Account Manager, Continuum Accounts

Job Details Job Location Nashville TN Corporate Office - Nashville, TN Remote Type Optional Work from Home Education Level 4 Year Degree Travel Percentage Negligible Job Category Sales Description Company Overview HealthStream is the leader in healthcare workforce solutions. We help organizations work better by helping their people work smarter. HealthStream provides the leading learning, clinical development, credentialing, and scheduling applications delivered on healthcare's 1 platform. We streamline everyday tasks while improving performance, engagement, and safety - fostering a workplace where people flourish, and care thrives. Why Join Us At HealthStream, you'll have the opportunity to make a meaningful impact on the future of healthcare by collaborating with a team of talented professionals dedicated to innovation and excellence. We offer competitive compensation, comprehensive benefits, and a supportive work environment where creativity and collaboration thrive. Our shared vision is to enhance the quality of healthcare by empowering the people who deliver care - a commitment we have upheld for over 30 years through providing innovative solutions and driving constant growth. Join us in revolutionizing the healthcare industry and shaping the future of patient care. As a HealthStreamer, you will be at the forefront of healthcare technology innovation, making a recurring impact on the industry. We're proud of our values-forward culture that offers our people: Mission-oriented work Diverse and inclusive culture Competitive Compensation & Bonuses Comprehensive Insurance Plans Mental and Physical Health Support Work-from-home flexibility Fitness Center Reimbursements Streaming Good time off for volunteering Wellness workshops Buddy Program for new HealthStreamers Collaborative work environment Career growth opportunities Continuous learning opportunities Inspiring workspaces to collaborate and connect with other HealthStreamers Free employee parking at our Resource Centers in Nashville, Boulder and San Diego At HealthStream, our thriving culture encourages collaboration and values contributions, allowing our team members to continuously solve big problems and grow. We offer flexibility and paid time off to support work-life integration for all employees, including a hybrid work environment and Streaming Good volunteer day. For team members in commutable distance, HealthStream has Resource Centers in Nashville, TN, Boulder, CO, and San Diego, CA. Our resource centers provide an inspiring workspace to collaborate and recharge as well as company-sponsored onsite social events for development, connection, and celebration. We are committed to driving innovation in healthcare and ensuring that patients receive competent care from qualified professionals. As a HealthStream team member, you will help bring this vision to life. If you want to work for a company committed to its values and vision, HealthStream is the place for you HealthStream is an equal opportunity employer. HealthStream prohibits employment practices that discriminate against individual employees or groups of employees on the basis of age, color, disability, national origin, race, religion, sex, sexual orientation, pregnancy, veteran or military status, genetic information or any other category deemed protected by state and/or federal law. Position Information Position Overview The Account Manager will be responsible for successfully aligning and selling the HealthStream product suite to meet or exceed sales quota within a specific care setting of prospective new senior care and non-acute clients. This individual will have ultimate responsibility for all elements of the sales process, including market segmentation, prospecting, qualifying, positioning, demonstrations, presentations, objection handling, and contract negotiations through sale closure. Key Responsibilities You will be responsible for adhering to all HealthStream security policies, procedures, and assigned training. Prospecting Activities within Assigned Accounts: Includes cold calling, internet research, email, relationship building, and other tactics Identify and Qualify Opportunities: Includes aligning HealthStream solutions with prospect initiatives, developing deep customer knowledge and relationships, identifying funding source, securing executive team sponsorship, resolving obstacles, and designing take out opportunities Demonstrate, Propose, and Present: Includes demonstrating HealthStream solutions to key stakeholders, presenting compelling value proposition, developing comprehensive and innovative proposals, answering questions, building ROI / business case, and following up promptly and professionally Lead RFP / Capture Teams: In response to request for proposals, lead proposal teams, support quality RFI/FRP response strategy, secure references, and handle pricing strategy Negotiate and Close Business: Including creating and submitting contracts, negotiating contract terms, secure commitment and signature, processing contracts in contract management system, and effectively transitioning client to the implementation phase to ensure long-term customer success Territory Planning and Pipeline Management: Including developing and updating territory plans, managing pipeline in CRM system, updating plans and pipeline, support sales leadership in strategy formulation, and present plans / pipeline to sales leadership effectively and succinctly Contribute to the HealthStream Sales Community: Includes developing and sharing best practices and leverageable materials, facilitating internal discussions, collaborating with other sales team members, supporting efforts by the Sales Accelerator Office (SAO) Undertake Personal and Professional Development Opportunities: Including developing and maintaining outstanding product knowledge, building deep expertise in healthcare trends, and continuing to enhance skills and abilities such as communication, presentation, negotiations, and teamwork Value Added Member of Broader HealthStream Community: Includes working cross-functionally with Marketing, Product and Project Managers to create value-added customer solutions aligned with our vision, business principles, and values Qualifications Requirements Bachelor's degree in related area, BA or BS Excellent customer service and communication skills (both verbal and written) Must have excellent communication skills and the ability to quickly develop relationships, ranging from the C suite to departmental directors to end users High level of integrity and professionalism, properly setting expectations Comfortable in working independently in an empowering, fast paced, results oriented culture Sales experience with a track record of at least 3-5 years of superior sales performance in highly competitive environments, preferably within the healthcare industry Ideal candidate will have existing relationships with consultants and healthcare executives within the region Leadership qualities to serve as a team player, but willing to take responsibility and accountability Shares success with team members Ability to travel up to 25% Qualifications Solid computer skills Office Suite Familiarity with CRM tools such as SalesForce Excellent written and verbal communication skills Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form Ability to communicate well with all levels of personnel Ability to see to utilize computer and monitor Ability to sit at a computer Manual dexterity to manipulate keyboards and phones Ability to speak in a clear and moderated voice Standing, walking, lifting small objects (under 20 pounds) occasionally Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions Benefits HealthStream offers a comprehensive benefits package to eligible employees, including: Medical, Dental and Vision insurance Paid Time Off Parental Leave 401k and Roth Flexible Spending Account Health Savings Account Life Insurance Short- and Long-Term Disability Medical Bridge Insurance Critical Illness Insurance Accident Insurance Identity Protection Legal Protection Pet Insurance Employee Assistance Program Fitness Reimbursement Are you passionate about enhancing healthcare outcomes and empowering healthcare professionals? Join the HealthStream team and become a HealthStreamer Together, we can make a difference in the world of healthcare.