Job Summary:
The Director of Sales, Tech Enabled Services Enterprise is the Sales “owner” of Enterprise accounts in their assigned HCHB customer segment. This role, working alongside marketing and business development, is tasked with identifying, qualifying presenting solutions and closing new Tech Enabled Services business opportunities for Homecare Homebase. These solutions include Revenue Cycle Services, Intake and Scheduling as a Service, Automation Services, and Intake Central software. The successful candidate has a self-starter mentality, is highly accountable, with a strong competitive spirit and works well as part of an assertive, high performing sales team. The candidate must work effectively with operations and finance to ensure deal scope and margin targets are achieved; and must have a strong working knowledge of home health, personal care, and hospice revenue cycle, operations and workflow.
Responsibilities:
- Meet and exceed assigned sales quota and pipeline building objectives within the assigned customer segment or territory.
- Understands and can effectively manage a complex selling process from qualification to closure
- Proactively builds and executes on a robust strategic territory plan with the goal of building and maintaining a pipeline of at least two times annual quota; which includes identifying all home health, hospice, and personal care agencies in the assigned territory or customer segment; identifying key contacts within these agencies; contacting agencies and contacts via personal telemarketing, personal email campaigns; and maintaining all relevant data in Salesforce on a weekly basis.
- Build relationships within assigned customer segment to deliver Tech Enabled Services value proposition and secure strong competitive positioning.
- Work with marketing and business development to qualify, identify and follow-up on inbound leads in a timely manner from marketing campaigns and other market outreach efforts.
- Generate and nurture qualified leads including identifying, prioritizing, and following up on contacts and targets as part of your territory plan.
- Maintain industry and product knowledge, adapting to changes in the market/competition, participation in regional/national meetings/forums, and driving brand/deliverable awareness within territory.
- Understands and can articulate the value of all HCHB Tech Enable Services, and effectively communicate competitive differentiation.
- Deliver an accurate sales forecast as well as other activities-based updates to sales leadership.
- Document activities weekly in SalesForce.com to capture relevant information about each prospect, aiding the sales process and management reporting capabilities.
- Own and manage the RFP process with the assigned sales representative.
- Assist with site-visits, reference calls, contract negotiations and financial proposals/ROIs.
- Maintains positive relationships with current clients including C-Level executives.
- Coordinate client case studies and important user stories with marketing.
- Maintain a solid working relationship with key HCHB staff to facilitate and expedite pre-sale and post-sale issues.
About you:
- Resourceful, energetic and consultative by nature.
- Confident and assertive with the ability to develop strong prospect relationships.
- A clear communicator able to make well-reasoned recommendations to all levels of the organization.
- Strong interpersonal skills, with the ability to influence to achieve results.
- Excellent command of verbal and written language and excellent presentation skills.
- Ability to handle rejection during sales efforts.
- Process oriented, yet flexible concerning calling/campaign response priorities.
- Excellent time management and organizational skills.
- Overnight travel required.
Requirements:
- Bachelor’s Degree.
- 3 years healthcare sales experience.
- Home health and hospice revenue cycle and operations experience required.
- Equivalent combination of education and experience will be considered.
This position does not provide sponsorship. All applicants should either be US Citizens or Permanent Residents eligible to work in the US without immigration restrictions.
