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Health System Inside Sales Representative
Elsevier
Maryland Heights, MO, United States
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We’re looking for motivated, action-oriented, self-starters to sell our portfolio of enterprise information solutions to healthcare providers, including physicians, nurses and pharmacists.
Elsevier is the leading provider of medical information in the world. In fact, we provide over 25% of the world’s clinical content, and serve over 20 million healthcare professionals. Clinical Solutions is uniquely positioned to help our customers achieve success. We have a clear mission to use our evidence-based content to deliver better outcomes for patients. Across a complex care continuum and a diverse spectrum of care providers and patients, Elsevier offers solutions and services that help customers utilize and integrate content to improve professional practice, reduce care variability, engage patients and promote a culture of quality, safety and satisfaction – optimizing care delivery, the patient experience and financial outcomes.
Purpose of the Role
The Health Systems Sales Representative is primarily an Elsevier office-based position charged with identifying new business opportunities at Health Systems, Hospitals and Medical Schools within the region to sell our Elsevier Clinical Performance Solutions. The sales executive will be responsible for partnering with the top accounts in the territory, calling on c-suite and key decision makers to create a value proposition for use of Clinical Performance products. 70% of the time will be spent generating new sales and closing new contracts, as well as upselling new solutions to existing customers. The additional 30% of the time will be spent renewing contracts which are in their last year.
The Clinical Performance Health System Sales Representative will represent the following products:
Clinical Reference Suite:Elsevier’s flagship product, our Clinical Reference Suite is designed to answer clinical questions for practicing physicians, nurses and pharmacists at the point of care. It includes three different modules:
1. ClinicalKey is a clinical search engine that supports clinical decisions by making it easier to find and apply relevant knowledge. We drive better care by delivering fast, concise answers, and deep access to evidence whenever, wherever you need it.
2. ClinicalKey for Nursing is a clinical search engine that supports clinical decisions by making it easier to find and apply relevant knowledge. We drive better care by delivering fast, concise answers, and deep access to evidence whenever, wherever you need it.
3. Clinical Pharmacology powered by ClinicalKey empowers healthcare professionals to deliver the best care and patient safety by providing the fastest access to the most current, accurate and clinically relevant drug information and trusted evidence to make sound medication decisions.
Performance Management Solutions: Used to track training and knowledge acquisition, these solutions help develop and maintain a high performing team, which ensures consistent top performance in patient care and administrative management through evidence-based interactive training. Products include the following:
1. Clinical Skills: Elsevier Clinical Skills (formerly Mosby’s Skills) enables organizations to standardize education and manage competency among their nurses, therapists and other health professionals. By combining over 1,300 evidence-based skills and procedures with competency management functionality, it helps ensure that knowledge and skills are current and reflective of best practices and the latest clinical guidelines.
2. Clinical eLearning: Clinical eLearning provides authoritative online education to support clinical practice and the development of nurses and other health professionals. Organizations can reduce care variability and improve patient outcomes by delivering accessible, evidence-based educational content that supports practice improvement, orientation of new clinicians and continuing education for experienced clinicians. Elsevier has leveraged its long history of relationships with key associations into exclusive development partnerships to harness industry expertise, authority and credibility. A sampling of our development partners includes AACN, ENA, ANPD and SPN. Our expertise and process has earned us the reputation as the premier clinical e-learning provider in the industry.
3. Home Health Care allows home health care organizations to address the challenges associated with orientation, continuing education and competency management. Comprehensive and web-based, the suite includes evidence-based eLearning, skills and procedures, and competency management resources to help home health care organizations maintain regulatory compliance, improve care consistency and promote optimal patient outcomes.
Job Responsibilities:
The specific responsibilities associated with the position are as follows:
• Identify, qualify and close opportunities at Health Systems, Hospitals and Medical Schools to drive new business growth of the Clinical Performance portfolio in the assigned territory
• Grow the existing book of business by renewing all contracts during the last year of the agreement (active renewals)
• Create and maintain a territory business plan, identifying all key renewal / upsell / new business prospects
• Establish credibility and build relationships with multiple departments and decision makers and influencers within the hospitals, including the C-suite
• Build and maintain a pipeline of at least 3x quota with qualified opportunities, and effectively move them through the selling process via CRM
• Demonstrate the ability to accurately forecast new business and renewals
• Maximize revenue generation potential for the company by identifying multi-product, portfolio opportunities, and collaborating with peers to identify opportunities outside the core product area
• Establish strong competitive intelligence, by learning everything possible about the competitor’s products, strategy, and sales approach in the marketplace
• Establish strong internal relationships with all key stakeholders, including peers, Sales Operations, Product Management, and Marketing personnel
• Demonstrate the ability to work collaboratively and resolve conflict across different functional areas in a matrixed organization, as well as with external stakeholders
• Perform effective product demonstrations remotely through Clearslide or other technology based applications
Accountabilities and Performance Measures:
• Achievement of new and renewal quotas
• Creation and replenishment of a robust pipeline of qualified opportunities (3x to quota pipeline)
• Continuous updating of all sales activity and pipeline progression in the CRM system
• Accurately forecast renewals and new sales
• Demonstrate a strong work ethic and sense of urgency
• Support of strategic objectives defined by executive management and Sales leadership
Reports to the Clinical Performance Sales Director
Our Requirements:
You should have a proven track record of success from B2B sales, strong technology solution selling experience; healthcare experience is preferred
• 3+ years of sales experience in competitive sales environment
• Proven track-record of success in prospecting & closing new business, leading to consistent quota achievement
• Demonstrated experience with “Consultative Selling” to identify and solve customer problems
• Experience selling technology solutions in a complex B2B/healthcare environment, with multiple influencers and high-level decision makers
• Excellent analytical and problem solving skills
• Strong organizational skills to identify develop and manage opportunities
• Knowledge of regulatory environment in healthcare is a plus
• Strong communication (verbal and written) and presentation skills; fluency in English
• Self-starter, resourceful and a positive attitude is a must!
• Ability to travel overnight, up 10% of the time
• BS/BA preferred, MBA helpful or equivalent work experience
We Offer:
• Competitive salary, based on experience
• Generous commission and bonus plan based on performance, which is uncapped
• Excellent medical, dental and 401K benefits
• All expenses and travel paid
• Excellent training program, to aid in a fast start
• Numerous online resources to assist with your self-development and career progression
• An opportunity to grow and advance within a global organization
Elsevier is an Equal Opportunity Employer