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Sales Director, Community Health Systems at athenahealth in Watertown, MA

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Position Summary:

The Sales Director, Community Health System is responsible for leading and directing a team of Sales Executives in achievement of set revenue and quota objectives in the Community Health System market segment. The Sales Director, Community Health Systems will report directly to the Vice President, Enterprise Sales.  This position requires 70%-80% travel.

Essential Functions (Duties and Responsibilities):

  • In coordination with the Vice President, hire, mentor, train and motivate the Community Health Systems sales team to effectively sell to the hospital market segment;
  • Role model behavior and drive collaboration with the entire Sales Team;
  • Day-to-day direction of the sales team to meet and exceed assigned quota (including direct interaction with hospital prospects);
  • Develop effective sales strategies for individual opportunities and provide coaching for Sales Executives;
  • Maintain up-to-date and accurate sales pipeline/funnel;
  • Accurately forecast sales on a monthly and quarterly basis;
  • Monitor and manage the submission of high quality sales proposals;
  • Ensure accurate and complete data capture of all new sales;
  • Develop sales and business plans for the ambulatory Continuum segment;
  • Support efforts with channel partnerships and VAR's to generate leads and/or close business;
  • Collaborate with all internal departments (such as Professional Services, Client Services, Marketing, etc.);
  • Develop and execute plans to effectively cover the territory to ensure that athenahealth is in front of every possible opportunity;
  • Manage and monitor all sales process controls; discounts, approval/exception signoffs, and internal handoffs to implementations;
  • Other duties as assigned by the Vice President
Education & Experience Required:
  • BA required, advanced degree preferred;
  • A minimum of 5 years of experience selling practice mgmt/revenue cycle or EMR software hospitals and physician organizations;
  • Solid mastery of the economics of medical practices and ROI delivery;
  • A successful history of achieving sales quotas of over $3 million or more annually;
  • Strong sales administration skills, timely and accurate reporting;
  • Demonstrated experience developing processes to obtain leads through comparison and evaluation of possible sourcing opportunities;
  • Expertise in territory planning, management and organization;
  • Experience in positions requiring the exercise of discretion and independent judgment with respect to significant matters;
  • Ability to motivate and lead differing personalities;
  • Ability to serve as a role model to co-workers and peers;
  • Adept at leading by and setting the proper example;
  • Ability to clearly articulate a vision to inspire and motivate individuals and groups;
  • Ability to make informed, effective decisions and carry through implementation;
  • Ability to effectively develop and maintain close working relationships with all operational areas within athenahealth;
  • Excellent verbal and written communication skills;
  • Exceptional organizational skills;
  • Talent for effectively interacting with individuals at all levels of the organization;
  • Flexibility to work long and unpredictable hours.

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