RVP, Sales Northeast Region - REMOTE POSITION

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