Opportunity Identification & Development. Identify target opportunity and stakeholders. Facilitate outreach and background information collection with new opportunity. Identify and build relationships with key stakeholders. Conduct customer needs assessment. Qualify target opportunity based upon account value, threats, and barriers. Determine opportunity accountability & responsibilities by role for active selling phase. Active Selling. Identify and validate customer needs. Communicate product v... more details
Location - US Remote (Cincinnati, Cleveland, Columbus and Dayton, Ohio along with Pittsburgh, Pennsylvania).
Wolters Kluwer Health's Clinical Effectiveness (CE) organization is a fast-growing and innovation-driven healthcare information technology (HIT) provider working on the front lines of clinical care. Our talented team of physician and pharmacist editors, technologists, and product visionaries collaborate to provide advanced clinical decision support solutions that measurably improve clinical effectiveness by helping healthcare professionals provide optimal care for their patients.
We are searching for an Account & Relationship Management Executive to join our team!
The Account & Relationship Management Executive position is a remote sales opportunity within the Northeast geographic territory. The Account & Relationship Management Executive will be responsible for growing an existing book of business in the Commercial market segment (ie. PBM, Retail Pharmacy Chains, Pharma, Wholesalers, System Integrators and Health Insurers) through consultative selling. Ideal candidates will reside in the OH area, but may also be located within the nearby surrounding territory areas (Pittsburg, PA, WV). Territories are subject to change periodically.
ESSENTIAL DUTIES AND RESPONSIBILITIES
Opportunity Identification & Development
Identify target opportunity and stakeholders
Facilitate outreach and background information collection with new opportunity
Identify and build relationships with key stakeholders
Conduct customer needs assessment
Qualify target opportunity based upon account value, threats, and barriers
Determine opportunity accountability & responsibilities by role for active selling phase
Active Selling
Identify and validate customer needs
Communicate product value proposition and solution design
Customize value proposition/product solution proposal
Develop and review implementation scope
Handle activities related to contract creation, terms and conditions development, quoting, and modifications
Conduct contract reviews, pricing, and negotiation
Obtain final signature and finalize order
Customer Management
Review account utilization management reporting
Conduct regular account review meetings
Collaborate with marketing in account communications planning and marketing campaigns
Identify cross-sell and up-sell opportunities
Oversee contract renewals
Other Duties
JOB QUALIFICATIONS
Education:
Minimum Experience:
3+ years B2B field/outside sales experience in a comparable role
Demonstrated ability to build relationships and present to key decision-makers in the Commercial market (PBM, Retail Pharmacy Chains, Health Insurers, Pharma Mfg., Drug Wholesalers, Systems Integrators etc.)
Excellent account management skills and ability to manage external and internal business priorities
Ability to demonstrate and communicate value of sophisticated and complex products/technologies
Highly motivated, with proven ability to over-achieve individual and team-based target
Ability to construct, present and execute a Territory Business Plan
Preferred Experience:
Other Knowledge, Skills, Abilities or Certifications:
Excellent analytical, listening and presentation skills
Effective time management and prioritization skills
Exceptional verbal and communication skills
Excellent administrative and organizational skills and process-orientation
Expertise in Microsoft product suite and Salesforce preferred
TRAVEL REQUIREMENTS
