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Regional Sales Director

Experian is an Equal Opportunity Employer Job Number: 172822

Description

At Experian Health, our employees have the opportunity to shape more than products – they shape the future of U.S. healthcare. Experian Health is a pioneer for innovations leading the way in revenue cycle management, identity management, patient engagement, and care management for hospitals, physician groups, labs, pharmacies and other risk-bearing entities. Our success relies on people who are given the freedom to imagine new frontiers in the rapidly changing healthcare space and push the boundaries of innovation. Help us realize our vision of applying data for good and changing the healthcare landscape for the better – for all of us.

Our Core Values
We demonstrate commitment to innovation and excellence through:
  • A client-driven focus, first and foremost
  • Pursuit of excellence
  • High performing teams
  • Achievement, balance and dedication
  • Identifying future trends
The Regional Sales Director is responsible for sales to new prospects and up-selling and renewing existing clients as well as meeting top-line and recognized revenue goals in their territory. The sales responsibilities for the position involve targeting medium to large Hospitals as well as Ambulatory and Physician practices which have the potential to drive high volume transactions and long-term revenue streams for the company.

Approximately 75+% travel

Sales
  • Develop and implement strategies to identify prospects for the assigned geographical territory (both new business and up-sells of new products/solutions or white space to existing clients) and work in conjunction with internal groups for lead generation and/or referrals, including but not limited to sales operations, marketing, training, implementation, account managers, product managers, business units and support.
  • Cultivate and establish strategic relationships with clients and prospects
  • Focus on product demonstrations, contract negotiations, and closing accounts.
  • Conduct telephone sales calls and onsite cold calls as necessary to develop and advance targets/prospects through the sales cycle to close.
  • Conduct onsite and Webex demo’s at prospective client sites; work in coordination and collaboration with other departments for additional product support or technical expertise throughout the sales cycle.
  • Coordinate product marketing campaigns and lunch/learn sessions with marketing group for teaching specific campaign(s).
  • Thoroughly understand Experian Health products and services, and articulate benefits of the products and services (value proposition) to the clients.
  • Ability to successfully complete Experian Health product certification within 90 days of hire date
  • Consistently contribute to the marketing, sales process, and competitive information for the Company.
  • Exhibit expert proficiency in the Experian Health sales process.

Administrative
  • Expense reports
  • Sales reporting/metrics
  • Provide assistance to Regional Vice President, Sales as well as Sr. Vice President, Sales as needed

Corporate Partnership
  • Recommend Blue Sheet for complex or high impact deals
  • Serve as the voice of the customer and actively provide feedback through appropriate channels (including product management and development within the business units) to identify product, process and company improvement opportunities.
  • Hosts non-sales Experian Health visitors to client sites.
  • Maintaining up-to-date understanding of industry trends and technical developments that effect target markets.
CRM Management
  • Maintain and update sales pipeline in database of all product lines on regular and consistent basis.
  • Record details of sales demonstrations and sales calls in database.

Knowledge, Experience & Qualifications

Education & Experience
  • Associates’ or Bachelor’s degree in related field
  • Track record of success in sales, particularly with Healthcare IT companies
  • Sales experience with healthcare technology products, preferably in revenue cycle management
  • Demonstrable, sustained success within healthcare sales with functions responsible for implementing strategies and designing the tactics to achieve the strategic sales objectives
  • A proven track record in the consistently meeting/exceeding sales targets through personal client account closings
  • Demonstrated success in selling and negotiating contracts in complex healthcare organizations as well as experience calling on hospitals, hospital systems and large physician groups
  • Experience developing channel partners and cross-selling opportunities
  • Proven in-depth understanding of the provider healthcare industry, encompassing managed care, revenue cycle, and administrative issues relating to patient information, in hospitals and physician office environments, along with technical knowledge of healthcare billing and practice management services
  • Equivalent combination of education and experience may be considered.

Special Skills and Knowledge
  • Expertise in using Microsoft Office Applications and CRM applications – Salesforce.com experience a plus
  • Knowledge of Experian Health products
  • Ability to establish priorities, work independently, and proceed with objectives without supervision.
  • Excellent communication skills (written and verbal).
  • Leadership skills with emphasis on sales cycle management and skills to build and maintain effective relationships with clients and prospects.