Senior Field Sales Executive – Pharmacy Workflow Sales

Location

Location: Remote – Mid Atlantic territory consisting of GA, SC, NC, VA, WV, DE, DC, MD, KY, IN, IL, MI. Preference for residing near to a major airport within the territory.

The Senior Field Sales Executive – Pharmacy Workflow Sales is responsible for the direct sale of Pharmacy Compliance solutions using expertise in the hospital marketplace, healthcare information technology, medical informatics, relationship building and networking in the healthcare market.

The primary focus of a Senior Field Sales Representative at Wolters Kluwer, Pharmacy Health Technology (PHT), is to generate new sales revenue and meet/exceed sales goals. This role requires a high level of energy and initiative to prospect new customers and drive opportunities from inception to invoice. The Sr. Field Sales Manager must be able to drive urgency and consensus among pharmacy leadership, up to and including Chief Pharmacy Officer and navigate a complex technical sale.

They should be comfortable connecting with and leading sales calls/meetings and presenting to Pharmacy Leaders with the ability to elicit underlying problems and identify pain points through discovery and diagnosis throughout the sales process. A successful Sr. Field Sales Manager is a closer, willing to do what needs to be done to advance and close a sale through calls, conferences and site visits to understand the customer and their pain points, build strong relationships and close deals.

• Work remotely, travel up to 50% of the time, and manage their business with a high level of integrity, maturity and a concern for managing all facets of new business sales within the assigned territory.
• Ability to navigate and close technically complex sales involving transmission of Protected Health Information (PHI) requiring integration with a hospital/facility EHR.
• Identify, prospect and build relationships with Chief Pharmacy Officers and VPs of Pharmacy at targeted health systems and hospitals.
• Leverage deep understanding of business, financials, the solution set and needs/challenges of the market to identify and pursue key targets within the territory.
• Employ the Wolters Kluwer CSC sales process in every opportunity to drive sales to successful closure.
• Build and maintain effective sales plans, pipelines and forecasts.
• Analyze territory to prioritize targets and build a comprehensive territory plan to achieve quarterly and annual sales targets.
• Leverage internal resources and processes.
• Have a strong desire to be a part of a team that is working to improve healthcare by applying technology where it is most needed.
• Have a quantifiable and successful sales record of selling to the hospital market.
• Possess a strong business acumen, leadership skills, accountability and be a self-starter with excellent written and verbal skills.

• BS/BA degree or equivalent work experience

• 5+ years as a top performer with senior level of healthcare technology sales experience, preferably selling software solutions to senior hospital executives.
• Experience selling complex clinical software solutions to hospitals with the ability to confidently articulate the value of our products to a cross functional hospital buying team.
• Demonstrated success by meeting or exceeding quotas on a consistent basis.
• Proven excellence and motivation to prospect at the executive level.
• Ability to qualify opportunities and assess prospect value and forecast sales opportunities.
• Strong presentation, management, and negotiation skills.
• Process-oriented, strategic approach to selling with a track record of qualifying and closing complex, high value sales transactions.
• Desire to participate in sales training, tools training, and ongoing product specialization training.
• Ability to drive the sales process from prospecting through closure.

• Experience with
• Expertise in the healthcare and pharmacy space.
• Knowledge of Electronic Health Records (EMRs), analytics, IV Workflow Management Systems, pharmacy compliance solutions.

Up to 50% of travel when needed for conferences/events, team…