Healthcare Sales Manager - Brand

Spokane, WA 99202

Posted: 06/15/2023 Industry: Other Area(s) Job Number: 1348 Pay Rate: 90,000

Job Description

The Healthcare Sales Manager develops, implements, and leads outreach strategies, promotional events, and new and existing strategic partnerships in the local and regional areas to develop or deepen client relationships, sales, and marketing pipelines and promote key service offerings.

This role identifies and tracks new referral sources and partnerships, promotes new product and service offerings, and penetrates existing accounts to drive increased sales leads. The position ensures that all outreach and promotional activities are coordinated and aligned with business strategies and sales objectives while closely monitoring key CRM metrics and other operational reporting.

General Purpose:

You will drive new client business and increase company revenue through lead generation and planned promotional efforts in the local and regional marketplace; maintains and grows business and community relationships; and establishes targets for local community outreach efforts.

You will support the Strategic Account Executive in regional strategic partnerships and account management for new and existing third-party payors and other specialty contracts. The COM will deliver sales pitches, proposals, and presentations, emphasizing solutions for customer challenges and pain points.

Job Duties and Responsibilities:
  • Develop and implement outreach strategies for connecting with lead sources (Elder Law, Wealth Managers, Trust Officers, Financial & Insurance Planners, and Healthcare Providers) while creating a promotional sales and marketing pipeline for key service offerings.
  • Ongoing analysis of pipeline and lead data, providing regular reporting to the sales and marketing teams providing key business insights:

o Typical reporting relates to Demand Generation

o Pipeline Forecast and Trends

o Conversion Rates

o Target Account

o Market Segmentation

o Win/Loss, Age
  • Maintains relationships with key accounts while providing new opportunities to work together.
  • Implements sales plans to meet or exceed targets, including prospecting at the senior executive level and establishing new client and customer relationships.
  • Knowledge of market research, sales, and negotiating principles.
  • Provides management and support for new business strategic partnerships pipeline development in consultation with Strategic Account Executive.
  • Identifies new business opportunities to achieve sales targets and company goals.
  • Supports the retention of existing business and pursues leads to expand the current client portfolio.
  • Effectively manages the sales process through prospect development, proposal, presentation, and closing negotiations to achieve company goals.
  • Identify opportunities for campaigns, services, and distribution channels to bring incremental sales.
  • Regular travel as required.
  • Works collaboratively with the Marketing Specialists to develop online and local promotional strategies; the company’s social media presence promotes company events and value add propositions for clients and their families.
  • Manages local and regional community event outreach and promotional events in collaboration with Marketing specialists where appropriate.
  • CRM/database management
  • Remains current on trending marketplace indicators, industry association research, etc.

Required Skills:
  • Proven sales experience, meeting and exceeding targets.
  • Self-directed individual with the ability to lead, direct and provide mentorship to the business development team.
  • Excellent verbal and written communication skills.
  • Excellent listening, collaboration, and negotiation skills.
  • Excellent presentation and public speaking skills.
  • Ability to identify and develop new business and draft and present proposals.
  • Ability to analyze and adapt to current and potential customer needs.
  • Utilization of SWOT Analysis.
  • Ability to track industry trends and develop sales forecasts to capture the market.
  • Effective management and team building
  • Ability to effectively coach and train staff on sales and promotion techniques.
  • Computer and technology proficient.
  • Experience using CRM, MS Office, and online meeting tools.
  • Strong project management and follow-through.
  • Excellent organizational skills and attention to detail.

Education and Experience:
  • Bachelor’s and/or College Degree in Business or Healthcare, Management, Nursing, Marketing, Communications, or Public Relations.
  • 5 + years experience in sales, marketing, and/or business development.
  • Experience with payers and related healthcare affiliates.
  • Experience working at the C-Suite level of the Book of Business.
  • Proven experience using CRM or related systems to manage activities, drive analytics, reporting, and related functions (Insightly or Salesforce a plus).
  • Experienced in developing business action sales plans and driving execution and achievement of targeted results.

Knowledge and Skills:
  • Strategic Account Executive - Knowledge of principles and methods for showing, promoting, and selling clinical services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems with proven exceeding targets.
  • Account management – Understands the involvement of all the components of the sale process in working with a client, from when the sale or contract is started to when the service has been completed. This can include communication, support, and building a relationship with a client, being the primary contact between the clients and the business providing the service.
  • Marketing and advertising - Understanding the increased demand for services so that the number of clients increases. Some clients are ongoing even after the initial sale. As part of their sales pitches or advertising content, ensuring attractiveness to clients while highlighting the strengths of their business and services.
  • Management of Financial Resources - Determining how the money will be spent to complete the work and accounting for these expenditures. Account executives are regularly managing and tracking finances and open new accounts. For example, they track the finances involved with client projects and create sales and marketing goals.

Utilization of SWOT Analysis
  • Organization – Manage multiple accounts simultaneously and track different contacts associated with accounts. With the possibility of multiple projects and clients happening simultaneously, it's important for account executives to keep their tasks organized in a way that keeps them efficient and moving projects and accounts forward.
  • Project management - Project management skills are essential for an account executive to manage an account from initiation to completion, especially when starting your career and developing your workflow. This can include a written project plan, a list of stakeholders, and a timeline for the project. Account executives can benefit from keeping track of project plans for accounts and reporting to their clients and business colleagues regularly.
  • Customer and Personal Service - Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.

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