Enterprise Account Executive at symplr in Montgomery, Alabama

Job Description:

Overview
The focus of our Enterprise Account Executive role is creating and winning sales opportunities for your products/solutions/services within your assigned clients. You are the technical and sales expert and are expected to be able to differentiate between offerings, convey compelling value propositions, lead the opportunity, qualify customer needs, develop, and present solutions proposals and quotations and respond to customer questions to successfully close increasingly complex sales.
Duties & Responsibilities

• Manage sales planning and sales execution in assigned accounts/territory
• Develop account plan and execution strategies for each assigned customer
• Coordinate all sales activities within the customer account
• Develop and manage C-suite relationships
• Manage a healthy pipeline of early, mid and late-stage opportunities to drive consistent results
• Prospect for potential customers by using various tools and direct and indirect methods such as calls, email, face to face meetings, SalesForce, Linkedin, Definitive Healthcare and networking events
• Forecast orders and sales within the applicable sales funnel tools and reports for your products/solutions/services in your assigned territory
• Territory & Account Management
• Create business plans for assigned accounts territory including, but not limited to opportunity development, competitive strategies, and targets
• Build strong business relationships and formulate account strategies and plans to continuously strengthen relationships within the assigned accounts territory. Identify & respond to key account technical and departmental decision makers' needs and maintain customer contact records in the relevant CRM tools
• Continuously develop and improve a network of key opinion leaders within the assigned territory
• Track and communicate market trends to/from the field including competitor data, and develop and lead effective counterstrategies
• Product & Market Expertise
• Maintain up to date detailed knowledge of your product/services
• Be able to present and discuss the technology benefits in terms which are relevant to customers
• Be able to present and discuss the business/operational, quality, financial benefits in terms relevant to customers and role in the organization
• Maintain up to date market and competitor knowledge related to your product/solutions/services
• Continuously update your understanding the customers changing and/or operational issues and challenges
• Create viable product configurations which meet customer needs effectively, while achieving optimum margin for the company
• Opportunity management
• Identify and create new opportunities and work with sales leaders and account teams (where applicable) to continuously increase prospect funnel
• Drive tender/bid process including the needs qualification, vendor selection, quotation, and closure of your product/solution/service opportunities to meet orders, sales, and margin targets as well as to maximize customer satisfaction in assigned territory
• Create and maintain opportunities in the applicable sales funnel tool and/or CRM tools
• Ownership of order and configuration quality at the point of entry to ensure accuracy, configuration integrity and that all requirements are tied to documented customer inputs
• Continuously educate and coach account team members on your product/service/solution strategy and offerings

• Demonstrated experience in developing and managing C-Suite relationships
• Demonstrated performance history in consistently achieving quota
• Demonstrated sales results in large, complex health systems
• Excellent time management, resource organization and priority establishment skills, and ability to multi-task in a fast-paced environment with attention to detail
• Excellent communication skills, including writing, articulating, listening, and questioning skills; must be fluent in English
• Proficiency with computer applications, computer-based sales tools, and SaaS business applications
• Ability to effectively influence and guide prospective clients
• Ability to understand and navigate through complex political environments and corporate structures
• Proven relationship-building skills
• Ability to effectively interface with all levels inside and outside the company, including senior management
• Ability to travel to on-site presentations and meetings for key opportunities, and coordinate trade shows or other marketing efforts

• Bachelor's degree with approximately 10+ years of selling experience in a medical, healthcare or healthcare IT
• Strong leadership skills required to manage and attract top performers
• A self-starter with an entrepreneurial mindset who is motivated and will take ownership of your area of responsibility
• Experience in a fast-paced environment
• Able to engage both technical and business stakeholders
• Strong presence and credibility required to anchor symplr's initiatives
• Strong presentation skills
• Ability to effectively prioritize and manage team responsibilities
• Ability to articulate complex concepts clearly
• Extremely organized, detail-oriented and will demand excellence of themselves
• Strong competency in managing their time and activities and must possess a "can-do" perspective in their professional attitude