Job Details
POSITION SUMMARY
The Health Systems Executive is responsible for driving strategic sales initiatives in an assigned Integrated Delivery Networks (IDNs) and health systems to include identifying, qualifying, and closing new business bookings opportunities. The Health System Executive is accountable for designing and executing a territory plan centered around all Agiliti solutions as part of the Equipment Value Management framework.
PRIMARY OBJECTIVES AND RESPONSIBILITIES
Time and Territory Management
- Understands strategic position in industry and territory.
- Establishes long term goals in territory and can develop annual and quarterly goals that create a clear pathway to achieving the long-term goals.
- Manages time and resources to ensure that work is completed efficiently and on schedule.
- Embraces Customer Relationship Management tools to effectively manage sales territory and execute sales objectives.
- Demonstrates a working knowledge of the specific markets (Including Acute Care, Long-term Care etc.)
- Effectively leverages local Territory Executives and cross functional subject area experts to execute on growth strategies within assigned territory
Customer Aligned Sales Process
- Adapts to customer needs and buying process; adjusts messaging and sales process accordingly.
- Conveys information to customers in a clear, compelling way that will positively affect their thoughts and actions.
- Identifies, qualifies, and closes business opportunities in assigned territory and demonstrates an ability to strategically assess and approach a territory to optimize and execute a sales plan.
- Keeps customer commitments, resolves customer problems, and exceeds customer expectations.
- Effectively manages internal sales process by leveraging appropriate resources (Territory Executives, Operations Counterparts, and Corporate Resources.)
- Conducts business reviews with customers.
- Manages external customer relationships (doctors, hospitals, and surgery center personnel) through regularly calling on client locations.
Insight Selling Methodology
- Translates the benefits of solutions, products, and services to customers involved in the decision-making process based on understanding of their individual needs and/or business problems to solve.
- Possesses an in-depth understanding of customer needs and challenges to effectively deliver insights during each customer interaction.
Equipment Value Management
- Articulates how the EVM framework drives meaningful improvements to equipment workflows within hospitals while simultaneously improving quality, reducing costs, and elevating patient experiences.
- Stays current on all Agiliti s service offerings and sales trainings.
QUALIFICATIONS
- BS/BA degree in business, sales, or marketing.
- 10+ years healthcare sales or related experience required.
- 5+ years of experience driving revenue growth within IDNs and health systems.
- Experience working in a team-based selling environment preferred.
- Previous experience selling services is preferred.
- Must be available to travel up to 50%.
- Must hold a current, valid, and unrestricted driver s license. Must have a safe driving record based on Agiliti policies.
KNOWLEDGE, SKILLS, AND ABILITIES
- Has the focus, persistence, positive outlook, and discipline to meet the personal demands of a sales role.
- Anticipates problems or opportunities and takes immediate action to address them.
- Follows through on commitments and agreements.
- Sets challenging personal and business goals and demonstrates tenacity toward achieving those goals.
- Communicates effectively, both written and verbally, to internal and external partners.
- Sets high standards of performance, quality, and accountability for self and others. Guides by example.
- Professionally presents and conveys our services using the Challenger Sales methodology, utilizing available tools such as whiteboarding and virtual meetings when applicable.
- Builds strong cross-functional internal relationships.
- Comprehends and understands Sales Incentive Plan, budget, and District Profits & Losses.
- Ability to speak competently about all clinical equipment found in hospital environments as well as solid comprehension of hospital finance, reimbursement, regulatory, and safety practices.