The Account Executive is responsible for leading the full end-to-end sales cycle, sales and account management strategy development and identifying growth opportunities in assigned territory and accounts. This role will manage the sales cycle from lead generation, proposal and contract negotiations, through to deal closure and account management. This role is expected to meet or exceed the sales goals established by the Company while delivering the highest standard of integrity, quality, and customer service to our clients.
Responsibilities:
- Develop and manage sales and account management strategies to optimize successful target account selling and deal closure as well as efficiently identifying opportunities for contract growth on existing accounts.
- Generate new sales leads and identify new opportunities through networking and prospecting, including cold calling and utilizing the internal services provided to the sales team, by the company (i.e. marketing and public relations activities).
- Lead target account selling (prospecting/lead generation, qualification and scoping, closing strategies, negotiations, etc.).
- Build strong and sustainable relationships with varying levels of customer stakeholder(s) to develop a deep understanding of business goals and objectives to ensure expectations are met and identify opportunities for contract growth.
- Collaborate closely with cross-functional teams to manage and resolve escalated customer challenges and roadblocks.
- Develop and present insightful business reviews for client’s program performance that align with strategic initiatives.
- Oversee and drive contract negotiations.
- Collaborate with cross-functional teams to ensure clear understanding of client expectations and ensure deliverables are met in a timely manner.
- Review regular sales, end user performance and upcoming requirements to develop plans with cross-functional teams to deliver contract growth.
- Collaborate with Partners to extend reach and drive product adoption.
- Maintain sales funnel documentation and updates on a weekly basis in Salesforce (CRM).
- Maintain a real-time understanding of the competitive landscape to understand win-based proposals and pricing.
- Maintain in-depth knowledge of Smile Digital Health’s solution offerings, target customers, and product capabilities.
- Drive and coordinate sales pre-planning meetings and post-call briefs, as needed.
- Meet or exceed established sales quotes as well as maintain a robust sales pipeline.
Requirements:
- 5-10+ of progressive sales and closing expertise and quota-carrying experience with B2B software or technology sales, dealing with long sales cycles and average deal values of $500K or more.
- Post-Secondary education in business or related field of study or comparable related work experience.
- Strong knowledge of Canadian and US healthcare industry drivers including providers, payers, clearinghouses, medical device companies, and government agencies.
- Experience delivering complex client-focused solutions to meet customer needs.
- Previously demonstrated experience in consulting with varying levels of organizations including executives.
- Proven creative problem-solving approach with strong analytical skills and attention to detail.
- Strong negotiating skills, with the ability to prioritize, multi-task and work under pressure.
- Excellent and clear written and verbal communication skills.
- Ability to effectively and efficiently use software including Windows/Mac, Google Suite, Salesforce (CRM), preferred.
Additional Information:
This position is a replacement role, created to support Smile’s continued growth and commitment to operational excellence.
Skills Required
- 5–10+ years of progressive sales and closing expertise, including quota-carrying B2B software or technology sales experience with long sales cycles and average deal values of $500,000 or more.
- Post-secondary education in business or a related field, or comparable related work experience.
- Strong knowledge of Canadian and U.S. healthcare industry drivers, including providers, payers, clearinghouses, medical device companies, and government agencies.
- Experience delivering complex, client-focused solutions to meet customer needs.
- Experience consulting with organizations at varying levels, including executives.
- Creative problem-solving approach with strong analytical skills and attention to detail.
- Strong negotiating skills and the ability to prioritize, multitask, and work under pressure.
- Excellent written and verbal communication skills.
- Ability to effectively use Windows or Mac, Google Suite, and Salesforce CRM.
What We Do
Smile Digital Health (doing business as Smile CDR Inc.) specializes in delivering fast, secure, compliant data infrastructures as a service to enable and empower interconnectivity for data-intensive sectors such as healthcare. We are a solutions platform helping organizations like governments, researchers, health systems, healthcare providers, and app developers build connected health solutions and products by leveraging our core expertise in health data and HL7 FHIR. Our flagship product, Smile CDR, is the world’s first FHIR-based clinical data repository (CDR) as a service. Smile CDR is a high performance and secure solution built on the principles of Privacy by Design. Flexibility is a hallmark of the service as it can be hosted in the cloud or on-premises depending on your needs. The design was strongly influenced by real-world experience in both the jurisdictional and organizational setting. Smile CDR provides a rich set of features and capabilities including: -Multiple FHIR versions -FHIR Profiles -Full text indexing of clinical records -Type ahead search functionality -FHIR, HL7v2 and custom ETL for data input -Federated identity and identity provider functionality -International character locale support -Terminology services -Auditing -Smart on FHIR support -Rapid deployment -Extensive administrative tooling Leveraging more than 40 years of experience in building enterprise-class systems, our team includes experts in building integrated healthcare systems including FHIR-based solutions such as HAPI, e-prescriptions and other e-health solutions. We were motivated by the need to improve upon existing options for sharing health data within and across organizations. Smile CDR is the maintainer of HAPI FHIR, the prevailing open source reference implementation of FHIR worldwide
