Job description

Role

Reporting to the CCO, the primary responsibility of the RVP Sales is introducing new hospitals and health systems to SmarterDx, moving these new and existing client opportunities through the sales pipeline, generating high-quality client contracts. This role is for the Northeast region, and is open to candidate residing in or near New York, New Jersey, Massachusetts, Connecticut, Vermont, New Hampshire, Maine, Rhode Island, or Delaware.

The ideal candidate has demonstrated consistent top sales performance, preferably for rapidly growing HIT SaaS companies. The candidate must show competence in managing a complex consultative sales process via in-person and virtual selling, with the requisite ability to listen, communicate and persuade effectively with healthcare executives.

Ideally the candidate will have existing Executive relationships within health system Finance, Revenue Cycle, and/or Clinical Documentation/Coding teams, as well as involvement and relationships in similarly positioned industry associations. The candidate must excel in all stages of pipeline development and had past success generating leads, in addition to those generated through other business development and/or corporate channels. Excellent oral and written skills are required.

Key Responsibilities for the RVP Sales are:

New client introductions, particularly to hospital and health system CFO’s, SVP/VP Revenue Cycle, CQO’s, CDI/Coding leadership, just to name a few. Lead generation is a critical part of success in this role, with the expectation that the RVP Sales exhibits the diligence and network to generate new health system introductions beyond those generated through corporate processes.
Progressing complex opportunities with many stakeholders is critical. This includes identifying champion(s), prospect's needs and connection to strategic priorities, budget, approval, ROI, and timeline. The RVP Sales is expected to develop account plans and senior peer relationships with prospects.
The RVP Sales is responsible for working with the CCO and/or the CEO , in addition to the prospect to receive, address, and contract (including redlines), leading to signature.
Pipeline Hygiene - The RVP Sales is responsible for maintaining and updating their sales pipeline every day in SmarterDx’s CRM (Salesforce). Since SmarterDx uses its pipeline tool to communicate all client and prospect activities across the operations and leadership teams, real time pipeline hygiene is both important and essential.

Therefore, the ability for the RVP Sales to allocate their time properly to maintain pipeline velocity and accuracy towards deal closure and to consistently pursue top targeted prospects, is critical.

Your qualities

Minimum of 5-7 years of demonstrated sales success with growing HIT companies, preferably with SaaS software offerings to hospital and health systems, with a history of meeting and exceeding sales quotas.
Understands the healthcare market, including in-depth knowledge of the acute care setting, with an emphasis on CDI/Coding, Revenue Cycle and Finance.
Independent self-starter. Demonstrated success in hunting/developing new prospects. Has successfully sold new innovative technology to hospital and health system leadership.
Strong interpersonal skills and the ability to build rapport while quickly and confidently gaining respect of others. This includes strong selling skills (in person and virtual) in one-on-one and group settings, and superior listening and probing skills.
Comfortable with the tools needed for successful remote sales (Google suite, MS Office suite, Salesforce, and various Video platforms).
Excellent negotiation and communications skills and a strong business acumen required.
Must excel in an entrepreneurial environment. Exhibits high energy, has a resilient attitude and a strong work ethic.
Must be aligned with the values of the organization, which include setting a clear example in a culture that supports professionalism, collaboration, and getting results.
Demonstrates integrity with customers, prospects, and colleagues.
Solid planning, organizational and project management skills with the ability to multi-task and assimilate new information quickly.