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Senior Account and Relationship Executive

2 months ago

Lake in the Hills, Illinois, United States Wolters Kluwer Full time
Job Summary

We are seeking a highly skilled and experienced Senior Account and Relationship Executive to join our team at Wolters Kluwer. As a key member of our sales team, you will be responsible for retaining strategic healthcare clients, identifying and closing new revenue opportunities, and developing expansion opportunities within the Healthcare/Healthcare Vendor space.

Key Responsibilities
  • Drive new business selling to Healthcare and HIT vendors individually and with sales support teams to attain quarterly and annual bookings goals.
  • Utilize disciplined sales methodology to build sales pipeline, advance deals and close to meet quarterly targets.
  • Ability to close business and negotiate commercial contracts effectively.
  • Comfortable working in uncertain and often complex domains with a strong willingness to utilize team selling to execute the sale.
  • Effectively manage and guide the entire sales cycle from thorough discovery, to selling key value proposition, problem solving, negotiating, and closing the deal.
  • Track record of implementing strategic selling techniques to effectively navigate complex organizations and reach key decision makers.
  • Accurately and realistically forecast bookings each month, quarter and annually.
  • Manage and ensure sales related information is updated with discipline and consistency.
  • Willingness to collaborate with other sellers on best practices and selling successes and failures.
Requirements
  • 7+ years' experience as salesperson with complex SaaS software or IT solutions to payers, providers, or healthcare IT vendor.
  • Consistent track record of meeting quarterly and annual sales targets.
  • Demonstrable experience successfully selling to VP and C-level healthcare leaders.
  • Minimum of 7 years' experience managing large healthcare accounts; 10+ years preferred.
  • Healthcare industry experience required (vendor or customer).
  • Successful track record of selling to or managing C-suite executives in a complex business-to-business environment.
  • Experience using customer relationship management software (e.g., Salesforce).
  • Ability to create executive-level content and polished presentations.
  • Demonstrable results managing large opportunities.
  • Excellent oral and written communication skills that demonstrate professionalism and ability to maintain confidentiality (documents, emails, and conversations).
  • Technical proficiency in Microsoft Word, Excel, Outlook, and PowerPoint; advanced/expert level preferred.
Preferred Qualifications
  • Clinical Decision Support.
  • Healthcare Analytics.
  • Healthcare Consulting.
  • Software as a Service (SaaS).
  • Healthcare Technology.
  • Experience supporting the implementation or optimization of clinical software in a healthcare system highly desired.
  • Developing and executing strategic account plans.
  • Analyzing metrics to deliver insightful guidance.
  • Calculating and analyzing ROI.
  • Providing consultative services to clients.
  • Forecasting and strategic planning.
  • Experience upselling, nurturing business relationships, retaining and expanding our clients' footprint.
  • An understanding of contract management.
  • Deep understanding of the Healthcare Industry with applicability to payer, provider and vendor organizations.
  • Sufficient technology application or technology product understanding in order to learn and understand software products at a detailed level.
  • Understanding of enterprise software deployment a plus.
  • Strong communication skills, relationship building and conflict management skills.
  • Good listening skills.
  • Ability to multi-task and prioritize.
Compensation

Target salary range CA, CT, CO, HI, NY, WA: $117,500-$164,700. This role is eligible for Commission.