The Solution Executive, New Market will be responsible for delivering sales of HealthStreams Scheduling and Capacity solutions with a specific focus on NurseGrid, accelerating adoption through new business sales preforming discovery, demonstrations and closing processes. We expect this role to develop expertise in sharing the value proposition of assigned products to HealthStream clients and prospects. In this role, the Solution Executive, New Market will seek to align our scheduling solution with our customers clinical and business objectives, to build relationships and credibility with key stakeholders to meet or exceed an assigned sales quota for the assigned solutions. This individual will have ultimate responsibility for the sales quota of assigned solutions, working with your manager on all elements of the sales process, including prospecting, qualifying, positioning, demonstrations, presentations, objection handling, and contract negotiations through sale closure.
ESSENTIAL DUTIES OR RESPONSIBILITIES
Analyze market opportunity with new business prospect accounts.
Collaborate with your manager to create and execute upon a sales strategy for the assigned solutions to help customers meet their clinical workforce schedule management needs.
Acquire product expertise to provide thought leadership to our internal and external customers.
Proactively communicate with HealthStreams Product Management and Sales Leadership to provide customer and sales feedback, forecasting and (win/loss analysis).
Acquire a deep understanding and knowledge of solution components, features, functionality, benefits, cost/pricing, contracting and implementation process.
Host thought leadership webinars to help educate our customers about HealthStreams scheduling solutions.
Present and demonstrate to customers and prospects the value proposition and ROI of assigned solutions in a consultative approach via WebEx and in person as appropriate.
Provide key performance indicators (KPIs) to sales & product leadership on a monthly basis.
JOB SPECIFICATIONS:
1. KNOWLEDGE/EDUCATION AND EXPERIENCE REQUIRED:
Consultative selling experience preferred, with a track record of at least 2 years sales to nursing leadership.
4 years at college level in degree program or equivalent experience
Clear understanding of the need to offer to healthcare organizations a schedule management solution that will improve workflow, help mobilize staff, engage and retain staff, and save time.
Strong presentation and demonstration skills and executive presence.
Must have excellent communication skills and the ability to quickly develop relationships with CNOs and nursing leadership.
Passion to advocate for assigned solutions.
High level of integrity and professionalism.
Optional Clinical license or nursing degree
Comfortable working independently or in a team selling environment as part of an empowering, fast paced, results oriented culture.
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.
2. SKILLS REQUIRED:
Must have excellent communication skills and the ability to quickly develop relationships, both internally and externally
Familiarity with CRM tools such as Salesforce
Must be able to create and report on data analytics using Excel and PowerPoint
Team player, with positive attitude and high emotional intelligence
High level of integrity and professionalism
Must be self-motivated and driven to be successful in our entrepreneurial culture
3. ABILITIES REQUIRED:
Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
Ability to articulately position our value proposition against competing solutions.
Ability to present and demonstrate complex solutions in a way that is compelling & easy to understand
Ability to succeed in a team selling environment through collaboration and with trust and comradery
Ability to communicate well with all levels of personnel
Follow up on leads quickly
Proactively generate leads for solution campaigns across assigned accounts and prospects
Set up product demonstrations
Achieve assigned goals and objectives
Ensure control over the entire sales process from demonstrations, proposals, ROI presentation, contracting and closing
Develop deep understanding of solutions including target audience, value proposition, and best practices for successful launch
Ensure attention to detail needed to deliver quality service
