FinThrive
Account Director, Provider Market
FinThrive, Chicago, Illinois, United States, 60290
About the Role
What you will do Serve as a strategic technology solutions expert to prospects and clients Uncover and articulate prospect business issues, problems, power relationships, etc. Differentiate and set FinThrive apart from the competition and ensure consistent achievement of revenue and margin quotas Target, open, and close net new logo named accounts across key sub-segments Leverage the Salesforce CRM to manage and accelerate the sales process Ensure ongoing proficiency with FinThrive's Technology solutions through education, role-playing, course completion, and assessments Prioritize dedicated time each week to refine selling skills and prospecting Maintain extensive knowledge of territory accounts Build an effective territory sales strategy by planning each week's activities in advance based upon prospect prioritization, market research, and competitive intel Leverage Salesforce and other tools to build a personalized strategy for each key prospect, uncover and understand potential business problems, manage key contacts, manage sales stages, etc. Navigate complex health care organizations to identify key decision-makers and build a sales plan to uncover and address business issues with speed to value with the right influencers and buyers across multiple intersections Ensure a healthy funnel by actively prospecting and managing a funnel of opportunities through Salesforce, building strong follow up plans, and organizing daily activity to ensure appropriate coverage across each part of the sales cycle Build an effective prospecting plan with a documented approach for daily activity including cold calling and warm lead cultivation Prepare a formal weekly status report of this activity to review with territory management Conduct market and competitive research; meet with current customers to understand the strengths and opportunities of the product line; participate in renewals that may require a value proposition discussion and collaborate with cross-functional teams, including Client Success, in the protection of existing revenue while identifying growth opportunities Grow territory by networking in the market, including attendance at relevant association events, and engaging with hospital C-Suite executives to develop and deepen strategic relationships and provide a consultative approach to designing FinThrive solution sets that drive optimal results and value Identify clients that are targets and build strategic prospecting plans to ensure a full pipeline to drive steady growth Collaborate with internal business partners and leverage internal resources as sales accelerators Partner with product management to help shape future roadmap in order to best serve these new industries Collaborate with Marketing on industry specific content needs and targeted demand generation campaigns What you will bring
5+ years of field selling experience involving complex and/or enterprise solutions; with SaaS sales expertise or large-scale technology solutions in the front, middle or back-end revenue cycle Entrepreneurial Mindset - ability to take a "CEO" approach to running your territory Hunter mentality - appetite for targeting, pursuing, and closing new accounts Ability to identify and sell around strategic business initiatives Dynamic Presentation Skills - ability to engage & hold the attention of c-level executives for 30-90 minutes both virtually and live Experience managing 6-9-month sales cycles targeting c-level executives Proven ability to close six and seven-figure contracts Commitment to being a lifelong learner Demonstrated ability to successfully create an account-by-account action plan Demonstrated ability to understand client challenges and customize appropriate offerings Demonstrated ability to consistently achieve revenue targets Demonstrated ability to drive results and achieve desired metrics Experience collaborating successfully between both internal cross-functional teams and external clients, as part of a solutions-based team sales process Travel Required: Up to 75% What we would like to see
Bachelor's Degree Highly preferred to live in Chicago area HFMA Certification Salesforce CRM knowledge About FinThrive
FinThrive is advancing the healthcare economy. For the most recent information on FinThrive's vision for healthcare revenue management visit finthrive.com/why-finthrive.
Award-winning Culture of Customer-centricity and Reliability
At FinThrive we're proud of our agile and committed culture, which makes FinThrive an exceptional place to work. Explore our latest workplace recognitions at https://finthrive.com/careers#culture.
Our Perks and Benefits
FinThrive is committed to continually enhancing the colleague experience by actively seeking new perks and benefits. For the most up-to-date offerings visit finthrive.com/careers-benefits.
FinThrive's Core Values and Expectations
Demonstrate integrity and ethics in day-to-day tasks and decision making, adhere to FinThrive's core values of being Customer-Centric, Agile, Reliable and Engaged, operate effectively in the FinThrive environment and the environment of the work group, maintain a focus on self-development and seek out continuous feedback and learning opportunities Support FinThrive's Compliance Program by adhering to policies and procedures pertaining to HIPAA, FCRA, GLBA and other laws applicable to FinThrive's business practices; this includes becoming familiar with FinThrive's Code of Ethics, attending training as required, notifying management or FinThrive's Helpline when there is a compliance concern or incident, HIPAA-compliant handling of patient information, and demonstrable awareness of confidentiality obligations
Physical Demands
The physical demands and work environment characteristics described here are representative of those that a colleague must meet to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Statement of EEO FinThrive values diversity and belonging and is proud to be an Equal Employment Opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status. We're committed to providing reasonable accommodation for qualified applicants with disabilities in our job application and recruitment process.
FinThrive Privacy Notice for California Resident Job Candidates
Know Your Rights Pay Transparency Notice
FinThrive is an Equal Opportunity Employer and ensures its employment decisions comply with principles embodied in Title VII, the Age Discrimination in Employment Act, the Rehabilitation Act of 1973, the Vietnam Veterans Readjustment Assistance Act of 1974, Executive Order 11246, Revised Order Number 4, and applicable state regulations. © 2024 FinThrive. All rights reserved. The FinThrive name, products, associated trademarks and logos are owned by FinThrive or related entities. RV092724TJO
finthrive.com | FinThrive Careers | FinThrive Benefits & Perks | Physical Demands
What you will do Serve as a strategic technology solutions expert to prospects and clients Uncover and articulate prospect business issues, problems, power relationships, etc. Differentiate and set FinThrive apart from the competition and ensure consistent achievement of revenue and margin quotas Target, open, and close net new logo named accounts across key sub-segments Leverage the Salesforce CRM to manage and accelerate the sales process Ensure ongoing proficiency with FinThrive's Technology solutions through education, role-playing, course completion, and assessments Prioritize dedicated time each week to refine selling skills and prospecting Maintain extensive knowledge of territory accounts Build an effective territory sales strategy by planning each week's activities in advance based upon prospect prioritization, market research, and competitive intel Leverage Salesforce and other tools to build a personalized strategy for each key prospect, uncover and understand potential business problems, manage key contacts, manage sales stages, etc. Navigate complex health care organizations to identify key decision-makers and build a sales plan to uncover and address business issues with speed to value with the right influencers and buyers across multiple intersections Ensure a healthy funnel by actively prospecting and managing a funnel of opportunities through Salesforce, building strong follow up plans, and organizing daily activity to ensure appropriate coverage across each part of the sales cycle Build an effective prospecting plan with a documented approach for daily activity including cold calling and warm lead cultivation Prepare a formal weekly status report of this activity to review with territory management Conduct market and competitive research; meet with current customers to understand the strengths and opportunities of the product line; participate in renewals that may require a value proposition discussion and collaborate with cross-functional teams, including Client Success, in the protection of existing revenue while identifying growth opportunities Grow territory by networking in the market, including attendance at relevant association events, and engaging with hospital C-Suite executives to develop and deepen strategic relationships and provide a consultative approach to designing FinThrive solution sets that drive optimal results and value Identify clients that are targets and build strategic prospecting plans to ensure a full pipeline to drive steady growth Collaborate with internal business partners and leverage internal resources as sales accelerators Partner with product management to help shape future roadmap in order to best serve these new industries Collaborate with Marketing on industry specific content needs and targeted demand generation campaigns What you will bring
5+ years of field selling experience involving complex and/or enterprise solutions; with SaaS sales expertise or large-scale technology solutions in the front, middle or back-end revenue cycle Entrepreneurial Mindset - ability to take a "CEO" approach to running your territory Hunter mentality - appetite for targeting, pursuing, and closing new accounts Ability to identify and sell around strategic business initiatives Dynamic Presentation Skills - ability to engage & hold the attention of c-level executives for 30-90 minutes both virtually and live Experience managing 6-9-month sales cycles targeting c-level executives Proven ability to close six and seven-figure contracts Commitment to being a lifelong learner Demonstrated ability to successfully create an account-by-account action plan Demonstrated ability to understand client challenges and customize appropriate offerings Demonstrated ability to consistently achieve revenue targets Demonstrated ability to drive results and achieve desired metrics Experience collaborating successfully between both internal cross-functional teams and external clients, as part of a solutions-based team sales process Travel Required: Up to 75% What we would like to see
Bachelor's Degree Highly preferred to live in Chicago area HFMA Certification Salesforce CRM knowledge About FinThrive
FinThrive is advancing the healthcare economy. For the most recent information on FinThrive's vision for healthcare revenue management visit finthrive.com/why-finthrive.
Award-winning Culture of Customer-centricity and Reliability
At FinThrive we're proud of our agile and committed culture, which makes FinThrive an exceptional place to work. Explore our latest workplace recognitions at https://finthrive.com/careers#culture.
Our Perks and Benefits
FinThrive is committed to continually enhancing the colleague experience by actively seeking new perks and benefits. For the most up-to-date offerings visit finthrive.com/careers-benefits.
FinThrive's Core Values and Expectations
Demonstrate integrity and ethics in day-to-day tasks and decision making, adhere to FinThrive's core values of being Customer-Centric, Agile, Reliable and Engaged, operate effectively in the FinThrive environment and the environment of the work group, maintain a focus on self-development and seek out continuous feedback and learning opportunities Support FinThrive's Compliance Program by adhering to policies and procedures pertaining to HIPAA, FCRA, GLBA and other laws applicable to FinThrive's business practices; this includes becoming familiar with FinThrive's Code of Ethics, attending training as required, notifying management or FinThrive's Helpline when there is a compliance concern or incident, HIPAA-compliant handling of patient information, and demonstrable awareness of confidentiality obligations
Physical Demands
The physical demands and work environment characteristics described here are representative of those that a colleague must meet to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Statement of EEO FinThrive values diversity and belonging and is proud to be an Equal Employment Opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status. We're committed to providing reasonable accommodation for qualified applicants with disabilities in our job application and recruitment process.
FinThrive Privacy Notice for California Resident Job Candidates
Know Your Rights Pay Transparency Notice
FinThrive is an Equal Opportunity Employer and ensures its employment decisions comply with principles embodied in Title VII, the Age Discrimination in Employment Act, the Rehabilitation Act of 1973, the Vietnam Veterans Readjustment Assistance Act of 1974, Executive Order 11246, Revised Order Number 4, and applicable state regulations. © 2024 FinThrive. All rights reserved. The FinThrive name, products, associated trademarks and logos are owned by FinThrive or related entities. RV092724TJO
finthrive.com | FinThrive Careers | FinThrive Benefits & Perks | Physical Demands