Director, Non-Acute Account Sales

*Description*
Company Overview

HealthStream is the leader in healthcare workforce solutions. We help organizations work better by helping their people work smarter.

HealthStream provides the leading learning, clinical development, credentialing, and scheduling applications delivered on healthcare's #1 platform. We streamline everyday tasks while improving performance, engagement, and safety – fostering a workplace where people flourish, and care thrives.

Why Join Us

At HealthStream, you'll have the opportunity to make a meaningful impact on the future of healthcare by collaborating with a team of talented professionals dedicated to innovation and excellence. We offer competitive compensation, comprehensive benefits, and a supportive work environment where creativity and collaboration thrive.

Our shared vision is to enhance the quality of healthcare by empowering the people who deliver care – a commitment we have upheld for over 30 years through providing innovative solutions and driving constant growth. Join us in revolutionizing the healthcare industry and shaping the future of patient care. As a HealthStreamer, you will be at the forefront of healthcare technology innovation, making a recurring impact on the industry.

We're proud of our values-forward culture that offers our people:

• Mission-oriented work
• Diverse and inclusive culture
• Competitive Compensation & Bonuses
• Comprehensive Insurance Plans
• Mental and Physical Health Support
• Work-from-home flexibility
• Fitness Center Reimbursements
• Streaming Good time off for volunteering
• Wellness workshops
• Buddy Program for new HealthStreamers
• Collaborative work environment
• Career growth opportunities
• Continuous learning opportunities
• Inspiring workspaces to collaborate and connect with other HealthStreamers
• Free employee parking at our Resource Centers in Nashville and San Diego

At HealthStream, our thriving culture encourages collaboration and values contributions, allowing our team members to continuously solve big problems and grow. We offer flexibility and paid time off to support work-life integration for all employees, including a hybrid work environment and Streaming Good volunteer day. For team members in commutable distance, HealthStream has Resource Centers in Nashville, TN and San Diego, CA. Our resource centers provide an inspiring workspace to collaborate and recharge as well as company-sponsored onsite social events for development, connection, and celebration.

We are committed to driving innovation in healthcare and ensuring that patients receive competent care from qualified professionals. As a HealthStream team member, you will help bring this vision to life. If you want to work for a company committed to its values and vision, HealthStream is the place for you

HealthStream is an equal opportunity employer. HealthStream prohibits employment practices that discriminate against individual employees or groups of employees on the basis of age, color, disability, national origin, race, religion, sex, sexual orientation, pregnancy, veteran or military status, genetic information or any other category deemed protected by state and/or federal law.

Position Information

Position Overview

The Director, Non-Acute Account Sales, will be responsible for leading a team of Account Executives tasked with successfully positioning and selling HealthStream product bundles to both prospective and existing accounts within Non-Acute markets. The Account Executives have primary responsibility for leading new business development (60%), existing account management (30%), and relationship expansion/management for assigned clients (10%).

In this role, the Director, Non-Acute Account Sales, will be responsible for all managerial responsibilities to ensure optimum performance of the sales team. Primary duties include recruiting and developing sales talent, providing strategic guidance to the sales teams, participating in client engagement with AE's, analyzing forecasting and account revenue data and developing plans in order to achieve revenue growth targets for assigned accounts teams, and collaborating with solution sales leaders to ensure beneficial outcomes across all product portfolios. The Director, Non-Acute Account Sales reports directly to the AVP, Client.

Key Responsibilities

You will be responsible for adhering to all HealthStream security policies, procedures, and assigned training.

Strategic

• Develop and implement strategic sales plans to accommodate corporate goals.

O
perational

• Direct sales forecasting activities (weekly, monthly, and quarterly) and set team and individual performance goals.
• Prepare data and analysis of individual sales/team performance and results.
• Develop and update territory plans, manage pipeline in CRM system, update plans and pipeline, support sales leadership in strategy formulation, and present plans / pipeline to sales leadership effectively and succinctly.
• Work with Finance to ensure clients are current on invoicing (collections efforts).
• Work with Operations and Customer Support to ensure client needs are being met and handled to their fullest extent.

Management

• Manage team thru training and performance evaluations for development and growth.
• Plan, schedule and coordinate weekly, monthly, quarterly and annual team meetings as well as hold consistent 1:1 meetings that reinforce progress and growth.
• Travel with staff to meet clients and provide first-hand sales feedback.
• Undertake personal and professional development opportunities that include developing and maintaining outstanding product knowledge, building deep expertise in healthcare trends, and continuing to enhance skills and abilities such as communication, presentation, negotiations, and teamwork.

Miscellaneous

• Direct sales team in response to request for proposals, support quality RFI/FRP response strategy, and monitor pricing strategies.
• Assist in the negotiation and closing of business including negotiating contract terms, secure commitment and signature, processing contracts in contract management system, and effectively transitioning client to the implementation phase to ensure long-term customer success.
• Monitor Competitive products and provide feedback on market trends
• Work cross-functionally with Marketing, Product and Project Managers to create value-added customer solutions aligned with our vision, business principles, and values.

*Qualifications*
Requirements

• Bachelor's degree in related area, BA or BS preferred
• 10+ years selling software solutions in the healthcare market, with a deep knowledge of healthcare buying cycles and current market conditions specifically within the Non-Acute space
• 2+ years leading teams of 5 or more Account Executives.
• Proven track record of exceeding sales goals in a management capacity.
• New Business sales and client management experience in a technology company.
• Deep knowledge of non-acute healthcare industry, including buying cycles, key trends, value propositions, and critical success criteria.
• Excellent customer service and communication skills (both verbal and written)
• Strong presentation skills and executive presence.
• Strategic mindset, strong business acumen, and effective negotiation skills.
• Multi-task oriented; works with a sense of urgency and a desire for excellence in performance.
• Enthusiasm and initiative, and ability to operate independently with limited oversight.
• Ability to travel 25 -40%.

Qualifications

• Solid computer skills- Office Suite
• Knowledge with CRM tools such as Salesforce
• Use of online demonstration tools (I.e. WebEx)
• Excellent written and verbal communication skills
• Must be accountable for his/her own success and lead by example so that direct reports are equally accountable for their own success.
• Highly analytical and able to make data-based decisions to ensure a successful strategic plan.
• Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
• Ability to mobilize others to fulfill the vision.
• Ability to lead in a team selling environment.
• Ability to communicate well with all levels of personnel.

Compensation

• This role features a base salary plus commission with a targeted split of 50% base / 50% variable. At quota, your On-Target Earnings (OTE) are comprised of the base salary and commissions, with the potential of additional uncapped earnings through bonuses and accelerators when exceeding performance targets (quota).The salary range for this position is $89,637-115,000. Salary will be determined on the candidate's level of experience and qualifications. Compensation will be commensurate with skills, relevant experience, and performance in similar roles.

Benefits
HealthStream offers a comprehensive benefits package to eligible employees, including:

• Medical, Dental and Vision insurance
• Paid Time Off
• Parental Leave
• 401k and Roth
• Flexible Spending Account
• Health Savings Account
• Life Insurance
• Short- and Long-Term Disability
• Medical Bridge Insurance
• Critical Illness Insurance
• Accident Insurance
• Identity Protection
• Legal Protection
• Pet Insurance
• Employee Assistance Program
• Fitness Reimbursement

Are you passionate about enhancing healthcare outcomes and empowering healthcare professionals? Join the HealthStream team and become a HealthStreamer Together, we can make a difference in the world of healthcare.