Reports To Chief Business Development Officer
Reporting to the Chief Business Development Officer, the
Director is responsible for the planning, identifying, prospecting, qualifying and closing
of new business opportunities. The Director will work with prospects executive
management in identifying their current challenges, needs and plans for future
growth. The Director will then develop an Adaptis solution and alternatives
that will address the prospects business needs.
Develop a sales territory plan.
Identify prospects, complete need assessments, generate and qualify leads, collaborate on
proposals and scopes of work, negotiate price and finalize contracts
Manage sales process from early
qualification, through proposal development and into contracting and deal execution
Facilitate smooth transition of client
from sales to the Account Management, Client Services Delivery Team as contract is being
negotiated and signed. Remain in support role for Account Management after
Collaborate on the development of sales
tools and templates needed to aid sales efforts
Collaborate with MARCOM on ideas for
presentations, collateral, white papers and other sales literature/tools
Collaborate on lead generation campaigns
Routinely track and communicate
competitive information, market trends, and other news from the field."
Participate in promotional events, i.e.
trade shows, state association events, webinars, etc.
Skills and Abilities
10 to 20 years progressive experience selling long term, large scale services
contracts to health payor organizations.
Direct sales experience in outsourcing and hosted applications and health
care products and services
Strategic high energy professional with a results-oriented track record of
closed sales above quota
Capable of handling sales prospecting within a multi-state territory
Strong understanding of business to business, managed care/health
delivery technology services
Comfortable interacting at the highest executive levels (CEO, CFO,
COO, CIO) within health organizations
Excellent oral and written communication skills PC literate and
fluent with common business software applications.
Qualifications and Education
BA/BS required:MBA/MA a plus
Up to 80% travel including trips to corporate or regional offices
Director can live in an area that best serves the companys long term
Director will spend good portion of first month at corporate headquarters
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