Apex Expansion Representative

Description

Job Summary:

The Apex Expansion Representative will be responsible for upselling Provation Apex solutions to existing Provation Apex customers.

Duties & Responsibilities:

Achieve Sales Quota

Develop and execute sales strategies to open, advance, and close Provation Apex upsell opportunities within existing Provation Apex customers

Serve as the sales point of contact for all existing Provation Apex customer upsell opportunities

Routinely and consistently prospect existing Provation Apex accounts for upsell opportunities

Partner with Provation field sales team and Customer Success team to identify Provation Apex upsell optimization and improved efficiency opportunities

Conduct sales calls to understand & assess Apex customer optimization and efficiency opportunities. Align Provation Apex upsell solutions to these needs.

Perform value-based selling of Provation Apex solution in a consultative, professional manner

Meet target Sales Productivity Key Performance Indicators (KPI's) for assigned sales activities

Lead & manage customer proposal & negotiations process consulting with sales leadership

Achieve Provation Apex upsell targets and sales quota in assigned territory

Strategically Manage Customer Relationships

Identify key buying influencers within Apex accounts

Develop, build, and strengthen long-term on-going relationships with executive and director level stakeholders

Actively facilitate customer engagements to understand each customer’s unique organizational strategies, initiatives, and challenges

Establish a scheduled, routine, and predictable customer communication cadence

Listen and use critical thinking to evaluate each customer’s current state of Provation. Provide recommendations to optimize and advance the use of Provation.

Communicate customer feedback on existing and new products to internal stakeholders including internal Product, Technology, and Commercial stakeholders

Participate in GI market and customer trade shows, user groups, and education events

Actively Manage a Sales Funnel

Successfully manage the Apex upsell sales cycle from lead-to-close to drive growth within assigned accounts and territory

Maintain a healthy pipeline of Apex upsell opportunities

Accurately manage monthly/quarterly forecasts and rolling 12-month territory pipeline

Accurately forecast sales stage transitions & close dates based on customer exit criteria evidence

Maintain working product and market knowledge

Acquire and maintain comprehensive Provation Apex solution knowledge

Learn & understand major market trends & associated Apex upsell improvement opportunities

Sales administration

Make entry and document all account, prospecting, and opportunity activities in Salesforce CRM

Complete and remain current with administrative reporting as assigned (e.g., expense reports)

Assist current Provation Apex customers with existing invoice and contract questions and needs

Job Requirements:

Education & Experience

Bachelor of Science (BS) or Bachelor of Arts degree (BA) is required.

Experience with Salesforce.com or a similar CRM solution.

Experience with SaaS software.

2+ years of sales experience with point-of-care solutions.

Proven track record of sales in healthcare industry.

Other Knowledge, Skills, Abilities or Certifications:

Self-starter and strategic thinker with the aptitude to work both autonomously and with a team

Strong business/financial acumen

Curious professional with growth mindset; coachable and highly adaptable

Courageous; loves to compete and handle objections

Highly accountable; has a bias for action and driving results

Customer obsessed; strong communication and presentation skills

Organized with high attention to detail; ability to manage multiple priorities simultaneously

Proficient with Microsoft Office applications