Director, Sales (Mid-America)

Job ID
2017-20718
Employment Type
full-time
Chicago
Hours Per Week
0.00
IL

Overview

nThrive empowers health care for every one in every community by transforming financial and operational performance, enabling health care organizations to thrive. Our loyal customer base includes 17 of the top 19 health care systems named by U.S. News and World Report in their 2015 Best Hospital’s Honor Role. With the industry moving to complex, value-based payment models, nThrive’s Patient-to-Payment offerings take a holistic view of the entire revenue cycle to create an integrated, high-performing ecosystem.

 

 

Leveraging extensive knowledge of the healthcare revenue cycle, this role manages and leads the full sales cycle strategy for the entire nThrive portfolio, including technology, services, analytics, education and advisory, with the goal of achieving sales and revenue growth for a given geographic territory. This consultative sales cycle includes discovery, prospecting, negotiating, and closing sales. Our Sales Directors receive top-notch revenue cycle and value based selling training and tools to ensure their success.

Responsibilities

  • Develop a deep knowledge of nThrive solutions, products and services, becoming a subject matter expert for nThrive prospects and Clients in both the revenue cycle and nThrive solutions.
  • Continually conduct market and competitive research, and, build strategic prospecting plans to ensure a full pipeline, driving steady growth.
  • Engage with hospital C-Suite to develop and deepen strategic relationships and provide a consultative approach to designing nThrive solution sets that drive optimal results for our Clients.
  • Leverage the ValueSelling approach to understand Client Business Issues and associated problems. Create differentiated solutions to these problems with clearly defined value to drive nThrive growth.
  • Identify Clients that are Patient to Payment outsourcing targets and partner with Patient to Payment sales executives to pursue these opportunities.
  • Participate in renewals that may require a value proposition discussion and upsell activity.
  • Collaborate with cross-functional teams including Client success in the protection of existing revenue while identifying growth opportunities.
  • Maintain accurate and up to date prospect/Client data in the CRM, Salesforce.
  • Provide accurate quarterly forecasting on status compared to forecast through a weekly collaboration discussion with the Vice President, Geographic Sales
  • Follow formalized sales processes in driving pursuits to close.
  • Networking in the market, including attendance at relevant association events.

Qualifications

  • 5+ years of direct sales experience with at least 3+ years of recent experience selling complex, large-scale solutions in the front, middle or back end revenue cycle to hospital executives, including C-Suite or 10+ years of experience in revenue cycle consulting with experience in strategic planning, revenue cycle transformations, business intelligence program management, and, business development.
  • Demonstrated ability to understand Client challenges and priorities to customize the appropriate offering.
  • Demonstrated ability to consistently achieve revenue targets.
  • Experience collaborating successfully between both internal cross-functional teams and external Clients, as part of a solutions based team sales process.
  • Experience presenting solutions to Clients, including C-suite as well as experience quoting, demonstrating and synthesizing complex information into simple messages.
  • Experience using CRM software.
  • Knowledge of new industry trends and regulations.
  • Demonstrated ability to drive results and achieve desired metrics.
  • Knowledge of MS Office applications including Word, PowerPoint, Excel, Access and Outlook.

Preferred Skills

  • Bachelor's Degree
  • Experience developing and closing revenue cycle service deals greater than $10M annually
  • Extensive knowledge of Patient to Payment revenue cycle service delivery
  • Ability and desire to coach and mentor junior staff
  • HFMA Certification
  • SalesForce CRM knowledge

About nThrive

nThrive is the leader in providing end-to-end revenue cycle services, technology and education solutions. Previously known as MedAssets, Precyse, Equation and Adreima, each formerly a leader in its own right, we’ve combined our talents and capabilities into a single enterprise. At nThrive, we are people who are passionate about empowering health care for every one in every community. We work together to transform financial and operational performance, enabling health care organizations to thrive.
 
nThrive is an Equal Opportunity Employer and does not discriminate against any employee or applicant for employment because of race, color, age, veteran status, disability, national origin, sex, sexual orientation, religion, gender identity or any other federal, state or local protected class.

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