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Wolters Kluwer Field Sales Executive - Payer/Provider in Raleigh, North Carolina

R0033061

Field Sales Executive – Payor/Provider

Waltham, MA or Remote

The Field Sales Executive – Payor/Provider role is responsible for sales to Payers, Providers and Healthcare IT Vendors in North America. The successful candidate will utilize industry contracts where appropriate as well as conduct cold call contacts to payer organizations, provider organizations, healthcare IT vendors, and other prospects designated by the business.

This position is responsible for professional coordination of prospect presentations and demonstrations. Expectation is to strategically present business opportunities and pricing models, secure new orders. Will be responsible for creating prospecting and presentation materials, arranging for interaction with industry analysts, planning conference participation, attending industry events, creating proposals and contracts, providing booking and revenue projections, and building Health Language (HL) network . Will contribute input and information to HL product roadmaps, perform competitive analysis, and identify and drive business partnerships. Collaborate with other internal departments on needs for increased sales activity,

ESSENTIAL DUTIES & RESPONSIBILITIES

  • Drive new business selling to health payers, providers and vendors individually and with sales support teams to attain quarterly and annual bookings goals.

  • Sales experience utilizing 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 (i.e., speaking with clinical informaticists, bio informaticists, IT directors, physicians, PhD’s etc.) and willing to make informed decisions on their territory and a strong willingness to ask for help when needed.

  • Effectively manage and guide the entire sales cycle and work with sales team to enable them to the sell value proposition, negotiate, problem-solve, and close the deal.

  • Track record of implementation strategic selling techniques to effectively navigate complex organizations and reach key decision makers.

  • Accurately and realistically forecast bookings each quarter and annually.

  • Manage and ensure sales related information in Salesforce.com is updated with discipline and consistency.

  • Willingness to collaborate with other sellers on best practices and selling successes and failures.

  • Comfortable with documenting activities, notes, information and client use cases in CRM.

  • Any other duties as requested by manager.

QUALIFICATIONS

Education: Bachelor’s degree required or equivalent experience

Required Experience:

  • 5+ years’ experience as salesperson with complex SaaS software or IT solutions to payers, providers, or healthcare IT vendors.

  • Consistent track record of meeting quarterly and annual sales targets

  • Demonstrable experience successfully selling to VP and C-level healthcare leaders

Other Knowledge, Skills, Abilities or Certifications:

  • Extensive knowledge of vendor, payer and provider departments and use of clinical software

  • High-level analytical capabilities.

  • Handles complexity and deep understanding of selling value and negotiation skills with extreme drive and energy.

  • Collaborative, creative with deep sales experience.

  • Strong interpersonal skills and the ability to engage organizations to accomplish enterprise goals.

  • A “roll up your sleeves” sales executive who excels at taking initiative and being proactive.

  • Ability to navigate conversations effectively with C-Suite to end user contacts.

  • Highly effective worker and an unselfish team-player with an internal locus of control.

Travel: up to 40% approximately

EQUAL EMPLOYMENT OPPORTUNITY Wolters Kluwer U. S. Corporation and all of its subsidiaries, divisions and customer/business units is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.

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