[Hiring] Regional Executive Director, Provider Sales @GHX

Role Description

The Regional Executive Director is responsible for managing a team of sales executives within a defined geographic area, ensuring consistent, profitable growth in sales revenues through the recruitment, training, coaching, and motivation of high-performing sales personnel. This role identifies objectives, strategies, and action plans to promote effective customer relationships and grow sales and earnings.

In addition, this role partners with key individuals at all levels of the customer organization, gaining a full understanding of the customer’s needs and anticipating changes in the business environment. The Regional Executive Director develops and implements selling strategies and tactics to ensure volume and profit objectives are achieved for each assigned business line.

Principal Duties and Responsibilities

• Provide clear vision and selling/market penetration strategies in development of the overall territory plan.
• Recruit, coach, mentor, develop, and manage the sales team, which includes the following roles: Strategic Account Executives, Sales Account Managers, and Strategic Account Directors.
• Hold the team accountable for quota attainment, business review activities, and managing expenditures through strong sales processes.
• Meet with strategic C-suite and V-level customers and prospects to ensure internal buy-in at the highest level.
• Partner with Product Management, Marketing, Customer Success, Customer Support, and other internal GHX departments to drive overall customer value and satisfaction.
• Manage the funnel and progress against quota by ensuring pipeline is at a multiple of the revenue target and forecasting accuracy is within an acceptable range, as established by GHX guidelines.
• Maintain a fluent understanding of healthcare market trends, the healthcare supply chain, and competitive activities.
• Review and report sales activities within the CRM tool.

Qualifications

• Ability to meet or exceed sales quotas by managing a diverse team.
• Strong leadership, strategic mindset, high-level business acumen, and analytical and negotiation skills.
• Ability to navigate complex solutions with the C-suite and V-level.
• Ability to hold the team accountable for pipeline and territory management.
• Ability to manage deal escalation to the proper level of management.
• Ability to coach behavior- and deal-based sales skills.
• Ability to manage to consultative sales methods and solution selling skills.
• Knowledge of MS Office Suite and CRM applications.

Requirements

• Bachelor’s degree in business, finance, or a relevant area.
• Five years of business experience, including sales team management, with at least two years of successfully selling complex software and/or services.
• Skilled in sales planning and managing team quotas.
• Self-driven and results-oriented with a positive outlook and a clear focus on high quality and business profit.
• Experience negotiating contracts.
• Excellent written and verbal communication and presentation skills.
• High energy and customer-focused mentality.
• Understanding of healthcare technology.
• Strong executive presence at the VP level and above, with a demonstrated ability to participate seamlessly in discussions with business and technical leadership.
• Ability to work independently and to collaborate effectively across functions.
• Proven effectiveness working in a collaborative environment.
• Effective time management skills and ability to meet deadlines.
• Willingness to travel up to 75% of the time.

Preferred Qualifications

• Direct people management and development experience, including hiring and performance management.
• Sales management by metrics.
• Experience with Salesforce.com and InsightSquared.
• Healthcare systems, medical, or software solutions sales.
• Experience with various ERP systems.
• Experience selling against competition.

Benefits

• Compensation for this role is: $122,930-$163,852 plus commission.
• The base salary range represents the anticipated low and high end of the GHX’s salary range for this position.
• Actual salaries will vary and will be based on various factors, such as the candidate’s qualifications, skills, competencies, and proficiency for the role.
• The base salary is one component of GHX’s total compensation package for employees.
• Other rewards and benefits include health, vision, and dental insurance, accident and life insurance, 401k matching, paid-time off, and education reimbursement.