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Small Group Territory Account Executive at athenahealth in Watertown, MA

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Description

The Opportunity:
Healthcare needs people driven by a mission to bring positive change in order to fortify patient care through technology. We are looking for someone who thrives on both friendly competition as well as a culture comprised of energized employees who teach, learn and play as a team to win. If you're a passionate person who is looking for a role that will help athena continue to grow, expand their network and have an impact, athena's sales organization is looking for you!

Position Summary:
The primary responsibility of the Territory Account Executive is to strengthen athena's relationships with existing clients in the Small Group Segment, which consists of clients with 1-6 physicians. This individual will own the entire book of business in an assigned territory and will be responsible for:  retaining at risk clients due to cost & value recognition, upselling potential growth opportunities, managing contract and/or rate reviews, executing on pricing events, and nurturing client referrals. Additionally, the Account Executive will engage cross functionally with the Sales and Customer Success management teams to gain and share insights into relevant  territory dynamics. 

Responsibilities may include, but are not limited to:
50%      Retention  & Contract Responsibilities

  • Effectively position, articulate and defend the value of athena's products and services to at risk clients due to cost & value recognition
  • Execute strategic analysis to identify and quantify value from athena products & services for  associated at risk clients
  • Execute, monitor and coordinate repricing for designated clients in the existing client base
  • Conduct and lead contract and/or rate reviews per client or internal requests
  • Stay up to date on athena pricing strategies, in addition to athena product & service releases  
 
30%  Sales/Growth Responsibilities
  • Execute & close potential upsell opportunities through MDP or other growth campaigns to existing clients
  • Develop general knowledge of client advocates within existing territory markets
  • Support market development efforts including client hosted dinners, nurturing client referrals, and developing client champions
 
20%   Cross Functional Engagement & Territory Management
  • Develop and manage a territory plan identifying trends to include, but not limited to, challenges & wins, client advocates and market risks
  • Engage with Customer Success & Sales territory colleagues to gain and share territory knowledge on a consistent basis
  • Communicate and route operational isues to Customer Success Team for resolution 
  • Maintain data integrity of all reports, activities and forecasts in Salesforce  
  • Ensure up-to-date and complete documentation in Salesforce regarding client communication and/or key activities
  • Other duties and projects as assigned
 
Education, Experience, & Skills Required:
  • Bachelor's degree
  • 2-4 years of corporate, client-facing work experience
  • 1-3 years of sales and/or account management experience, ideally with experience in client retention (may include inside sales, upsell or quota)
  • Working knowledge of CRM, preferably salesforce
  • Mastery of all Microsoft Office applications, including Outlook, Word, Excel and PowerPoint
 
Behaviors & Abilities Required:
  • Excellent communication skills- both verbal and written
  • Strong ability to anticipate problems and pivot accordingly
  • Very strong presentation skills
  • Ability to build relationships and partner cross-functionally
  • A team player and positive attitude
  • Strong analytical skills
  • Ability to build a business case and convey the value of athena and it's network and products
  • Understanding of customer success functions
  • Exceptional organizational and time management skills
  • Strong business acumen
  • Flexibility to work unpredictable hours in a fast-paced environment

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