• Director, Revenue and Strategy, Backline

    Job Locations US-MD-Rockville
    Posted Date 2 months ago(3/31/2019 9:35 PM)
    Job ID
    Account Management/Sales
  • About DrFirst

    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. Here you'll get to work with some of the smartest and most interesting people around; solving unique and complex challenges in healthcare on a scale matched by few companies.

    Our applications and programs are focused on making prescriptions safer and more efficient, helping hospitals, physicians, pharmacies and care providers save patient's lives! Your work will have a direct impact on over 170,000 healthcare professionals, 67,000 pharmacies and 60% of the healthcare IT vendors in the market! If you get excited about stretching yourself in new ways, developing yourself to your fullest potential, care about working with smart colleagues; we want to talk to you!

    Position Overview

    The Backline (Secure Texting Solution) Sales Manager is responsible for leading the inside Backline sales team focused on generating sales in new client markets, and upselling additional product solutions within DrFirst’s existing client base. In addition to owning, building and executing on a well vetted Backline sales plan, the Backline Sales Manager aids the Enterprise Sales team and Existing Client team to deliver against Backline targets, and influences product strategy. Success is defined as motivating a world-class sales team, building momentum in and owning the Backline markets in which he/she engages and delivering on all commitments to clients and to DrFirst. The successful candidate is innovative, passionate, and driven with the ability to foster strong client relationships, meet sales quotas, and drive awareness of our products, within a fast-paced entrepreneurial environment. You believe in not only serving customers, but also empowering them by providing the knowledge and tools to build better businesses and solutions for themselves.

    What you will work on

    • Create and execute against a comprehensive Backline sales plan for each market segment; Drives sales vision and mentors sales teams with best practice methodology and associated process to generate expected results
    • Identify and develop Backline business opportunities across a portfolio of prospects
    • Pursue and nurture trusted advisor relationships with prospects, ultimately focused on driving client value
    • Aid in the development of a comprehensive Backline Marketing strategy
    • Maintain and report on all Backline opportunities and sales
    • Aid sales reps to deliver against revenue target and drive market share for defined market segments
    • Aid sales reps to build and maintain a robust sales pipeline of qualified sales opportunities required to meet bookings quotas
    • Provide product Backline management leaders insight into client, market, and competitor activity that may impact the product roadmap
    • Personify DrFirst values and foster a culture which encourages those values
    • Aid sales teams in exceeding quarterly and annual Backline bookings quotas; provides ongoing metrics demonstrating progress to plan
    • Educate and reinforce DrFirst’s value proposition through key messaging and providing deeper understanding of benefits to clients
    • Assist in building highly strategic and account-specific Backline business plans and ensure that these are delivered successfully
    • Maintain and enhance DrFirst’s reputation as a leading-edge expert in the healthcare marketplace


    • 5-10 years of quota carrying experience in healthcare technology sales or business development
    • An additional 5 – 10  years of sales management experience at a healthcare technology company selling to an enterprise clientele
    • Strong leader with top written and verbal communication skills; Master negotiator
    • Action-oriented, results -oriented, 'take charge' attitude, capable of developing a strong business case for client action and the skills to bring those to close
    • Proven experience in scaling not only their company's current presence in the marketplace, but their ability to work together with other senior executives to ensure their offerings receives maximum exposure across several of their company's clients
    • Very deep knowledge of the healthcare industry including current workflow and regulatory challenges, emerging trends, and supporting technology
    • Ability to communicate successfully with a diverse set of clients and decision makers, spanning all levels across the multidisciplinary healthcare landscape
    • Proven track record of sales team performance
    • Prior experience selling Secure Texting highly desired
    • Knowledge of the Secure Texting Market highly desired

    Physical Requirements

    • 40% Phone/desk work
    • 40% Travel
    • 20% Standing/moving throughout the office


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