New Business Surround Sales/Customer Retention & Growth - Named Accounts

Allscripts   •  

Phoenix, AZ

Industry: Healthcare


8 - 10 years

Posted 42 days ago

This job is no longer available.

The primary purpose of this role is to grow business within our existing customer base while continuously driving customer satisfaction and retention.

• Named accounts are located in the US (primarily on east and west coast). Ideal candidate is unique blend of net new/hunter and account management-focused sales.

• Allscripts is the primary revenue cycle or ERP solution for these clients. This sales executive's focus will be in "surround sales" - cultivating additional growth within the customer's current portfolio, while also selling 2bPrecise, Care Management, Careport, EPSi, our Care-In-Motion suite, HealthGrid and FollowMyHealth.


Achievement of Annual sales order intake quotas/targets

  • Meets or exceeds the order intake target associated with the territory
  • Manages cost of sale vs. budget

Build and maintain relationships with management of existing accounts

  • Expands Allscripts business through development of existing accounts
  • Cultivates relationships with management of new accounts building credibility and trust

Provide timely and accurate forecasts for the territory

  • Accurately forecasts sales opportunities according to product, timescale, and value
  • Communicates clearly and effectively with management regarding risk and upside

Growth of pipeline for the territory

  • Growing revenue within specific accounts, including knowledge and analysis of accounts business
  • Identifies potential business opportunities

Lead the sales cycle

  • Engages executives and other key stakeholders to develop existing opportunities
  • Creates a business solution consisting of services and software that uniquely address the customer's needs. May include collaboration with cross functional teams

Customer Satisfaction

  • Increases net promoters/customer referenceability
  • Responsiveness to issues and management of escalations and critical deliverables
  • Minimizes customer attrition through high quality customer support/relationships

Market Awareness

  • Provision of competitive, accurate, and relevant market data
  • Understands current overall trends in the business sector
  • Understands customers specific business goals, strategy, financials, and challenges

Maintaining high quality Account Plans

  • Timely and accurate development and maintenance of opportunity plans
  • Upkeep of relevant information on

Consultative Sales

  • Supports additional inside sales campaigns allocated as needed. Acts as a liaison between customers and internal departments to resolve any outstanding issues


Academic and Professional Qualifications:

  • Bachelor's degree in business, sales, marketing, or equivalent experience


  • 8+ years outside sales experience with proven success in net new HCIT sales
  • In-depth knowledge and understanding of Healthcare IT Industry
  • Success in managing multiple key accounts simultaneously
  • Experience in team-selling alongside product specialists and subject matter experts
  • Contracting expertise