Regional Sales Director

November 1

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Hearst Health

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Care Guidance • Improving Care Quality • Evidence-Based Decisions • Medication Decision Support • Medical Necessity Documentation

1001 - 5000

Description

•The Regional Sales Director is the Sales “owner” of mid-market accounts in their assigned territory. •This role, working alongside marketing and business development, is tasked with identifying, qualifying winning and closing new business opportunities for Homecare Homebase. •The successful candidate has a self-starter, “hunter” mentality with a strong competitive spirit and works well as part of an assertive, high performing sales team. •Meet and exceed assigned sales quota and pipeline building objectives within the assigned 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; 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 with target accounts in the assigned territory to 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 which includes identifying, prioritizing, and follow up on contacts and targets as part of your territory plan. •Understands and can articulate the value of all HCHB solutions and services, interoperability and operational benefits of HCHB to agencies. •Be able to demonstrate key features of HCHB software solutions including Agency Management, Pointcare, Smart Scheduling and Care Manager, all Tech Enabled Services solutions including the use of client stories to drive the value of HCHB. •Coordinate the product specialist team to deliver winning product demonstrations to qualified prospects. •Coordinate with the Implementation team to host implementation methodology calls with prospects to discuss and scope our recommended software implementation. •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 for your assigned accounts. •Coordinate and participate in 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. •Participate in trade shows and conferences in assigned territory.

Requirements

•Bachelor’s degree. •3-5 years software sales experience. •Post Acute experience a plus. •Equivalent combination of education and experience will be considered.