Sales Director

Position Overview

The Director of Sales works with prospective mid‑size employers from 2,000 to 7,000 employees and benefit consulting firms and brokers that service that same market to gain a thorough understanding of their healthcare needs and agenda, direct our company's procurement efforts, and leverage the full spectrum of Truven Health Analytic's resources to deliver value to the mid‑size employer business segment to achieve their business objectives.

• Develop and maintain a sound pipeline of new business opportunities with mid‑size employers (2,000 to 7,000 employees), benefits consulting firms, and brokers that service that market.
• Work with the Vice President of Sales in Payer to identify key prospects to target within the assigned region.
• Personally deliver new business sales to meet or exceed the annual quota within the assigned geography for prospective clients.
• Assume primary responsibility for the total customer relationship during the sales cycle.
• Lead the overall sale of new business by following an established capture and proposal response process.
• Effectively build relationships, collaborate and partner with a cross‑functional team to strategize, meet with prospective clients and deliver compelling presentations, solution demonstrations, proposals and orals that result in new business revenue.
• Develop and execute business development plans in conjunction with leadership, business consulting and systems delivery groups that meet or exceed established quota goals.
• Engage in complex negotiations with prospective clients and teaming partners around business commitments and the details of each proposal.
• Maintain regular contact with senior and executive‑level decision makers – utilizing both on‑site sales visits and remote communication – for assigned prospects.
• Represent the company at industry conferences and meetings.

Required Skills and Experience

• Bachelor's degree or equivalent experience (preferred) and five to seven years successful experience in a healthcare‑related sales role with a demonstrated track record of achieving or exceeding business objectives and sales targets; minimum three to five years experience selling solutions to the employer, benefit consulting, and broker markets.
• Experience selling to executive‑level decision makers and leadership.
• Ability to partner, collaborate and influence others in a highly matrixed organization on a cross‑functional team to achieve goals.
• Excellent business instincts – able to function well in a competitive, changing environment.
• Strong oral and written communication skills – mandatory.
• Willingness to travel.

Preferred Skills and Experience

• Demonstrated networking capabilities among various communities, e.g., employer coalitions.
• Experience working with the employer, benefit consulting and broker acquisition process.
• Experience selling technology solutions, especially business intelligence solutions – a plus.

We seek talented, qualified employees in all our operations regardless of race, gender, national origin, religion, sexual orientation, disability, age, or any other protected classification under country or local law. Truven Health Analytics is an Equal Employment Opportunity/Affirmative Action Employer.

All your information will be kept confidential according to EEO guidelines.