DrFirst

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Senior Vice President of Sales and Account Management

Senior Vice President of Sales and Account Management

Job ID 
2017-1437
# of Openings 
1
Job Locations 
US-MD-Rockville
Posted Date 
11/15/2017
Category 
Executive/Management

More information about this job

Overview

This is a great opportunity to be a part of a successful Healthcare IT company experiencing significant growth. We have a proven product, brand-name customers, significant revenue and growth, and are backed by leading investors.

We seek an exceptional Senior Vice President of Sales and Account Management to lead our organization into the next phase of growth. We have had incredible success in our first 17 years, and are now set up and excited to enter into the next stage. Reporting directly to the COO and driving our revenue, this position will have a tremendous impact on the future of DrFirst and on healthcare.

This person will be an important member of our executive team working together to define the vision for securing our place as the market leader in the medication management market, and then successfully execute the plan to make it happen. They will partner with our existing SME’s and draw from his/her extensive experience and success, and bring new perspectives and solutions to enable exponential growth. As a trusted advisor to the COO, CEO, and President, our new SVP of Sales and AM must be an authentic collaborator and a proactive critical thinker. This person will be responsible for driving consultative sales approaches for complex enterprise level sales and account management, focusing on strategic customer wins, customer segmentation, and be responsible for the execution of the core business sales vision.

Who will love this job:

  • A driver who works with purpose and passion; someone who will elevate our executive team through new perspectives, ideas, and solutions.
  • A builder who enjoys building teams, new processes, systems, and structures as well as optimizing existing ones.
  • A trusted advisor and leader who sets a high-bar, develop and grow his/her team to perform today and tomorrow, and liaises effectively with internal and external business partners and customers.
  • A collaborator who recognizes the value of working with key stakeholders across the organization developing the go-to market messaging that positions DrFirst competitively to accelerate winning market share and profitability.
  • A strategic operationalist who utilizes a data-driven approach to make decisions and set a clear strategy and operating plan for our sales team to hit ambitious revenue goals.

 

Responsibilities

 

What you’ll do:

  • Develop and Execute Strategy. In an environment where the future success of the organization rests on the ability to anticipate where the market is headed, what the competition is doing, and what customers need to be successful, this person will recognize superior opportunities within the market and quickly mobilize to take advantage of those opportunities. He/She can create, articulate, and execute against a strategic plan. Develop strategic sales plans that align with the corporate strategy through market research, competitive analysis, customer engagements and business planning.
  • Effectively Influence Customer Decisions. Be a persuasive senior executive who can develop trusting relationships in a “win-win” fashion. Be an excellent communicator who is articulate, open, and easily engenders trust with both customers and across the company management team.
  • Build Systems and Processes. Work together with our Sales Operations team and Sales Leaders to optimize and transform our current systems, processes, and analytics. Build a vertical and segment sales strategy across multiple verticals, identify new opportunities, and provide organizational vision and communication, implementing repeatable processes, systems and best practices that are required to ensure improved operations and increased customer acquisition.
  • Focus on Data . Build upon our existing metrics to benchmark our team’s success and use data to guide decisions for future growth. Drive aggressive year-over-year growth through developing a model capable of supporting and sustaining high, double-digit revenue growth.
  • Develop and scale the team. Design the org structure and strategy with our recruiting team to aggressively hire top-notch salespeople and continuously develop new and existing sales team members. Attracting, hiring, and retaining top sales and account management talent to enable the achievement of targeted revenue goals.
  • Plan programs. Partner with our BD and Marketing team on planning key initiatives to drive opportunities and movement through the sales funnel. Establish both short-term and long-term sales goals and monitor achievement, taking necessary action as needed to ensure sales targets are achieved; assess and determine how the sales organization functions and identify improvements in the organizational model, team member profiles and account strategies to continually improve and scale operations.

Qualifications

What you should have:

  • A genuine interest and excitement in striving toward ambitious goals, hiring and rallying a team around those goals, and leveraging data to help you achieve those goals via methodical execution. Be highly entrepreneurial, with a high level of energy, dedication, and an unrelenting drive to succeed and win. Not afraid to roll up his/her sleeves.
  • Have proven record of accomplishment of success in garnering support and leading internal stakeholders, and be the internal/external evangelist. The sales leader must be able to inspire and motivate the team and get everyone moving in the same direction.
  • The technical knowledge to earn the respect of and work with the CIO and VP of Product to build solutions that solve complex needs. Must effectively communicate customer feedback and requirements, and drive to deliverables that meet client needs. This person should also be technically astute and be comfortable having deep conversations with CEOs, Presidents, CFOs and other VP and C-level executives, about healthcare IT trends, products and solutions.
  • Successful experience in a start-up organization. He/She will bring extensive experience operating in complex environments, but also have had prior entrepreneurial/start-up background. This person will have closed significant/marquee transactions in their prior organizations, and will bring a player/coach mentality and see the value of spending their time in the field with customers.
  • Reputation as a recognized sales leader in the healthcare IT high-tech industry, with extensive relationships and experience in B2B SAAS software sales, who has managed early stage sales driving revenues from inception to $150M+ ARR per year.

 

Ideal Attributes and Experiences Include:

  • 15+ years of experience building and leading a sales team (with at least 5 years in healthcare) at a major software, data analytics, or technology services company with a focus on selling complex solutions to C-level buyers.
  • Has managed, optimized, and led to the successful achievement of bookings plans and sales organizations that are responsible for $150M in annual recurring revenues.
  • A history of building, leading and retaining best-in-class sales teams; a leader who creates loyalty, trust and following by fostering a collaborative working environment. One who can energize people and teams, and make cross-functional operation happen. This individual must be highly respected by subordinates, peers, and superiors.
  • Domain expertise in several of the following areas: enterprise sales team growth and design, territory design, comp plan design, sales team hiring and development, account management, customer development.
  • Strong planning, financial and analytical skills; proven ability to apply these skills to optimize revenue growth, margin attainment, and sales organization profitability.
  • Experienced in healthcare IT SAAS sales models and bringing a strong business backbone that allows one to play a trusted advisor role to enterprise healthcare C-level executives.
  • Outstanding knowledge and successful use of proven sales processes and solution selling strategies and methodologies. Challenger Sales preferred.
  • Personally, driving and solving complex problems with strategic clients; while leading from the front.
  • Have a strong network of companies and vendors to help drive and close new business
  • A strong balance of strategic and tactical skills, with a high level of intellectual agility and capacity for original thought leadership; a clear ability to act as a change agent and professionally, and resourcefully, make an impact on the organization.
  • A strong focus on execution. This individual must be strategic and creative, but strong execution capabilities are critical for success. An executive with the appropriate level of drive and “toughness” to effectively manage multiple demanding and critical projects in a fast-paced environment, ensuring that results and deadlines are achieved.
  • Undergraduate degree required, MBA preferred or equivalent additional experience.

Physical Requirements:

  • 75% Travel to client sites or coporate offices
  • While in an office environment, 70% desk/phone work and 30% standing/moving throughout the office