Due to Covid–19 we are working 100% remotely, this includes the hiring process. When it is safe to do so, we will return to a hybrid of onsite and remote work for some positions.
Why This Role Is Important To Arcadia
Reporting to the SVP, Growth, the LS Sales Director is charged with generating new business opportunities for Arcadia. The LS Sales Director is responsible for identifying, engaging, and closing new customers who wish to license Arcadia’s de-identified data set.
What Success Looks Like
In 3 months
· Learn all about Arcadia and what makes us special
· Our sales and contracting provcess
· Features and functions of our solution
· Bond with your teammates and stakeholders
In 6 months
· You will have built a solid pipeline
· You will be in the contracting phase with prospective clients
· Close your first deal
· You will be very conversent in our solution and be able to run your own presentations
IN 12 MONTHS
· Full mastery of our solution
· Will have closed multiple deals
· You could help train new sales people if the need arose
What You'll Be Doing
- BUSINESS DEVELOPMENT
- Conducting research to expanding prospect list using Definitive Healthcare, LinkedIn and other methods
- Identifying and developing leads and opportunities from multiple sources including prospect lists, discovery and individual research
- Building and cultivating prospect relationships by initiating communications and conducting follow-up qualification in order to move opportunities into the sales funnel
- Performing thorough needs assessment and identifying prospects pain points to determine how Arcadia’s solutions address those needs
- Building and increasing industry knowledge and acumen to position Arcadia’s value proposition across multiple use case in the healthcare system. Owning and driving proposal planning, development, and delivery to key client executives
- Owning and driving contract creation, legal review, and signature process with internal operations and key client executives
- Identifying and assisting in resolving problems that could prevent account retention, expansion, and referrals
- Building relationships with C-level and purchasing executives at key prospects in support of sales and growth activities
- INTERNAL OPERATIONS
- Collaborating effectively with internal stakeholders from Product Management, Sales Operations, Operations and Finance throughout the course of each deal
- Ensuring all accounts you are working have documented pursuit plans and participating in regular account review meetings with the SVP of Growth and line-of-business (LOB) leaders
- Providing accurate financial projections to executive leadership for opportunities in your pipeline.
- Managing and maintaining an accurate sales funnel in the system-of-record for Arcadia
What You'll Bring
- Bachelor’s degree in business, healthcare administration, engineering, marketing, or a related discipline
- A minimum of 7 years’ experience with a demonstrated track record of accomplishments in sales and business expansion in the life sciences space
- Excellent presentation, written and verbal communication skills
- Must be able to build and maintain strong relationships with C-level information technology executives, physicians, executives, leaders and staff at health plans, health systems, and healthcare provider groups
- Must have experience in managing, developing, and motivating sales and client development employees
- Proven results running long sales cycles (9-15 months) in enterprise settings
- Excellent communicator with the ability to persuasively articulate competitive advantages of Arcadia’s Analytics solutions
- Strong knowledge base and stays abreast of major healthcare issues and trends in life sciences
- Must be able to work within Arcadia’s sales process to manage a pipeline of qualified sales opportunities across an assigned market and accurately project total contract value, revenue spread, and close dates for those opportunities
- This position requires frequent travel to customers and prospects in an assigned market
Would Love For You To Have
- Direct experience selling healthcare data use licenses to the life science industry
- Competitive, self-starter and able to work independently
- Terrific presentation skills
What You Get
- The ability to compete with a top KLAS rated solution set
- High visibility and impact
- Be a part of a mission driven company that is transforming the healthcare industry by changing the way patients receive care
- A flexible, remote friendly company with personality and heart
- Employee driven programs and initiatives for personal and professional development
- Be a member of the Arcadian and Barkadian Community
About Arcadia
Arcadia.io helps innovative healthcare systems and health plans around the country transform healthcare to reduce cost while improving patient health. We do this by aggregating massive amounts of clinical and claims data, applying algorithms to identify opportunities to provide better patient care, and making those opportunities actionable by physicians at the point of care in near-real time. We are passionate about helping our customers drive meaningful outcomes. We are growing fast and have emerged as the market leader in the highly competitive population health management software and value-based care services markets, and we have been recognized by industry analysts KLAS, IDC, Forrester and Chilmark for our leadership. For a better sense of our brand and products, please explore our website, our online resources, and our interactive Data Gallery.
This position is responsible for following all Security policies and procedures in order to protect all PHI under Arcadia's custodianship as well as Arcadia Intellectual Properties. For any security-specific roles, the responsibilities would be further defined by the hiring manager.