As a Digital Health Executive, you will have the opportunity to partner with the country's top healthcare providers and leverage our digital health and software applications portfolio to enhance outcomes for patients and their caregivers. Hillrom's portfolio includes solutions for mobile communications, medical device integration, voice-activated communication, waveform visualization and alarm and alert management - solutions that can help our customers drive improvements in patient and caregiver communication, clinical outcomes, and clinical workflow. You will partner with cross-portfolio sales executives to target key accounts and close system-wide, software solution sales that aim to protect patients and improve caregiver and patient satisfaction.
The geography for this role is Dallas, TX and Oklahoma.
ESSENTIAL DUTIES AND RESPONSIBILITIES: - Other duties may be assigned:
Use health economics data to develop territory business plans to meet/exceed assigned sales goals
Gain trust and maximize credibility with customers and partners
Proactively source and drive new business by capturing previously untapped customers as well as growing existing installed base for Hillrom Digital Health solutions, including mobile communication, medical device integration, waveform visualization, alarm & alert management and more.
Deliver effective presentations that promote the value of Hillrom solutions as drivers for clinical outcomes. Communicate valuable technical insight that provides customers with confidence and assurance that Hillrom solutions complement their IT environment
Interact effectively with all roles within the customer C-Suite via strong executive presence, tenacity and health economics' savvy to gain access to this audience for meetings that drive the business forward
Effectively review and manage a territory with the ability to independently identify the hospital- or system-wide opportunities
Coordinate quoting and deliver proposals to customers that align with their needs, budget, and processes while managing discounts to protect margins for the business
Understand customer's buying processes well and effectively navigate the customers' contracting process in partnership with Hillrom legal and business resources
Effectively forecast and manage sales opportunities in Salesforce, inclusive of capturing next steps in the process, sales stages, probabilities, close dates and deal sizes.
Maintain and grow industry and product knowledge by staying up-to-date on healthcare trends, technology and economics
Utilize expertise to articulate specific economic and clinical benefits to customers including linking products to outcomes and providing solutions to customer needs.
Fully understand Hillrom's operational and service processes and be able to articulate processes to customers through sales process
Effectively negotiate and close deals, interfacing with key buying influencers, such as clinical users, medical users, and IT, as well as department heads and the C-suite (CMIO, CNIO, CNO, CIO, Chief Digital Officer)
4 years' experience as top performer in healthcare software direct sales at a hospital or system level, with C-level relationships
Bachelor's degree from an accredited university required
Strong successful solutions selling experience with a history of new account development with early-to-market digital and software solutions
Experience in learning and growing revenue for complex portfolio including new additions to portfolio
Technical understanding of IT environments and working knowledge of clinical and medical processes and workflows
Strong track record of high-dollar, innovative sales and lifecycle selling
Experience with Salesforce or similar CRM tool and track record of effective funnel management and forecasting
Strong work ethic, demonstrating a commitment to details, organization, and time management skills
Strong oral and written communication skills with ability to interact effectively with all levels of customers and staff externally as well as internal team members
Effective negotiation and closing skills
Up to 75% travel, including overnight