Account Sales Manager - Healthcare - West Coast - SpectraLink Corporation
CA, CO
About the Job
Account Sales Manager
West Coast
Who We Are:
Spectralink provides best-in-class Wi-Fi smart phones that enable mobile workers like nurses, warehouse staff and big store sales associates to do their job better than ever.
As the global leader in purpose-built wireless communications, we’ve deployed over 3 million devices to customers around the world. Our dedication to listening and understanding the needs of the customer is the foundation of our business. We use this expertise every day to build the right solutions for mobile workers.
Headquartered in Boulder, Colorado with offices in the U.K. and Denmark, we are one global company with a common vision and mission to provide the best possible enterprise mobile experience for our customers.
Want to know the best thing about working for our company? The people. Working at Spectralink me and innovation with authority and collaboration among industry experts with uncompromising integrity and agility. Our employees have a chance to make powerful contributions every day. We want to hear from you if you possess the following skills and qualifications, and are ready to join our team of positive, authentic, dedicated and innovative thinkers.
What You Will Do in This Role:
As a Spectralink Account Sales Manager, you will be responsible for achieving revenue growth through new business generation and prospect calling into our Healthcare and Enterprise verticals. You will also be responsible for retaining and growing revenue from some existing business to achieve multi-million dollar quotas.
Although you will primarily sell direct to end-users, sales are fulfilled through certified channel partners and therefore understanding their role in the sales process is important.
Your territory will include acute-care hospitals, IDNs, Critical Access Hospitals, and Skilled Nursing Facilities within our defined markets and indirectly supporting partner/reseller teams (approximately 30%) in selling Spectralink offerings, although not your primary function.
Location: California, remote home office
Although you will primarily sell direct to end-users, sales are fulfilled through certified channel partners and therefore understanding their role in the sales process is important.
Your territory will include acute-care hospitals, IDNs, Critical Access Hospitals, and Skilled Nursing Facilities within our defined markets and indirectly supporting partner/reseller teams (approximately 30%) in selling Spectralink offerings, although not your primary function.
Location: California, remote home office
You will work from your home office and travel 50% of the time to effectively manage a large geographic territory.
The Ideal Candidate is a Sales Hunter:
- Proactive and Driven by Targets and Goals: Thrive on seeking new business opportunities rather than waiting for leads to come to you. Relentlessly pursue sales quota and are motivated by closing deals.
- Resilient and Persistent: Understands that continuous success requires perseverance to overcome obstacles and objections from prospects and channel partners. Have the ability to navigate challenging circumstances while maintaining excellent relationships and a very high close ratio.
- Strategic and Goal-Oriented: Approach your sales activities with a strategic mindset, developing and executing plans to achieve goals. Able to prioritize your efforts based on potential return and are adept at continuously qualifying leads and opportunities to adjust focus.
- Excellent Communication Skills: Excel at actively listening to understand customer needs, crafting and presenting solutions that address them, and then persuading prospects to make purchasing decisions.
- Negotiation Expertise: Skilled at navigating complex negotiations, finding mutually beneficial solutions, and closing deals that align with both customer needs and company objectives.
- Commercial Mindset: Must know your way around a spreadsheet and a contract. Have to be able to independently develop commercial proposals and have a solid understanding of traditional contract terms.
- Industry Knowledge and Insight: Extremely knowledgeable about the healthcare industry, market trends, competitors, and customer challenges. Ability to use this knowledge to position themselves as a trusted advisor to prospects, offering insights and solutions that add value.
- Networking Ability: Actively engage in networking events, industry conferences, and social platforms to expand their contacts and uncover new business opportunities.
Skills and Experience we’d like you to have:
- 10+ years of experience in a major account or account executive role selling complex IT solutions into the Healthcare vertical.
- Must have a hunter mentality, with experience driving new business revenues.
- Must have a thorough understanding of the MEDDIC (MEDDPICC) Enterprise sales methodology and have experience using this process successfully in prior enterprise sales roles
· Must have existing contacts and experience with major healthcare networks and IT resellers in order to immediately engage with territory opportunities and understand their current state of enterprise mobility needs
· Experience with the clinical applications within the healthcare eco-system
· Your knowledge of clinical workflow is critical to understand how decisions are made and identify the influencers
· Proven record of consistently meeting or exceeding multi-million dollar targets.
· Strong knowledge in wireless voice communications and associated application partners.
· Knowledge of telephony and modern network and security platforms.
· Proven ability to manage a large geographic territory and able to travel 50% overnight.
· Expert at using Salesforce and disciplined at continuous updating
· Social prospecting experience
· Understanding the channel/reseller sales model.
What We Offer: At Spectralink you’ll have an opportunity to work in an established, profitable company on well-respected, globally distributed products.
When you look us up, you’ll find that we have been around for a while and have had an amazing ride; an IPO, an acquisition, now coming full circle with the tremendous opportunity to be back on our own. We are excited about the future. We have an incredibly dedicated and passionate team, supportive and involved executive leadership and a renewed focus to continue to dominate our industry.
All of this history makes us unique, we’re a smaller company (under 200) which means you’ll have a voice in the organization, along with a seasoned team and proven products. We offer a competitive benefit package and an opportunity to overachieve on commissions.
Source : SpectraLink Corporation