Regional Business Development Director - Southwest
Here @ Strata…
We are committed to our mission to help heal healthcare. Our unique culture is driven by a social, hardworking environment full of talented people solving problems together. We embrace learning, cross-team collaboration, and continuous career growth. Lifting each other to lift our clients, our product, our company. If being part of a fun, fast-moving, innovative team is what you seek? Keep reading.
We look for someone who:
- Is Service-Centric: Someone who desires to make an impact in and outside of our office. We look for service minded people to support our customers, each other and our community.
- Has a Growth Mindset: Driven to own your individual learning and development (We’ll help you - we have a team dedicated to training you and providing extra educational resources).
- Rocks Impact: Thinks two steps ahead to ensure the work we do will solve problems and make a difference.
- Will be a StrataPro: Accountable. Prepared. Positive. Core to who we are and how we treat one another.
What you’ll do in this role:
As a Regional Business Development Director, you will be part of a team which is responsible for managing the sales process of Strata’s leading cloud-based SaaS financial planning, analytics and performance platform. While in some ways this is a traditional healthcare technology sales role, we are not looking for a traditional healthcare IT sales professional. This executive will serve as an evangelist not only for Strata but for effective financial and operational health system management. The successful candidate will approach their work with a CEO mentality and will own the business activities and relationships in their assigned region or book of business. They will have commensurate leadership experience and skills, including the ability to think strategically and act tactically, own and apply superb soft skills and EQ, obtain and maintain a deep understanding of healthcare policy and financial management, and acknowledge the importance of relationships in the growth of the business. Specific responsibilities include:
- Develop and execute a strategic plan to achieve sales targets and expand Strata’s customer base in the southwest territory including: Arizona and Southern California
- Build meaningful and value-added relationships with accounts in the assigned territory via on-site visits and attendance at industry meetings and events
- Develop a strong familiarity with Strata’s solution offerings in order to match customer needs with the appropriate solution set
- Develop and nurture leads provided by Strata’s business development and experience management channels
- Prepare and deliver professional and thoughtful presentations for prospective and existing clients
- Utilize Salesforce to track and report on activity and pipeline status, and use other state-of-the-art sales tools provided by Strata
- Conduct and document a high level of valuable/quality sales activities, including C-level meetings, calls, demos, CEO contact/meetings, etc.
- Understand and own the Strata sales process using discipled techniques and tools, including territory strategies, account strategies, deal calendars, etc.
- It’s a team sell…. build productive relationships with internal resources through collegiality, empathy, mutual respect and over-communication.
- Negotiate pricing and general contract terms
- Willing to travel up to 60% or more
Some of your accomplishments include:
- A Bachelor’s degree or foreign equivalent in: Accounting, Finance, Business or another related field.
- Experience communicating with healthcare executives (C-Suite, VP, Director and Manager level) in a consultative capacity
- Being a strategic thinker who connects prospective client goals with software functionality
- Knowledge of healthcare finance concepts (financial planning process, budgeting, financial statements)
- Knowledge of healthcare decision support systems is a plus
- Understanding of healthcare marketplace trends (I.e. healthcare reform, accountable care, consolidation) and their impact on hospital providers
- High caliber communication, interpersonal, problem-solving, organizational and presentation skills
- Having strong self-motivation, and the ability to work effectively with limited guidance when necessary
- Being comfortable with medium range sales cycles (6 -12 months)
- Established relationships with healthcare executives in the southwest territory (target markets: Arizona and southern California)