Job Description
As the Director of Sales, your overall focus areas will be on prospecting, developing business, responding to RFP's, developing proposals for presentation to customers, and selling AGS Health’s Products and Services. Cross-functional teams from Solution Engineering, Marketing, Operations and Product Management functions provide support and tools for you to leverage to attain and exceed sales performance goals. You will utilize relationship-building, prospecting, consultative sales, negotiating, and technical skills to be successful in this role.
You will be responsible for closing new business and acquiring new client logos through strategic outreach to prospective clients. Key to the position is the ability to communicate effectively, understand the prospect’s business problems and articulate our value proposition.
Additional activities include:
- Carrying an annual quota of $1M in annual contract value which is defined as committed annual fees plus one time fees in year one
- Understanding the addressable market and building a plan to address it, which is defined as Hospitals equal to or less than $400M NPR and Independent provider groups equal to or less than 200 physicians down to 50 physicians
- Daily planning, networking, cold calling, and related follow-up activities to prospects in designated target segments based on the business plan
- Articulating, presenting, and preparing solutions for client proposals to build a pipeline that is 5X’s the annual quota of $1M on a rolling 12-month basis ($5,000,000) and at least 3X’s quota on a quarter over quarter basis ($3,000,000)
- Quickly understand and assess the prospect’s requirements and be able to articulate how we solve their problems
- Close new logos quarter over quarter to exceed the annual quota of $1M in annual contract value
ROLE AND RESPONSIBILITIES:
Prospective customer strategy and execution (60%)
- Effectively manage the sales cycle from lead generation, solution design, contracting and implementation
- Prospect to build actionable pipeline and successfully acquire new business logos
Market awareness and relationship building (25%)
- Learn the platforms and exhibit competency in demonstrating them via certification in the first 90 days
- Foster relationships with senior healthcare executives by meeting to discuss strategic and operational challenges, present best practice solutions, and effectively articulate AGS Health’s value proposition
- Remain current on competitors and current market trends with healthcare and revenue cycle management
- Provide insights from customer visits to inform future solution initiatives and market opportunities
Sales process methodology and team participation (15%)
- Establish a strategy for gaining and maintaining access to healthcare executives
- Document and use Salesforce for account planning, prospecting, lead generation activities
JOB REQUIREMENTS:
- Ability to work collaboratively with employees within department and across functions.
- Aptitude for understanding the Revenue Cycle and how AGS Health’s solutions solve business problems.
- Ability to communicate clearly and provide analysis as needed to help customers make buying decisions.
- Willingness and ability to travel 50% of the time
EXPERIENCE:
- Bachelor’s Degree and a minimum of +5 years selling experience within the tech revenue cycle space
- Ability to work independently, within a collaborative virtual team environment