The National Account Executive is responsible for driving revenue expansion and managing the overall relationship with Truven Health Analytics largest hospital customers or potential hospital customers. The role is responsible for identifying customers' key business challenges and providing products or services that will address their needs while securing support of key executive decision makers and stakeholders in a strategic relationship. In general the National Account Executive will have 4-6 parent accounts/IDN's. Reports to the Senior Director of Sales, National Accounts.
Build and manage the strategic relationship within assigned National accounts and their owned affiliates to drive expansion of all Truven Health Analytics solutions and services. Identify customers' key business & clinical challenges in order to demonstrate how Truven's Solutions will address their needs while securing support of key decision makers and stakeholders.
Direct and coordinate all sales and support activities within the clients affiliated hospitals nationally to aid the adoption of our products, solutions and services.
Increase Truven's market share penetration within your assigned national accounts by building strong relationships with key executives and local affiliates to drive billed revenue in support of monthly, quarterly, and yearly revenue quotas through sales to assigned customers.
Construct a formal business plan to be reviewed on a semi -annual basis for your assigned clients. The plan will have a critical focus on sales activities targeted based on the "need" and solutions identified. Ensure strong ongoing promotion of selected target products and services. Works closely with Client Experience Management team to define training and education needs for existing products.
Schedule regular sales presentations and meetings with key executives to provide appropriate coverage of prospects within the clients system of hospitals, working with the Truven Thoughts Leaders, Solution Executives, Services Consultants, and executives of Truven.
Manage renewals of services and products and all contract negotiations to assure achievement of quota and the highest level of satisfaction and product penetration for the customer.
Participate in market development activities by identifying prospects within the territory that are under-developed. Implement initiatives to increase market penetration and increase sales. Achieve the results as defined by the specific outlined marketing plan by Management.
Identify and help pursue opportunities for Simpler consulting services.
Other duties as assigned by Management.
10 years hospital sales experience
4 years of managing strategic relationships for large hospital systems or equivalent experience
Must live within your territory
IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.