• Director, B2B Sales

    Job ID
    Employment Type
    Hours Per Week
  • 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.


    • 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.
    • Using market and competitive research, match nThrive solutions to ideal B2B target markets including Payer, Payer facing companies, Billing Service companies, EMR and other. 
    • Build strategic prospecting plans to ensure a full pipeline, driving steady growth.
    • Engage with all applicable business leaders (B2B model) at  C-Suite level to develop and deepen strategic relationships and provide a consultative approach to designing nThrive solution sets that drive optimal results for our B2B clients.
    • Leverage the ValueSelling approach to understand B2B Client Business Issues and associated problems.  Create differentiated solutions to these problems with clearly defined value to drive nThrive growth.
    • Identify B2B Clients that are nThrive Technology and Offshore outsourcing targets and enact strategies to drive these Opportunities to conclusion.
    • 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 Sales, Channel Partnerships
    • Follow formalized sales processes in driving pursuits to close.
    • Networking in the market, including attendance at relevant association events.


    • 5+ years of direct sales experience with at least 3+ years of recent experience selling complex solutions within the revenue cycle or healthcare markets. 
    • Demonstrated ability to understand B2B 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. 
    • Travel: 40-60%

    Preferred Skills

    • Bachelor’s Degree.
    • Successfully develop and close revenue cycle services deals greater than $10M annually.
    • Extensive knowledge of Revenue Cycle service delivery.
    • Previous Hospital / Payor / Physician / Billing Companies / Payer facing companies Sales and Operations Experience.
    • Experience in Offshore Solution Sales to Payer, Payer facing companies, Billing companies, EMR, etc.
    • SalesForce CRM knowledge.

    About nThrive

    Be Inspired. Ignite Change. Transform Health Care. 

    From Patient-to-PaymentSM, nThrive provides all the technology, advisory expertise, services, analytics and education programs health care organizations need to thrive in the communities they serve. Our colleagues share a united passion to help health care organizations strengthen their financial position, which translates to accessible, quality care for all. This passion fuels our drive to innovate and participate in community outreach through the nThrive CARES program. Our colleagues are encouraged to think differently and empowered to make a lasting impact that ensures our health care providers, and our world, are healthy and productive.


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