Account Executive - Healthcare

Job Summary

The Account Executive is responsible for mastering SHI's value proposition to exceed revenue and profit goals by developing strategic sales approaches and cultivating relationships with both existing and new customers. The role involves identifying sales opportunities, collaborating with internal support teams and external partners, and communicating SHI's comprehensive portfolio of solutions tailored to customer objectives. The executive also builds market awareness through industry events and maintains a competitive edge by staying informed on industry trends.

• Master SHI’s value proposition to consistently exceed revenue and profit goals and develop penetrating sales strategies and pricing proposals.
• Cultivate relationships with existing customers and establish new ones through targeted sales techniques, including cold calling, meetings, and networking.
• Identify and create opportunities in the sales pipeline to achieve sales targets and develop business with existing customers.
• Collaborate with sales management to identify and manage sales opportunities, aiming to meet or exceed quarterly and annual targets.
• Build proactive partnerships with internal SHI support teams and external industry partners to drive business and maintain joint selling initiatives.
• Understand customers’ business objectives, IT priorities, and initiatives to provide tailored solutions.
• Position and effectively communicate SHI’s portfolio of products, solutions, services, and capabilities to customers and partners.
• Be aware of SHI’s industry competition and defend SHI’s value to win new business.
• Foster successful cross-department relationships and engage with extended SHI support teams for identifying new business opportunities and leveraging support resources.
• Build market awareness of SHI through participation in local/regional industry events, organizations, and affiliations.
• Continuously educate oneself to remain current on industry trends, products, and market conditions.

• Business Acumen:
  Evaluate market trends and competitive landscape to identify opportunities and risks.
• Closing Deals:
  Develop and implement a strategic plan for closing deals, identify high-value opportunities, and use advanced negotiation techniques to secure successful outcomes.
• Consultative Sales:
  Proactively seek out potential customers, initiate sales conversations, and contribute innovative ideas to improve the sales process.
• Interpersonal
  
  Skills:
  
  Communicate effectively, build relationships, resolve conflicts, and influence others in significant situations.
• Listening:
  Actively engage in listening by asking clarifying questions and providing feedback that shows a deep understanding of the conversation.
• Negotiation:
  Proactively seek out negotiation opportunities, initiate discussions, and contribute to conflict resolution.
• Organization:
  Coordinate multiple projects, delegate tasks where appropriate, and employ advanced organizational tools and methods.
• Presenting:
  Design and deliver engaging presentations, adapting the content and style to suit the audience, context, and medium.
• Professionalism:
  Proactively seek out challenges, initiate projects, and contribute to a professional work environment.
• Prospecting:
  Develop and implement a strategic prospecting plan, identify high-value potential customers, and use advanced techniques to initiate contact and build relationships.
• Self-Motivation:
  Proactively seek out challenges, initiate self-development projects, and contribute to personal or professional innovative ideas.
• Time Management:
  Use time effectively, balance multiple tasks, and meet deadlines.

• Ability to excel in a team selling environment
  - Intermediate
• Ability to continually meet or exceed sales targets
  - Intermediate
• Expertise in client relationship building and new business development
  - Intermediate
• Proficiency in account management
  - Intermediate
• Proficiency in project management
  - Intermediate
• Understanding of business operations and strategy
  - Intermediate

• Completed Bachelor’s Degree or relevant work experience required
• Minimum 3-5 years of successful sales experience
• Minimum 50% time outside of an office setting meeting with existing and potential customers
• Travel to customer sites within dedicated territory
• Travel to SHI, Partner, and Customer Events
• Currently hold or have the ability to obtain required sales and/or technical certifications within the first 90 days of employment

The estimated annual pay range for this position is $125,000 - $250,000, including base salary and commissions. Compensation is dependent on job-related knowledge, skills, experience, and market location.

• Medical, vision, dental, 401K, and flexible spending

Equal Employment Opportunity – M/F/Disability/Protected Veteran Status