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Senior Sales Manager, Population Health at athenahealth in United States

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Senior Manager, Population Health Sales

The Sales Senior Manager is primarily responsible for selling athenahealth's population health services to Provider Networks (e.g. Risk Bearing Entities, Accountable Care Organizations, etc) and will lead prospecting pursuits targeted at the largest and most complex "risk" focused organizations in the US. The Senior Manager/Sales Executive is responsible for meeting and exceeding his/her individual quota within an assigned list of named accounts, while simultaneously helping to develop account and regional strategies in partnership with other athena sales executives, aimed at increasing market penetration of all athenahealth products and services.  This role reports directly to the head of the Provider Networks market segment, will require at least 60% travel, and is flexible in terms of physical location within the assigned territory.

Responsibilities may include, but are not limited to:
80% [Primary Function]

  • Meet/exceed assigned quota 
  • Manage a full-cycle sale process, including prospecting, selling, and closing
  • Maintain a strong sales pipeline using Salesforce
  • Conduct product demonstrations and sales presentations to prospects
  • Quickly but thoroughly learn athena's product lines, the industry, and the industry challenges 
  •  Produce accurate forecasts to achieve monthly, quarterly, and annual quota
  •  Leverage internal resources to generate new leads: marketing, inside sales
  •  Efficiently leverage the online contracting process to close deals
  •  Attend industry events and dinner seminars
Education, Experience, & Skills Required:
  • You must be an entrepreneurial self-starter
  • BA or BS required
  • Minimum of 4-6 years' experience in managing business projects and proven success at delivering results in healthcare related fields
  • 3-4 years minimum past responsibility for managing deal pipeline in a sales, business development, partnership team, or other capacity.
  • Strong analytical skills with the ability to focus on detail, supported by excellent problem solving and investigative skills
  • Ability to effectively communicate complicated topics both on paper and in person
  • Enthusiasm, idealism, creativity, dedication
  • Excellent presentation skills
  • Ability to work collaboratively, without direct reporting authority, to get results
  • Excellent collaboration, influencing, interpersonal and team-working skills
Behaviors & Abilities Required:
  • Executive Presence- Excellent executive presence reflected in content, tone and body language and a consistent professional presence. Demonstrated ability to grow relationships through development of strong internal and external relationships. Demonstrated strong business acumen in the form of presentation/written/negotiation and communication skills.
  • Industry Acumen - demonstrated knowledge of the HIT space and other major actors within the healthcare industry, and the norms governing those actors' interactions with each other.
  • Communication - highly articulate; expresses complex issues succinctly and makes compelling arguments in writing and in person; builds reports and presentations that frame findings and conclusions.
  • Relationship Building - has a strong working network and builds new relationships (internal and external) with companies that we are pursuing or that are interested in becoming consulting or channels partners
  • Project Management - able to manage multiple projects simultaneously transparently, ensuring that all internal and external stakeholders understand the projects' goals and deliverables
  • Self-Motivated - Hands-on, self-motivated, and highly inquisitive style.   Able to work independently to prioritize and deliver on key priorities
  • Analytical Nature - ability to dive deep into data and articulate core findings to the broader group

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