BASIC PURPOSE:
Responsible to achieve sales and business development targets within a specified industry or geographic area within MSN. Primary responsibilities include focusing on closing new business in the regional Acute facilities and targeted larger non-Acute facilities, new business and development planning/forecasting, pipeline management, successful execution of the sales cycle and attainment of client wins. You will be working directly with your local Regional Managers to collaborate to grow new accounts and business while the Regional Managers focus on expanding and growing existing accounts. Accountable to drive the achievement of client acquisition and revenue growth objectives through a solution-oriented, consultative sales approach in an organization that has a continuous improvement culture.
ESSENTIAL FUNCTIONS:
* Primary responsibilities include focus on Acute hospitals and larger non-acute opportunities and closing new business.
* Collaborate with your local Regional Managers in your geography to grow new accounts and business while the Regional Managers focus on expanding and growing existing accounts.
* Sales - Develop, identify and qualify new business opportunities through strategic prospecting and account planning in order to meet and exceed client acquisition targets. Lead the entire sales cycle from prospect identification to contact approach (all levels), needs assessment, opportunity development, solution design, preparation of materials in response to RFP requests, sales presentations, contract negotiation and opportunity closure.
* Pipeline Development - Proactively target prospects and establish/develop business relationships with key decision makers within prospect and client companies. Achieve targets for pipeline development and prioritization based on established criteria.
* Post-Sales Activity - Coordinate with CCH resources for deployment of the client solution.
* Business Development - Develop and maintain strong, long-lasting client relationships and apply a consultative selling approach to create new demand to achieve revenue growth targets.
* Analytics - Maintain accurate and aligned sales forecasts and other sales and business development-related reporting requirements.
* Leadership - Lead and coordinate with functional department resources supporting the proposal development function and the review of deals to establish financial impact and cost, pricing, risk and benefits.
* Collaboration - Work collaboratively with Workforce Solutions leadership team to ensure Sales & Business Development, Implementation & Quality, Operations & Relationship Management, and Consulting Services are aligned. Also assist the marketing and business development function domestically and globally to help establish and develop successful marketing initiatives designed to support sales and business development objectives.
* Adherence to Company Systems Requirements - Compile and enter information and data related to client and prospect interactions into CRM application timely, consistently and with required amount of detail. Ensure information is entered and maintained in additional company system(s) as required.
* Cross Practice Awareness -Foster cross-practice awareness and collaborate to optimize sales and business opportunities.
* Change Management - Help lead through change initiatives in a way that inspires and positively impacts the Company's continuous improvement approach.
* Performance Management - Participate in CCH's performance management process, demonstrating action toward professional development in support of company business objectives.
* Networking - Network with industry contacts, association memberships, trade groups, social networking sites as well as current and former employees.
* Promote CCH and the business, representing the company in a professional manner internally and externally to support recruitment and other business needs.
* Competitive Analysis - Monitor client, market and competitor activity and provide feedback to Company leadership team and other Company functions.
* Travel/Field time expectations 30+% of time for in-person meetings with prospects and clients to develop key business relationships.
Must have the ability to perform the essential functions of the job with or without reasonable accommodation.
QUALIFICATIONS/EDUCATION/SKILLS
KNOWLEDGE/BEHAVIORS
Required Skills
* Minimum 5 years' sales experience required. Workforce Solutions background with Staffing and Healthcare preferred.
* Proven track record of achieving established sales and business development targets, with a strong client orientation.
* Demonstrated ability to articulate service offerings and to position them against the competition.
* Excellent communication, presentation, and negotiation skills
* Demonstrated ability to influence credibly at all levels of the organization, including executive and C-level.
* Technical skills in sales/account planning
* Must be a highly motivated and organized self-starter.
* Ability to work collaboratively with colleagues.
* Ability to organize and manage multiple priorities.
* Problem analysis and problem resolution capability
* High level of technical skills including Word, PowerPoint, and Excel
* Commitment to CCH's core values - integrity, respect, collaboration, empowerment, and responsibility.
Preferred Skills
* Knowledge of Talent Management industry/business model
* Industry knowledge pertaining to the specific job opening.
* Experience with CRM applications.
Education: Bachelor's degree in business, sales, marketing or related field or any equivalent combination of education and sufficient experience to successfully perform the essential functions of the job.
Cross Country Healthcare, Inc.
medical insurance, dental insurance, life insurance, vision insurance, tuition assistance, 401(k)
Jan 23, 2025