RVP, Sales Northeast Region - REMOTE

Job Description

JOB SUMMARY:

The Regional Vice President of Sales, Northeast will be responsible for the achievement of company goals by growing revenue by obtaining net new customers, along with retaining and growing sales of our current population health management solutions risk bearing entities.

The ideal candidate for this position will have experience identifying sales opportunities, qualifying leads, building a pipeline of qualified prospects, identifying prospect needs and pain points, presenting solutions, creating proposals, negotiating contracts and closing sales within integrated healthcare delivery networks, Health Systems, ACO’s, payers, CINs and Group Practices.

JOB RESPONSIBILITIES:

Identifying sales opportunities

Building and maintaining a pipeline of qualified prospects

Creating and performing sales presentations/demonstrations of Lightbeam software and solutions to potential clients

Creating proposals, negotiating contracts, and closing sales

Representing the company at various events and trade shows

Improving and refining processes to increase sales and facilitate integration of new accounts as contracts are closed

Meeting and/or exceeding objectives

Ensuring prospect database contains current information on revenue potential, close probability, etc. for all prospects

Developing a solid understanding of the organization and our products and services

Understanding and staying up to date on Lightbeam’s strengths and weaknesses as compared to competitors

Understanding and staying up to date on competitive products and services within the marketplace

Comprehending and executing company’s value proposition to effectively communicate to the “C Suite”

Building and leveraging strong relationships with key customers to fully understand their business situation to move the account(s) beyond standard selling

Participating with other team members on “high-value” customer/prospect calls, as required, using solution/consultative selling methodologies

All other job-related duties as assigned

Working to promote Lightbeam team culture

QUALIFYING JOB KNOWLEDGE, SKILLS, & ABILITIES:

4+ years of selling services, solutions and/or products into the healthcare provider market, with some of those sales having a long sell cycle

Experience with value-based care and total care management solutions

Proven track record of building “C Suite” relationships, negotiating, closing contracts

Meeting and/or exceeding sales activity, revenue, and profit goals

Foundation of executive level relationships in the region to immediately leverage

Significant experience in large, complex sales involving multiple decision makers and/or stakeholders

Relevant experience in “solution” vs. “product” sales, including ROI selling techniques

Experience in selling hosted/SaaS services-oriented businesses a plus

Strong knowledge of negotiating and closing contracts (with long sale cycles preferred)

Experience selling solutions to organizations to manage Medicare Advantage risk improvement, Medicare Advantage STAR improvement, etc. a plus

Top 10% or greater performance in current and previous position(s)

Ability to travel 50% or greater

COMPETENCY REQUIREMENTS:

Expert presentation, collaboration, verbal, written and interpersonal communication skills

Executive caliber businessperson

Financially literate

Strong business judgement to apply into developing and closing business

Executive level communicator

Strong personal presence

Detail oriented

Highly competitive and performance driven, both being customer driven and profit oriented

High energy and drive

Ability to take accountability, without hesitation, for results

Must like working in a dynamic (early stage) environment as well as having a successful track record of growing revenue from early adoption through market share leadership

Is honest, forthright, and trustworthy

Maintains high standards of ethical conduct

TECHNICAL REQUIREMENTS:

Ability to present using PowerPoint and demoing our solutions in a live analytics environment

Be savvy with CRM/Salesforce and MS Office Suite to maintain accounts and productivity

Understand HIT standards, terminology, market trends and competitive environment

EDUCATION:

Bachelor’s degree in Sales and/or Marketing, Business Administration, related health field or equivalent experience