Total Target Earnings are composed of base salary + target incentive. Target Earning potential is $125,000-$200,000 annually. Total compensation may be higher or lower dependent upon individual performance.
What we're looking for:RSNA is building a new Business Development function and is seeking an experienced Strategic Account Manager to develop and grow relationships with radiology private practice groups, hospitals and academic institutions. This is a founding role responsible for building a portfolio of strategic relationships from the ground up, establishing senior-level relationships, identifying organizational needs and selling RSNA products, services, bundles and future solutions.
The role will focus on these key objectives:
- Identifying and building strategic relationships with leadership at radiology private practice groups, hospitals and academic institutions
- Serving as the voice of the customer by translating organizational needs, operational challenges and emerging opportunities into recommendations for future products, services and business growth
- Generating revenue through sales, renewals and expansion and achieving sales targets
The Strategic Account Manager will work closely with internal product managers and a commercial analyst to identify market needs, shape offerings and bring solutions to market. The portfolio will initially focus on U.S.-based independent radiology practices, large regional and multi-state radiology groups, hospitals and academic institutions.
Target Earnings pay is only one component of RSNA's compensation package, which includes outstanding medical/dental benefits, incredible long-term savings benefits, generous time off (including a week-long Winter Break), paid parental leave and more.
This job might be for you if you're interested in:- Building a new enterprise sales portfolio and approach from the ground up.
- Creating trusted relationships with senior and administrative leaders.
- Using consultative sales and customer discovery to shape products as well as generate revenue.
- Working in a mission-based organization with a global role in radiology and medical imaging.
- Joining a collaborative environment with strong benefits, work-life balance, and professional development opportunities.
What you'll do:Build relationships and understand customers- Build and own a portfolio of prospective accounts by identifying, qualifying and prioritizing organizations, contacts and opportunities.
- Establish trusted relationships with executive, clinical, operational and administrative decision-makers at practice groups and hospitals and maintain regular strategic engagement.
- Conduct customer discovery to understand business priorities, buying criteria, budget cycles and unmet needs.
Shape solutions and market strategy- Serve as the voice of the customer by translating market insights into clear recommendations for future products to serve the enterprise level of the practice or institution.
- Partner with a commercial analyst and product managers to identify market needs, assess opportunities and shape solutions.
- Develop business cases and communicate the value of RSNA solutions to multiple stakeholders within practice groups and hospitals.
Drive sales and account growth- Create and execute account plans that generate new opportunities, support revenue growth and build a sustainable pipeline.
- Sell RSNA products and services through a variety of ways such as enterprise agreements, group membership, customized bundles, pilots and a la carte purchases.
- Own the full account lifecycle, including prospecting, proposals, presentations, negotiations, contracting, onboarding, renewal and expansion.
Manage and grow the business- Maintain accurate account, contact, activity, pipeline and forecast information.
- Provide revenue forecasts, market intelligence and recommendations on target markets, product gaps and growth opportunities.
- Coordinate with product development, finance, marketing and other internal partners to support implementation and account success.
- Represent RSNA at customer meetings, industry events and conferences, including the RSNA Annual Meeting.
- Perform other duties as assigned.
What you'll bring:Required Qualifications- Bachelor's degree in business, healthcare administration, marketing, or a related field, or an equivalent combination of education and experience.
- Seven or more years of enterprise sales, business development or strategic account management experience within healthcare, medical imaging, healthcare technology or related markets.
- Established knowledge of radiology, medical imaging or the broader healthcare provider market.
- Demonstrated success developing new business and achieving revenue goals.
- Experience managing complex sales cycles, including customer discovery, solution development, negotiation, contracting and account growth.
- Strong executive presence and the ability to build credibility with clinical, operational, financial and administrative leaders.
- Comfortable building new processes, approaches and relationships in a growing business environment.
- Strong communication, presentation, analytical and relationship-building skills.
- Strong organizational skills with experience managing account, pipeline and forecasting information.
- Ability to travel occasionally for customer meetings, conferences and internal planning.
Preferred Qualifications- Established relationships with executive and administrative leaders within radiology private practice groups.
- Experience selling enterprise education, healthcare technology, clinical solutions, medical devices, imaging services, software or other complex healthcare offerings.
- Experience creating a territory, prospect list or sales process where limited infrastructure previously existed.
- Experience using customer insight to influence product design and market strategy.
