• Director, Sales

    Job ID
    2018-24389
    Employment Type
    full-time
    Hours Per Week
    45-50
    Onsite Work Schedule Details
    Remote
    Address
    71 S Wacker Drive
    City
    Chicago
    State
    IL
  • Overview

    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.
    • Supports nThrive’s Compliance Program by adhering to policies and procedures pertaining to HIPAA, FDCPA, FCRA, and other laws applicable to nThrive’s business practices. This includes: becoming familiar with nThrive’s Code of Ethics, attending training as required, notifying management or nThrive’s Helpline when there is a compliance concern or incident, HIPAA-compliant handling of patient information, and demonstrable awareness of confidentiality obligations.

    Qualifications

    • High School Diploma
    • 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

    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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