Account Manager

Wolters Kluwer   •  

Phoenix, AZ

Industry: Professional, Scientific & Technical Services

  •  

5 - 7 years

Posted 41 days ago

Job Description

Wolters Kluwer Health's Clinical Effectiveness (CE) organization is a fast-growing and innovation-driven healthcare information technology (HIT) provider working on the front lines of clinical care. Our talented team of physician and pharmacist editors, technologists, and product visionaries collaborate to provide advanced clinical decision support solutions that measurably improve clinical effectiveness by helping healthcare professionals provide optimal care for their patients.

CE's mission is to improve care worldwide. To achieve this vision, CE has strived to deeply understand the challenges facing clinicians and provider organizations as they evolve their work-flow to cope with changing regulatory payment pressures while striving to deliver high quality and effective care.

The Account Manager position is a remote opportunity with the geographic territory of Arizona - New Mexico the person will ideally be based in Arizona (Phoenix) or New Mexico (Albuquerque). Territories are subject to change periodically.

Opportunity Identification & Development

  • Closely coordinate with Inside Sales
  • Identify target opportunity and stakeholders
  • Facilitate outreach and background information collection with new opportunity
  • Identify and build relationships with key stakeholders
  • Conduct customer needs assessment
  • Qualify target opportunity based upon account value, threats, and barriers
  • Determine opportunity accountability & responsibilities by role for active selling phase

Active Selling

  • Identify and validate customer needs
  • Communicate product value prop and solution design
  • Customize value prop/product solution proposal
  • Develop and review implementation scope
  • Coordinate Inside Sales team in executing supporting active selling functions including contract creation, terms and conditions development, quoting, and modifications
  • Conduct contract reviews, pricing, and negotiation
  • Obtain final signature and finalize order

Customer Management

  • Closely coordinate with Inside Sale team in select customer management reporting and preparation
  • Review account utilization management reporting
  • Conduct regular account review meetings
  • Collaborate with marketing in account communications planning and marketing campaigns
  • Identify cross-sell and up-sell opportunities
  • Oversee contract renewals driven by Inside Sales team

Qualifications

Education: A BS/BA Degree or equivalent years of experience; MBA preferred but not required

Experience:

  • Minimum 5 years sales experience. Healthcare/ Technology software sales exp preferred

  • Demonstrated ability to build relationships with and present to key decision-makers of hospitals and health systems

  • Proven track record of coordinating with Inside Sales representatives to advance opportunities in in territory

  • Excellent account management skills and ability to manage external and internal business priorities

  • Ability to demonstrate and communicate value of sophisticated and complex products/technologies

  • Highly motivated, with proven ability to over-achieve individual and team based targets

  • Ability to construct, present and execute a Territory Business Plan

Other Knowledge, Skills, Abilities or Certifications:

  • Excellent analytical, listening and presentation skills

  • Effective time management and prioritization skills

  • Exceptional verbal and communication skills

  • Excellent administrative and organizational skills and process-orientation

  • Expertise in Microsoft product suite and SalesForce preferred

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