Director, Business Development (Studer K-12)

The Opportunity

Huron helps its clients drive growth, enhance performance and sustain leadership in the markets they serve. We help healthcare organizations build innovation capabilities and accelerate key growth initiatives, enabling organizations to own the future, instead of being disrupted by it. Together, we empower clients to create sustainable growth, optimize internal processes and deliver better consumer outcomes.

Health systems, hospitals and medical clinics are under immense pressure to improve clinical outcomes and reduce the cost of providing patient care. Investing in new partnerships, clinical services and technology is not enough to create meaningful and substantive change. To succeed long-term, healthcare organizations must empower leaders, clinicians, employees, affiliates and communities to build cultures that foster innovation to achieve the best outcomes for patients.

Joining the Huron team means you'll help our clients evolve and adapt to the rapidly changing healthcare environment and optimize existing business operations, improve clinical outcomes, create a more consumer-centric healthcare experience, and drive physician, patient and employee engagement across the enterprise.

Join our team as the expert you are now and create your future.

Position Summary

Huron Sales leaders are high caliber executives capable of using their expertise to build authentic, valuable relationships with healthcare executive leaders to identify their most pressing issues and successfully sell Huron's consulting solutions.

Sales/Business Development Directors are dedicated to a seamless customer experience and have a passion for helping organizations achieve excellence across all divisions. If you have a desire for making a difference in healthcare and the expertise to make it happen, join a company known internationally for leading healthcare organizations to sustainable success.

Qualifications

As Business Development Director, you will be responsible for both existing client expansion opportunities as well as net new client acquisition.  The BD Director will meet or exceed sales objectives of the assigned territory by promoting and selling the Studer Education portfolio of solutions and services through a consultative selling approach that effectively aligns the products to customer business objectives, while demonstrating a quantifiable value proposition for the customer.

Specific responsibilities will include:

• Generating new sales from accounts currently not served by Studer Education.

• Meeting and exceeding established sales quotas while adhering to the company's sales rules of engagement.

• Making prospecting a part of the regular routine, ensuring that new pipeline is being added on a consistent basis.

• Managing a complex, enterprise sales process.

• Taking on the role of "Virtual CEO" on all RFPs in the territory.  Working with the RFP team, it is the responsibility of the BD Director to have a complete understanding of the prospects needs.  This includes understanding of the partner requirements, price sensitivity, incumbent product, potential objections or concerns, the district's strategic value proposition, and any other relevant information necessary for a successful sales process.

• Continually learning about new products and improving selling skills. The AE will be required to attend training events throughout the year and will be expected to participate in self-paced tutorial.

• Being well informed and conversant about current education industry trends and challenges facing prospective clients.

• Becoming familiar with all Partner relationships and how they relate to company sales.

• Becoming proficient with SalesForce - and effectively using the CRM to enter all sales information into this system to support accurate and proper forecasting/reporting.

• Keeping abreast of competition, competitive issues, and products.

• Travel to industry conferences for networking, development and relationship building to create new prospects and build ongoing relationships with existing partners.

• Preparing written presentations, reports, and price quotations.

• Assisting in contract negotiations.

• Managing sales pipeline and effectively forecasting to leadership.

• Effectively and efficiently employing company resources at appropriate stages in the sales cycle; matching level for level, to grow and advance the sale.

• Defining and executing territory sales plans.

• Developing positive relationships with other employees in Marketing, Product, Coaching, Operations and other departments, as needed.

• Collaborating with colleagues and supporting the overall team effort within the sales organization, to ensure that knowledge and expertise is leveraged throughout the sales team.

• www.studereducation.com

The Requirements:

• Bachelor's degree (e.g. BA, BS)

• Minimum of 10 years' sales experience in a closing/quota carrying sales role; experience in K12 market solutions preferred.

• Demonstrated success as a top performer in a closing sales role (exceeding goals and quota) in a consultative selling environment.

• Ability to manage a territory and develop an associated strategy.

• Ability to thrive in a team environment and collaborate across functions.

• Proven success prospecting, building a pipeline, forecasting, moving opportunities through the sales cycle; proposing, presenting and discussing solutions with Superintendents and other senior level decision-makers.

• US work authorization required.

Other Requirements:

• This position requires the BD Director to work out of a home office.

• Travel:  Expect 40% - 50%

The estimated base salary range for this job is $135,000 - $175,000. The range represents a good faith estimate of the range that Huron reasonably expects to pay for this job at the time of the job posting. The actual salary paid to an individual will vary based on multiple factors, including but not limited to specific skills or certifications, years of experience, market changes, and required travel. The job is also eligible to participate in Huron's benefit plans which include medical, dental and vision coverage and other wellness programs. The salary range information provided is in accordance with applicable state and local laws regarding salary transparency that are currently in effect and may be implemented in the future.

Posting Category

Healthcare

Opportunity Type

Regular

Country

United States of America