Business Development Manager- Healthcare (6794 )

Sales & Sales Support Newtown Square, Pennsylvania


Description

Position at Taylor Communications Inc.

Taylor Healthcare is looking for highly motivated and high-energy Business Development Manager to grow our Healthcare business.  This is a virtual position and will be supporting our Mid-Atlantic and Northeast region of the United States.  The BDM will be responsible for new business development across all Taylor solution sets.

 Responsibilities Include:

  • Generate new business and drive major expansion business with current clients.
  • Will work closely within our established GPO relationships in pursuing new business for Taylor Healthcare.
  • Deliver compelling and memorable value-based messaging to key decision makers and influencers (Hospital Executives/CXO’s, Supply Chain/Procurement, CIO’s, Physician Leaders and hospital committees).
  • Provide aggressive and professional sales lead follow-up and follow-through.
  • Achieve/Exceed performance objectives (quota attainment, reporting, and communication).
  • Ensure that sales metrics are exceeded and well documented in CRM.
  • Holistically own and lead the sales process from beginning of sales process to negotiating and closing contracts.
  • Coordinate RFP responses, prepares pricing and proposals and other aspects of the sales process on a regular basis.
  • Participate in team projects that support goals and objectives.
  • Train and educate sales team members within territory.
  • Work as a team member with other departments to secure customer expectations are met. Facilitate meetings as needed with these departments as part of the sales process.
  • Provide accurate forecasts to closure using sales process milestones.
  • Create a comprehensive Sales Strategy through four key areas: Lead Generation, Qualification, Recommend and Close.
  • Continually gather and analyze market data and industry trends.
  • Consistently develop comprehensive competitor knowledge.
  • Create and refine value messaging for products based on circumstances within each territory.
  • Define specific methods for delivering value messaging within each market.
  • Work with prospects on a strategic level, understanding both short term and long term goals. Build value messaging based upon each prospect’s unique needs.
  • Proficient at demonstrating software solutions focused on value rather than feature/function.
  • Consistently and accurately maintain a solid timeline of customer activities within an on-line CRM tool.
  • Work with sales support and marketing teams to assure you have the materials prospects need.
  • Use phone-based cold calling technique to secure meetings. Employ multiple methods to gain leads.
  • Research contacts and visit prospective customers to determine their business needs. Follow the sales process and maintains face to face contact with prospects to ensure successful closure of funnel opportunities.
  • Successfully motivate and direct a team of additional resources to work effectively with you to win business. Such resources include product specialists, sales support, marketing, professional services, R&D.
  • Help design and participate in key client events such as tradeshows and product demonstrations.
  • Stay current on best practices and industry standards.

 Minimum Qualifications:

  • Minimum of 3 years in Healthcare sales required.
  • Must have a Consultative Sales approach capable of navigating a complex sales process 6-12 months in.  
  • Ability to travel a minimum of 50% of the work week on average.
  • Exceptional communication and interpersonal skills. Excellent story telling ability. Excellent listener.
  • Extensive experience delivering compelling and memorable presentations to executives, supervisors and end users.
  • Professional appearance and presentation.
  • Persistence, Determination and Patient through entire sales process
  • Experience selling to new prospects and matching the prospects needs to the value we can provide.
  • Experience with handling objections and demonstrated tenacity to show value and close large software sales in healthcare.
  • 3 + years of successful sales to Hospitals or IDN’s within an assigned geographic territory.
  • 3+ years’ experience within the healthcare communications industry.
  • Demonstrated successful sales experience utilizing a sales process, such as Miller Heiman, Challenger Sales, Consultative selling, etc.
  • Documented experience meeting or overachieving quota targets.
  • Experience effectively utilizing an on-line CRM system.
  • Proficient with more than one software product line or major module.
  • Savvy in MS software applications such as Outlook, Word, Excel, PowerPoint and other various software applications used as required.

 Preferred Qualifications:

  • Healthcare Experience and industry knowledge required.
  • Bachelor’s degree is required; MBA a plus.
  • Salesforce.com experience is a plus.

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