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Regional Business Development Director

The Position
We are currently looking for a Regional Business Development Director to join our team.  As a Regional Business Development Director, you will be part of a team which is responsible for managing the sales process of Strata Decision Technology’s organizational decision analysis and decision-support software systems in integrated health systems and hospitals. 

Responsibilities, not limited to:

  • Generate new customer leads through a range of channels (client engagement, networking, industry meetings, other territory development activities)
  • Develop territory and identify short and long term prospects and maintain sales plans for prospects
  • Develop leads provided by Strata Decision's business development channels
  • Manage, analyze, and lead potential sale opportunities for both new and existing clients
  • Plan and manage complex software demonstrations and presentations for prospective clients
  • Develop cross-sell and add on opportunities once client relationships are established
  • Facilitate effective post-sale transition from sales team to implementation team
  • Coordinate leads with Chief Revenue Officer
  • Analyze prospect’s corporate culture to determine the best sales approach for each lead
  • Presentations to prospective clients and to industry groups
  • Coordinate preparation of RFP responses when requested
  • Negotiate pricing and contract terms, subject to prior approval from CRO
  • Facilitate closing process through effective communication
  • Market research to determine risks and opportunities

Education and Experience:

  • B.S. degree or foreign academic equivalent or higher degree preferrably in Accounting, Finance, or Health Administration
  • 5 – 10 years of sales experience, preferably in healthcare finance, healthcare management consulting, or healthcare business software sales
  • Past experience communicating with healthcare finance executives (CFO, VP of Finance, Controller)
  • Strategic thinker who connects prospective client goals with software functionality
  • Knowledge of healthcare finance concepts (financial planning process, budgeting, financial statements)
  • Understanding of healthcare marketplace trends (I.e. healthcare reform, accountable care, consolidation) and their impact on hospital providers
  • Knowledge of healthcare decision support systems is a plus
  • Experience with demonstrations of highly complex software is a plus
  • Experience with contract negotiation strategies and tactics for long term contracts with total fees ranging from $250K to $2M
  • High caliber communication and presentation skills 
  • Excellent problem solving and analytic capabilities
  • Strong self-motivation, and the ability to work effectively with limited guidance when necessary
  • Comfort with medium range sales cycles (6 -12 months)
  • Willingness to be part of a new and growing sales force at a fast paced organization
  • Willing to travel up to 60% or more

 

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