Sales Executive, Manager

Job Description 

The primary responsibility of the Sales Executive is to sell athenahealth’s revenue cycle management and clinical solutions to mid-sized physician groups (6-15 MDs) and healthcare organizations within an assigned geographic territory. The Sales Executive is responsible for meeting and or exceeding the assigned quota for their territory. The ideal candidate should live within their territory. This position requires 60% travel.      
      
Responsibilities may include, but are not limited to:       

• Independently manage assigned territory: Eastern US: Florida and a portion of Michigan 

• Ensure their region achieves or exceeds required quota;     

• Develop integrated territory sales plan and ensure territory coverage to touch all opportunities on a scheduled basis;     

• Identify prospective situations where athena services can be sold;     

• Using leads obtained through lead developing process, contact potential clients to assess their individual needs and demonstrate how athena’s products can meet or exceed these needs;     

• Target and obtain audiences/appointments with physicians and physician practices;     

• Present athenahealth solutions from beginning to end by conducting in-person demonstrations and utilizing a "solution selling" approach;     

• Develop and submit comprehensive proposals based on the individually assessed needs of potential clients;     

• Maintain accurate up-to-date sales pipeline and forecasts    

• Successfully negotiate contracts      
        

Qualifications:      

• BA required, advanced degree preferred;      

• A minimum of 5 years of experience selling practice management/revenue cycle or EMR software/solutions to office-based doctors or physician organizations or at least 4 years of experience consulting and selling solutions to medical practices/hospitals;      

• Ability to travel 60% of the time;      

• Solid mastery of the economics of medical practices and ROI delivery;      

• A successful, multi-year history of achieving or exceeding sales quotas of $2 million or more annually; with an average deal size of $750K or more;    

• Strong sales administration skills, timely and accurate reporting;      

• Demonstrated experience developing processes to obtain leads through comparison and evaluation of possible sourcing opportunities;      

• Expertise in territory planning, management and organization;     

• Demonstrated expertise in direct-selling to C-Suite members and contract negotiations with C-Suite and Legal teams