibilities
- Achieve and exceed monthly, quarterly, and annual sales targets across both acute and non-acute markets
- Identify and pursue new business opportunities within hospitals, clinics, rehabilitation facilities, skilled nursing facilities
- Build and maintain strong relationships with key decision-makers both clinical and non-clinical
- Prepare proposals, presentations, responses to RFPs to improve contracting efforts with health systems and hospitals.
- Create hospital contract implementation plans
- Conduct presentations, value-based solutions, and negotiations to close deals
- Maintain accurate records of sales activities and pipeline using CRM tools
- Build collaborative and consultative relationships with Hanger Clinic team including Area Directors, Group Practice Leaders, and administrative leaders
- Monitor market trends and competitor activity to adjust strategies accordingly.
- Create and conduct business reviews with hospitals in collaboration with internal and external stakeholders to ensure execution of contractual obligations
- Facilitate connection of Hanger clinicians to referral partners through Hanger programs, in-services, CEs, trade shows and community events
- Support Health System Team in securing partnerships with target accounts through development of key relationships and non-clinical and clinical champions
- Partner with group purchasing organizations and representatives to provide solutions to health system pain points that deliver value on the GPO agreement
- Develop and implement strategies to bring value to referral partners through utilization of the Hanger Clinic value proposition for all products and services
- Partner in health system management (QBRs) with key Hanger Clinic stakeholders
- Ensure customer satisfaction and retention through initiative-taking engagement and problem-solving.
- Analyze data, sales metrics, and KPIs to identify areas for improvement.
- Coach, mentor, and support a team of sales representatives to meet and exceed sales goals
- May be responsible for 2-3 direct reports of BDM I, II, III including regular one-on-one sessions to provide feedback, training, and alignment with organizational goals and objectives
- Share best practices, sales strategies, and market insights to elevate team performance
- Foster a culture of accountability, collaboration, continuous improvement, and understanding of overall healthcare ecosystem
- Translate corporate sales goals into actionable plans for the team
- Support new hire onboarding and training
Benefits
- Competitive Compensation Packages
- 8 Paid National Holidays & 4 additional Floating Holidays
- PTO that includes Vacation and Sick time
- Medical, Dental, and Vision Benefits
- 401k Savings and Retirement Plan
- Paid Parental Bonding Leave for New Parents
- Flexible Work Schedules and Part-time Opportunities
- Generous Employee Referral Bonus Program
- Mentorship Programs- Mentor and Mentee
- Student Loan Repayment Assistance by Location
- Relocation Assistance
- Regional & National traveling CPO/CO/CP opportunities
- Volunteering for Local and National events such as Hanger’s BAKA Bootcamp and EmpowerFest
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What This Job Offers
Job Type
Full-time
Career Level
Senior
