Healthcare Sales Account Executive at TransUnion
What We'll BringReporting to the Regional Market Leader – Sales, the Client Outreach Associate is responsible for supporting the regional go-to-market team by forging relationships with new health systems, hospitals and other potential clients in the assigned region. In addition, Client Outreach will facilitate the internal sales processes for all new and existing clients in the assigned region. As a member of a regional team, the Client Outreach Associate will assist in the development of monthly, quarterly and annual strategic plans to ensure revenue growth targets are achieved. Client Outreach Associates will amplify our presence in the assigned region by educating prospects on the value of the solutions TransUnion Healthcare delivers. Effectively documenting client communications, supporting the capture of key market intelligence and facilitating the capture of required contract data will be key responsibilities. Coordinating with support resources in a matrixed environment will be a key to success in this role. Success in the role will be measured by the achievement of revenue growth targets.
What You'll BringWhat we’ll bring:
A welcoming and energetic environment that encourages collaboration and innovation. We consistently explore new strategies and tools to be agile and effective.
A positive growth-oriented culture that understands and harnesses the unique strengths of each individual.
Talent investments driven by proactively developing and empowering our teams, encouraging new experiences and pushing people beyond their current capabilities.
What you’ll do:
Ensure a comprehensive understanding of the region; including current installed base and opportunities for new solutions, competitor positioning and new logo opportunities where no TU solutions are installed
Coordinate with Regional Market Leaders to build strategic plans for achieving revenue growth targets within the regional installed base
Coordinate with healthcare support functions to accelerate closing of opportunities; including legal, finance, general managers, marketing, sales operations, finance, etc.
Assist Client Success Associates in the completion and capture of quarterly NPS surveys by existing clients
Capture all client communications and market insights in the CRM application; ensure other healthcare stakeholders are kept abreast of any areas of concern or opportunities for growth
Ensure a working knowledge of TransUnion’s Healthcare solutions and serve as the voice of TransUnion Healthcare in promoting and educating prospective clients on the benefits of our solutions
Assists in the development of product presentations by providing suggestions, concepts and content
Handles client relationship support for small to large size hospitals and physician clients via phone
Prospects for new business by cold calling via phone and e-mail
Utilize effective networking techniques to grow respective territory and meet revenue growth targets
Follows up in a timely manner all leads generated through various channels
Provides follow-up / support for marketing campaigns; converts leads to opportunities and dispositions opportunities in a consistent and timely manner
Works with marketing group and field sales team to check on effectiveness of campaign
Will provide ideas on how to have a more successful campaign based on feedback and delivery experience
Provides support for completion of RFP’s for field sales team.
Position requires up to 10% travel
We’d love to see:
3+ years of previous Inside Sales experience needed with a proven track record of success in an inside sales program
Experience gained at a technology or healthcare company preferred
Baseline understanding of the healthcare industry
Experience using CRM solutions to track, maintain, and report on applicable data necessary
Track record of solution sales
Understands and can communicate application of solution to customer’s business processes
Strong verbal and written communication skills as well as interpersonal and relationship building capabilities
Must have demonstrated presentation experience and knowledge of relationship building with excellent prospecting skills
Must be customer focused, have a basic understanding of competitors and be able to apply knowledge to enhance the sale
Ability to collaborate and work effectively in a matrixed organization
Bachelor’s degree, Business or Technical field preferred
Impact you’ll make:
Expectations in the first 90 days – Assist and support the development of regional strategies for achieving revenue growth targets. Define target list and build/maintain pipeline within Salesforce.com. Consistently capture and maintain robust CRM data for all regional systems including competitive intelligence and key metrics to improve/refine regional strategies.
What you’ll accomplish beyond 90 days – You will be:Knowledge expert on the regional landscape; current clients and prospective clients
Building a robust CRM database in support of regional strategic plans for achieving revenue growth
Growing a pipeline of opportunities
A trusted support partner for Regional Market Leaders and Client Success Associates in facilitating the contracting/closing process
Developing efficient cadence with Regional Market Leaders and Client Success Associates
Communicating/coordinating activities in a matrixed organization to achieve business unit goals
A TransUnion brand ambassador to the healthcare industry for your defined region
Leveraging your skills and knowledge to help us win in the marketplace
We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, disability status, veteran status, marital status, citizenship status, sexual orientation, gender identity or any other characteristic protected by law.
Impact You'll Make1. Cold call up to 30 leads a day in a specific business vertical.
2. Plan, manage and sell in Tier 3-4 accounts in an assigned territory.
3. Prospect and devise new and innovative ways to build your book of business.
4. Build and leverage relationships with other departments including marketing, operations, accounting and other sales groups to meet the needs of customers.