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Health System Inside Sales Representative, Clinical Performance

RELX Group Maryland Heights, MO
  • Posted: November 14, 2019
  • Full-Time

Health System Inside Sales Representative, Clinical Performance
Location: Maryland Heights, Missouri, United States
Health System InsideSales Representative, Clinical Performance
Are you seeking a newchallenge with an industry leader that's making a difference in healthcare?
We're looking for
motivated, action-oriented, self-starters to sell our portfolio of enterprise
information solutions to healthcare providers, including physicians, nurses and
Elsevier is the leading
provider of medical information in the world. In fact, we provide over 25% of
the world's clinical content, and serve over 20 million healthcare
professionals. Clinical Solutions is uniquely positioned to help our customers
achieve success. We have a clear mission to use our evidence-based content to
deliver better outcomes for patients. Across a complex care continuum and a
diverse spectrum of care providers and patients, Elsevier offers solutions and
services that help customers utilize and integrate content to improve
professional practice, reduce care variability, engage patients and promote a
culture of quality, safety and satisfaction - optimizing care delivery, the
patient experience and financial outcomes.
Purpose of the Role
The Health Systems Sales
Representative is primarily an Elsevier office-based position charged with
identifying new business opportunities at Health Systems, Hospitals and Medical
Schools within the region to sell our Elsevier Clinical PerformanceSuite of Products. The sales representative will be responsible for
partnering with the top accounts in the designated territory, calling on
c-suite and key decision makers to create a value proposition for use of our
products. 70% of the time will be spent generating new sales and closing new
contracts, as well as up-selling new solutions to existing customers. The
additional 30% of the time will be spent renewing contracts which are in their
last year.
The Clinical PerformanceHealth System Sales Executive will represent the following products :
Clinical ReferenceSuite: Elsevier's flagship
product, our Clinical Reference Suite is designed to answer clinical questions
for practicing physicians, nurses and pharmacists at the point of care. It
includes three different modules:
ClinicalKey is a clinical search engine thatsupports clinical decisions by making it easier to find and apply relevantknowledge. We drive better care by delivering fast, concise answers, and deepaccess to evidence whenever, wherever you need it.
ClinicalKey for Nursing is a clinical search engine thatsupports clinical decisions by making it easier to find and apply relevant knowledge.We drive better care by delivering fast, concise answers, and deep access toevidence whenever, wherever you need it.
Clinical Pharmacology powered by ClinicalKey empowershealthcare professionals to deliver the best care and patient safety by providingthe fastest access to the most current, accurate and clinically relevant druginformation and trusted evidence to make sound medication decisions.
Performance Management Solutions: Used to track training and knowledge
acquisition, these solutions help develop and maintain a high performing team,
which ensures consistent top performance in patient care and administrative
management through evidence-based interactive training. Products include the
Clinical Skills: Elsevier Clinical Skills (formerly Mosby'sSkills) enables organizations to standardize education and manage competencyamong their nurses, therapists and other health professionals. By combiningover 1,300 evidence-based skills and procedures with competency managementfunctionality, it helps ensure that knowledge and skills are current andreflective of best practices and the latest clinical guidelines.
Clinical eLearning: Clinical eLearning provides authoritative onlineeducation to support clinical practice and the development of nurses and otherhealth professionals. Organizations can reduce care variability and improvepatient outcomes by delivering accessible, evidence-based educational contentthat supports practice improvement, orientation of new clinicians andcontinuing education for experienced clinicians. Elsevier has leveraged itslong history of relationships with key associations into exclusive developmentpartnerships to harness industry expertise, authority and credibility. Asampling of our development partners include AACN, ENA, ANPD and SPN. Ourexpertise and process has earned us the reputation as the premier clinicale-learning provider in the industry.
Home Health Care enables home health care organizationsto address the challenges associated with orientation, continuing education andcompetency management. Comprehensive and web-based, the suite includesevidence-based eLearning, skills and procedures, and competency managementresources to help home health care organizations maintain regulatorycompliance, improve care consistency and promote optimal patient outcomes.
JobResponsibilities: The s pecific
responsibilities associated with the position are as follows:
Identify, qualify and close opportunities at
Health Systems, Hospitals and Medical Schools to drive new business growth of
the Clinical Performance portfolio in the assigned territory
the existing book of business by identifying new opportunities within
new or existing accounts.
Create and maintain a territory business plan,
identifying all key renewal / upsell / new business prospects
Establish credibility and build relationships
with multiple departments and decision makers and influencers within the
hospitals, including the C-suite
Build and maintain a pipeline of at least 3x
quota with qualified opportunities, and effectively move them through the
selling process via CRM -
Demonstrate the ability to accurately forecast
new business and renewals
Maximize revenue generation potential for the
company by identifying multi-product, portfolio opportunities, and
collaborating with peers to identify opportunities outside the core product
Establish strong competitive intelligence, by
learning everything possible about the competitor's products, strategy, and
sales approach in the marketplace
Establish strong internal relationships with all
key stakeholders, including peers, Sales Operations, Product Management, and
Marketing personnel
Demonstrate the ability to work collaboratively
and resolve conflict across different functional areas in a matrixed
organization, as well as with external stakeholders
Perform effective product demonstrations
remotely through WebEx, Clearslide or other technology based applications
Accountabilities andPerformance Measures:
Achievement of new sales quotas
Creation and replenishment of a robust pipeline
of qualified opportunities (3x to quota pipeline)
Continuous updating of all sales activity and
pipeline progression in the CRM system
Accurately forecast new sales
Demonstrate a strong work ethic and sense of
Support of strategic objectives defined by
executive management and Sales leadership
Reports to the Clinical Performance Sales
Our Requirements:
You should have a proven
track record of success from B2B sales, strong technology solution selling
experience; healthcare experience is preferred
2+ years of sales experience in competitive
environments; some experience inside sales is preferred
Proven track-record of success in prospecting
& closing new business, leading to consistent quota achievement
Demonstrated experience with "Consultative
Selling" to identify and solve customer problems
Experience selling technology solutions in a
complex B2B or healthcare environment, with multiple influencers and high-level
decision makers is preferred
Excellent analytical and problem solving skills
Strong organizational skills to identify develop
and manage opportunities
Knowledge of regulatory environment in
healthcare is a plus
Strong communication (verbal and written) and
presentation skills; fluency in English
Self-starter, resourceful and a positive
attitude is a must!
BS/BA preferred, equivalent work experience
We Offer:
Competitive salary, based on experience
Generous commission plan based on performance,
which is uncapped
Excellent medical, dental and 401K benefits
Excellent training program, to aid in a fast
Numerous online resources to assist with your
self-development and career progression
An opportunity to grow and advance within a truly
global organization

RELX Group


Maryland Heights, MO
63043 USA

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