Account Executive - Dallas/Houston - Healthcare/Medical Device Sales

Account Executive - Dallas/Houston - Healthcare/Medical Device Sales

Posting Job Title: Account Executive - Dallas/Houston - Healthcare/Medical Device Sales
Requisition Number: 11-7165
State: Texas

City: Houston

Shift: Not Applicable

Job Description: UpToDate (www.uptodate.com) is an innovative, growing company with an excellent product and talented people. Our staff of physician editors, technology experts, and sales and marketing professionals work together to produce an electronic clinical information resource for physicians and patients that provides current medical information in a format that is easy to access and use. A key to our success is our ability to answer real-world clinical questions in real time.

. The ideal candidate will have previous experience within Hospital/Medical Center Sales, presenting to C-level executives.
. You are a proven account manager with relationship selling experience.
. You have experience presenting difficult pricing increases.
. You have 5+years of healthcare/medical device account management experience -- improving account relationships and building campaigns.

The Account Executive will work with a team that has full operational responsibility for UpToDate's sales activities in the approximate geographic territory of (Texas, Louisiana, Arkansas, Oklahoma, Kansas, New Mexico, Colorado, and Utah). Regional lines may change periodically.

Using expertise in healthcare information technology, medical informatics, relationship building and networking in the healthcare market, the person in this position focuses on building relationships and growing existing and prospective institutional accounts.

Responsibilities:

. Accountable for all Sales and Revenue generating activity in his/her region for new hospitals, ambulatory care centers and other classes of trade
. Identify, market and sell the UpToDate subscription service to prospective accounts
. Identify, build relationships and successfully renew existing UpToDate accounts in a timely manner
. Create and update a Territory Business Plan to include strategy, tactics and milestones as it relates to hitting goals set by the company.
. Collaborates with his/her team and builds target list of accounts for UTD New and Renewal business
. Assists and communicates effectively with all Account Managers and UTD departments as it relates to the company selling process
. Assist UTD departments responsible for ensuring current enterprise customers are in compliance with contract terms and conditions
. Comply with established sales policies, pricing guidelines, and best practices for UTD's service offering.
. Build and maintain effective Sales Plans, Pipelines and Forecasts in CRM tool where applicable.
. Manage prospective subscribers through the sales and implementation cycle by:
o Diligently targeting hospitals and group practices and following up on leads and inquiries.
o Managing and being held accountable for all aspects of Trial Activity
o Consistently achieve monthly activity metrics as defined by Sales Management.
o Identify and build effective relationships with the respective decision-makers, key influencers and stakeholders.
o Identifying solutions that will effectively address the prospect's needs as well as UpToDate's business needs.
o Ensuring all proposals are completed in their entirety and understand appropriate timing of providing it to the prospective customers.
o Effectively and efficiently managing the prospect through the license agreement approval process.
o Working with Customer Care to seamlessly move the new subscriber through the implementation process.
o In conjunction with Sales and Marketing Departments, ensure that the new subscriber realizes and recognizes the full value of our service.
. Attend conferences to promote UpToDate's visibility and generate leads and sales.
. Maintain the highest standards of integrity and respect for co-workers, customers and prospects.
. Accounts Receivable, work with sales team to ensure accounts are set-up for timely payment.
. Special projects as deemed by the Sales Manager, Director or VP.

Qualifications: Requirements:

. A BS/BA Degree; MBA preferred but not required
. 3-5 years prior healthcare sales
. Track record of success in building relationships and presenting to C-Level
. Experience demonstrating and selling sophisticated and complex products/technologies, IT Solutions sales preferred
. Ability to construct, present and execute a Territory Business Plan
. Strong analytical skills
. Excellent listening and presentation skills
. Ability to travel overnight up to 60%
. Demonstrated success working responsibly and effectively in home office environment and ability to travel independently
. Effective time management, and prioritization skills
. Strong computer skills (Internet, Excel, PowerPoint, Word, CRM Programs)
. Good driving, credit and personal records


We offer competitive compensation and outstanding benefits including bonus, health, and 401(k) plan with profit sharing, and a casual work environment.


UpToDate is an Equal Opportunity/Affirmative Action Employer.