Hill-Rom Sales Manager, RetinaVue Strategic Account Executive in Boston, Massachusetts

Title: Sales Manager, RetinaVue Strategic Account Executive

Location: United States-Massachusetts-Boston

Other Locations: United States-New York

Job Summary:

This is a direct sales position, operating as an executive-level product specialist within a fast-paced, growth-oriented, entrepreneurial team in the Welch Allyn organization. The product specialist role requires a dynamic, high-energy, highly effective and engaging sales person with a strong foundation and proven track record for managing opportunities through the entire sales cycle. We are seeking a tireless hunter who is self-directed, internally motivated and operates with personal integrity.

You will be an expert in your domain, responsible for driving sales revenues and may be required to work every stage within the sales cycle, from lead generation to negotiation/close and implementation/follow-up. An eagerness to jump in at any point and do what needs to be done, paired with an ability and willingness to do what is right for the customer as well as the company will make you a good fit for this position. A positive, can-do attitude and with a track record of exceeding goals, expectations and sales targets is required.

In this regional role, with a virtual office, you will be focused on high-level strategic sales to large physicians’ groups, integrated delivery networks, and regional health plans. Your role will require that you work with cross functional teams in a global, connected organization.

This RetinaVue Sales Specialist is exclusively focused on selling to a pre-defined target list of large physician groups, IDNs, and health plans. The role will be focused on Welch Allyn’s RetinaVue product with future opportunity for expansion.

Key Responsibilities:

Payer responsibilities include:

  • Establishing, developing and growing partnerships with health plans.

  • Engaging with insurance companies to educate about the RetinaVue product and drive/clarify the reimbursement process, as well as provide ongoing presentations to payer market representatives.

  • Attending trade shows and conferences to demonstrate and educate on the RetinaVue Network.

  • Identifying leads and opportunities (or creating opportunities) and driving the deal all the way through close.

For large provider groups/IDNs, the individual will be responsible for:

  • Revenue generation within targeted, large, strategic opportunities.

  • Identifying, developing, validating, qualifying, and closing opportunities to meet revenue targets.

  • Understanding and presenting the RetinaVue Network Solution to C-Suite and physician executives.

  • Managing the sales process from start to finish – pre-sales, sales, pilots, and full scale system standardization followed by account management.

Travel: At least 50%

Required Background:

  • A Bachelor’s degree in Business, Marketing or related technical area

  • At least 7 years of experience in a similar role.

  • Must have documented experience selling to C-suite individuals, including presenting and negotiating large opportunities, with proven track record as a closer.

  • Knowledge of the health system ecosystem, including the interplay between health plans and providers, as well as the structure of integrated delivery networks.

  • The technical inclination to build an in-depth knowledge of the RetinaVue product to serve as a domain specialist.

  • Must have a strong sales-oriented focus.

  • Must be a self-starter, intrinsically motivated, and come into the role knowing “how to get the job done.”

  • Consistent ability to follow through and follow up are must haves.

  • Must be comfortable with the entire sales process and operate with a strong sense of urgency for achieving revenue targets.

  • Requires a strategic, consultative sales mentality.

  • Must have experience selling to executive level within IDNs and/or within health plans.

  • Must work cooperatively on a team and approach each day and opportunity with a high degree of passion and enthusiasm.