Client Success Executive - West Area

SUMMARY

The West Area Client Success Executive (CSE) is responsible for driving sales growth for the company in the form of both net new end-user customer acquisition with our branded workflow solutions portfolio and account management of existing accounts in the territory. This team member will pursue and generate large opportunity sales leads by promoting the company’s products and services primarily—but not exclusively in—health systems, extended care, surgery center organizations and other non-health care provider verticals.

In addition to delivering incremental business and share capture in the health care market and other markets with our standard portfolio, the Client Success Executive leverages established relationships within existing Altus customer accounts in their territory to pursue refresh orders of Altus customer’s product “fleet”, and identify and pursue opportunities to upgrade customers’ fleets to newer Altus products and other same-store-sales opportunities with other Altus portfolio products with which the customer is not yet engaged.

The CSE will leverage the Altus marketing, R&D, software development and production teams and their capabilities to pursue custom products opportunities when our standard portfolio products don’t precisely fulfill customers’ stated needs.

The West Area territory’s states of responsibility are: CA, OR, WA, , HI, AK, NV, MT, WY and UT. This CSE will work daily from Altus's HQ offices in Grand Rapids/Kentwood, Michigan when not traveling for client-related activity.

• New lead generation through cold calling, in collaboration with marketing to pursue marketing qualified leads (MQLs) and in collaboration with marketing to develop targeted account-based marketing (ABM) campaigns with account specific messaging and sequencing.
• Share capture for branded workflow solutions portfolio through net new, direct end-user customer acquisition in the health care market and other markets verticals.
• Opportunity management within the company’s Customer Relationship Management (CRM) system and forecasting processes compliant with Altus’s standard work.
• Collaboration with product management, R&D, engineering teams in the role of commercial liaison and contracting for custom product development projects.
• RFP response and quoting, from basic portfolio solutions to moderately complex design and production proposals.
• Collaboration and engagement with Altus’s reseller and distributor partners to identify and pursue new customer lead opportunities to close. Indirect or direct customer transaction decisions are based solely on customer preference, qualified agnostically during sales engagements.
• Engage with existing Altus customers in territory to refresh existing Altus products (based on product lifecycle), upgrade to new Altus portfolio products and pursue same-store-sales opportunities with other Altus products.

• Experience selling workflow solutions in the form of technology-based equipment through capital sales and SaaS/PaaS to clinical, IT, biomedical engineering, supply chain and finance end-user customers.
• Account management experience in the healthcare segment, or the ability to demonstrate the transferability of experience-based skills in a non-healthcare vertical.
• Bachelor’s degree in business management, marketing, finance, healthcare administration or similar degree plans.
• 3-10 years-experience in business development (prospective customer identification, cold calling and sales engagement), for new business pursuit of products or services sales in the medical device, biomedical, IT or telemedicine segments.
• Experience calling on and selling to multiple, functional call points within health systems, including: IT, desktop services, biomed, nursing, supply chain/sourcing/procurement, finance, etc…
• Value-Added Reseller and distribution experience a plus.

• Excellent verbal, presentation and written communication skills.
• Expert and highly organized customer opportunity prospecting skills.
• Expert-level negotiation and contracting proficiency.
• Expert-level value-based, solutions and consultative selling…