Account & Relationship Management Executive
Wolters Kluwer Health's Clinical Effectiveness (CE) organization is a fast-growing and innovation-driven healthcare information technology (HIT) provider working on the front lines of clinical care. Our talented team of physician and pharmacist editors, technologists, and product visionaries collaborate to provide advanced clinical decision support solutions that measurably improve clinical effectiveness by helping healthcare professionals provide optimal care for their patients.
CE's mission is to improve care worldwide. To achieve this vision, CE has strived to deeply understand the challenges facing clinicians and provider organizations as they evolve their work-flow to cope with changing regulatory payment pressures while striving to deliver high quality and effective care.
The Account & Relationship Management Executive position is a remote opportunity with the geographic territory of Boston the person will ideally be based in or around Massachusetts. Territories are subject to change periodically.
Essential Duties and responsibilities
Opportunity Identification & Development
Closely coordinate with Inside Sales
Identify target opportunity and stakeholders
Facilitate outreach and background information collection with new opportunity
Identify and build relationships with key stakeholders
Conduct customer needs assessment
Qualify target opportunity based upon account value, threats, and barriers
Determine opportunity accountability & responsibilities by role for active selling phase
Identify and validate customer needs
Communicate product value prop and solution design
Customize value prop/product solution proposal
Develop and review implementation scope
Coordinate Inside Sales team in executing supporting active selling functions including contract creation, terms and conditions development, quoting, and modifications
Conduct contract reviews, pricing, and negotiation
Obtain final signature and finalize order
Closely coordinate with Inside Sale team in select customer management reporting and preparation
Review account utilization management reporting
Conduct regular account review meetings
Collaborate with marketing in account communications planning and marketing campaigns
Identify cross-sell and up-sell opportunities
Oversee contract renewals driven by Inside Sales team
Education: A BS/BA Degree or equivalent; MBA preferred but not required
5+ years in a similar sales position.
Demonstrated ability to build relationships with and present to key decision-makers of hospitals and health systems
Proven track record of coordinating with Inside Sales representatives to advance opportunities in in territory
Excellent account management skills and ability to manage external and internal business priorities
Ability to demonstrate and communicate value of sophisticated and complex products/technologies
Highly motivated, with proven ability to over-achieve individual and team based targets
Ability to construct, present and execute a Territory Business Plan
Other Knowledge, Skills, Abilities or Certifications:
Excellent analytical, listening and presentation skills
Effective time management and prioritization skills
Exceptional verbal and communication skills
Excellent administrative and organizational skills and process-orientation
Expertise in Microsoft product suite and SalesForce preferred
Ability to travel up to 60%
EQUAL EMPLOYMENT OPPORTUNITY
Wolters Kluwer U. S. Corporation and all of its subsidiaries, divisions and customer/business units is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.
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