Business Development Manager (3176)

Sales & Sales Support Chicago, Illinois


Description

Position at Taylor Communications

Taylor Healthcare is looking for highly motivated and energetic Business Development Manager to add its Healthcare Technology Organization.  The BDM will be responsible for new business development for our Healthcare Technology Software Solutions into the Acute Care and Ambulatory Care Healthcare Provider market.  The candidate must have a Consultative Sales approach capable of navigating a complex sales process 6-12 months in length.  Minimum of 3-5 years in Healthcare Technology/Software sales required.

Responsibilities Include:

 

  • Generate new business and drive  major expansion business with current clients.
  • Deliver compelling and memorable value-based messaging to key decision makers and influencers (Hospital Executives/CXO’s, Nursing Executives, CIO’s, Physician Leaders and hospital committees).
  • Aggressive and professional sales lead follow-up and follow-through.
  • Achieve/Exceed performance objectives (quota attainment, reporting, communication).
  • Ensure that sales metrics are exceeded and well documented in CRM
  • Holistically own and quarterback 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
  • 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:

  • 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
  • 5 + years of successful sales to Hospitals or IDN’s within an assigned geographic territory
  • 5+ years’ experience with clinical Healthcare software and processes.
  • Demonstrated successful sales experience utilizing a sales process, such as Miller Heiman, Challenger Sales, Consultative selling, etc.
  • Extensive experience successfully selling software solutions with Complex Buying processes and multiple stakeholders to sell to
  • Documented experience meeting or overachieving quota targets
  • Networked through industry trade associations to advance knowledge, such as HIMSS
  • 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
  • Healthcare Software/SAAS experience is required
  • Bachelor’s degree is required; MBA a plus.

About Our Company

We offer an attractive compensation package, including a competitive base salary, and a competitive benefit package including health, dental & vision insurance, 401K plan, profit sharing, PTO (paid time off) and Holiday Pay.