Strategic Account Executive- North East

GHX

8h•$102,000 - $136,000

About The Position

The GHX Strategic Account Executive (SAE) sells complex supply chain software solutions to the healthcare community. The role plans and manages a customer portfolio of assigned net-new and existing strategic accounts to achieve a growth billings quota. The SAE uses an in-depth understanding of healthcare industry challenges to identify customer needs, communicate the value of GHX solutions, and navigate organizational dynamics to influence executive and C-suite decision makers. The SAE develops account and sales strategies, qualifies opportunities through discovery, builds ROI-based business cases, and advances customer purchase decisions. The position also develops pipeline and forecasts opportunities, tracks sales activity in Salesforce.com, collaborates with internal teams to deliver customer value, and stays informed about healthcare supply chain trends, emerging technologies, and competitors. Travel of up to 75% is required.

Requirements

At least 8 years of sales experience, including at least 5 years selling complex technical solutions.
Demonstrated success managing large, complex strategic accounts while meeting and exceeding annual sales quotas.
Ability to articulate and sell complete solutions rather than specific product features and functions.
Experience building a pipeline and qualifying and identifying deals that can be brought to completion.
Excellent written and verbal communication skills with internal and external clients.
Bachelor’s degree in Business or a related discipline, or a combination of education and relevant work experience.
Self-starter who requires minimal direction.
Proven effectiveness working collaboratively.
Knowledge of the MS Office Suite.
Willingness to travel up to 75% of the time.
Strong business acumen and strategic thinking.
Excellent interpersonal, presentation, negotiation, and closing skills, with demonstrated success building and sustaining customer relationships.
Self-motivated and results-oriented, with a positive outlook and a focus on high-quality interactions that drive results for customers and GHX.
Ability to collaborate with internal GHX resources to close sales effectively.
Effective time management 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 ability to achieve or exceed monthly, quarterly, and annual sales quotas.
Consultative sales methods and solution-selling skills.

Nice To Haves

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

Responsibilities

Establish business plans for large, existing, and complex accounts to achieve annual quota.
Develop and implement strategies to sell GHX solutions to C-suite stakeholders and secure high-level internal customer buy-in.
Validate prospects’ needs through discovery and develop ROI cases that address their business problems.
Present business cases showing how GHX solutions address customer problems and provide relevant ROI, including comparisons with the status quo and competitors’ solutions.
Refine messaging and sales tools to recruit customers.
Conduct Strategic Business Reviews to expand customer use of products and services and identify additional problems GHX can solve.
Advance purchase decisions proactively without rushing customers.
Stay informed about healthcare industry trends, economic impacts on the healthcare supply chain, and competitive activity.
Present products in a compelling, positive, and professional manner.
Protect accounts and penetrate accounts held by competitors.
Acquire and integrate industry knowledge about general trends, emerging technologies, and competitors.
Build pipeline through lead generation, prospecting, networking, targeting, and qualification for new opportunities in assigned existing and new accounts.
Prospect, forecast accurately, and assess resource allocation and planning for new business deals within assigned accounts.
Develop solution proposals encompassing all aspects of the business applications.
Track and report opportunities in Salesforce.com to forecast deals accurately.
Thoroughly qualify leads and sales opportunities.
Collaborate with Product Management, Marketing, Customer Support, and other GHX departments to improve customer value and satisfaction.
Continuously train and develop knowledge of new technologies and selling points, including enhancing expertise.