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Senior Sales Manager

2 months ago

Chicago, Illinois, United States Truven Health Analytics Full time

Truven Health Analytics is dedicated to providing essential insights that empower clients to enhance healthcare quality and accessibility while managing costs effectively. With over three decades of experience, we offer industry-leading performance improvement grounded in data accuracy and empirical evidence. Our solutions serve a diverse clientele, including hospitals, clinicians, employers, health plans, government agencies, life sciences firms, and policymakers, equipping them with the necessary information to make informed decisions impacting health and well-being globally.

As a trusted name in healthcare, Truven Health Analytics encompasses renowned brands such as MarketScan, 100 Top Hospitals, Advantage Suite, Micromedex, Simpler, ActionOI, Heartbeat Experts, and JWA. Our main offices are strategically located to serve our clients effectively.

Position Overview

The Sales Director will engage with mid-sized employers, ranging from 2,000 to 7,000 employees, as well as benefit consulting firms and brokers servicing this market. The role involves comprehensively understanding their healthcare requirements and objectives, guiding our procurement strategies, and utilizing the full range of Truven Health Analytics' resources to deliver substantial value to the mid-sized employer segment, thereby supporting their business goals.

Key Responsibilities
  • Develop and sustain a robust pipeline of new business opportunities targeting mid-sized employers, benefit consulting firms, and brokers.
  • Collaborate with the Vice President of Sales in Payer to identify key prospects within the designated region.
  • Achieve or surpass annual sales quotas by delivering new business sales within the assigned territory.
  • Oversee the total customer relationship throughout the sales process.
  • Lead the new business sales efforts by adhering to an established capture and proposal response framework.
  • Build and nurture relationships, collaborating with cross-functional teams to strategize and engage with prospective clients, delivering impactful presentations, solution demonstrations, proposals, and oral presentations that drive new business revenue.
  • Formulate and implement business development strategies in alignment with leadership and consulting teams to meet or exceed quota objectives.
  • Engage in complex negotiations with prospective clients and partners regarding business commitments and proposal specifics.
  • Maintain regular communication with senior and executive-level decision-makers through both in-person visits and remote interactions.
  • Represent the organization at industry conferences and meetings.
Qualifications

Required Skills and Experience

  • Bachelor's degree or equivalent experience is preferred, along with five to seven years of successful experience in a healthcare-related sales position, demonstrating a history of meeting or exceeding sales targets.
  • Three to five years of experience in selling solutions to employers, benefit consulting, and brokers.
  • Proven experience in selling to executive-level decision-makers.
  • Ability to collaborate and influence within a highly matrixed organization.
  • Strong business acumen, capable of thriving in a competitive and dynamic environment.
  • Excellent verbal and written communication skills are essential.
  • Willingness to travel as required.

Preferred Skills and Experience

  • Proven networking skills within various communities, such as employer coalitions.
  • Experience with the employer, benefit consulting, and broker acquisition processes.
  • Familiarity with selling technology solutions, particularly business intelligence solutions, is advantageous.
Additional Information

Truven Health Analytics is committed to fostering a diverse and inclusive workplace. We welcome talented individuals from all backgrounds and experiences, ensuring equal employment opportunities for all. Your information will be kept confidential in accordance with EEO guidelines.