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Sales Director- Independent Medical Groups at athenahealth in United States

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Director of Sales - Independent Medical Groups

The Director of Sales position is primarily responsible for selling athenahealth revenue cycle management and clinical services to the largest independent physician organizations that perform third party and patient billing. The Director of Sales is responsible to meet and exceed the assigned quota for the Group Sales Team. This role reports directly to the Vice President of Sales, will require at least 60% travel, and is flexible in terms of physical location. We prefer people that live within an hour of a major airport.

Responsibilities include:

  • Meet/exceed assigned quota
  • Develop lead generation process within territory through use of existing tools and resources (i.e. our internal prospecting staff and marketing department programs). Create individualized lead generation methods and use personal industry connections. This is a true "hunter" role, and these skills are paramount in being a successful Director of Sales within athena. The goal is to obtain audiences/appointments with senior executives and physicians within target market.
  • Manage assigned territory independently, develop a pipeline of qualified prospects representing five times your quota and engage in a consultative sales process with them.
  • Assess an individual organization's needs and demonstrate the value of athena's offering and how it meets or exceeds the organization's business needs.
  • Accountable for management of the full sales process including corporate presentations, staffing analysis and data gathering meetings, demonstrations, ROI presentations, and comprehensive proposal delivery based on assessed business needs. Effectively negotiate all deals and transition new accounts to Customer Success team post contract.
  • Maintain accurate up-to-date sales pipeline reports and forecasts in Salesforce.
  • 10+ years of proven results hunting and closing business in complex healthcare entities
  • Bachelor of arts or sciences degree
  • Strong sales administration skills, timely and accurate reporting
  • Expertise in territory management and organization
  • Experience in positions requiring the exercise of discretion and independent judgment with respect to significant matters
  • Proven leadership ability to achieve goals by working closing with the extended team despite not having direct management of the team
  • Close working relationships with all operational areas within athenahealth
  • Solid mastery of the economics of medical practices and ROI delivery
  • Demonstrated earnings history
  • athenahealth, Inc. is a leading provider of web-based business services for medical groups. athenahealth's service offerings are based on proprietary web-native practice management and electronic health record (EHR) software, a continuously updated payer knowledge-base, integrated back-office service operations, and automated and live patient communication services.

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