• Sr Manager Field Sales - Touchworks / Ambulatory East (installed clients & net new)

    Job Locations US-IL-Chicago | US-MO-Kansas City | US-TX-Dallas | US-TN-Nashville | US-GA-Atlanta | US-OH-Cleveland
    Requisition ID
    Posted Date
    2 weeks ago(5/8/2018 9:29 AM)
  • Overview



    Welcome to Allscripts! Our Mission is to be the most trusted provider of innovative solutions that empower all stakeholders across the healthcare continuum to deliver world-class outcomes. Our Vision is a Connected Community of Health that spans continents and borders. With the largest community of clients in healthcare, Allscripts is able to deliver an integrated platform of clinical, financial, connectivity and information solutions to facilitate enhanced collaboration and exchange of critical patient information.


    ***Sales Leader - Touchworks (Independent Ambulatory Clients)  East Region***


    The primary purpose of this role is to lead the East ambulatory sales team (5 direct reports) to achieve bookings and revenue targets including specific product and market segment sales objectives. This team is responsible for identifying net new opportunities and also for account management for installed clients.


    Hire, Develop, and Manage a strong sales team

    • Ensures team is properly staffed to achieve sales target including management of attrition
    • Solid interviewing and assessment skills
    • Ensures team adopts the Company selling process and supporting tools
    • Manages employee morale and expectations

    Achievement of Annual sales order intake quotas/targets

    • Meets or exceeds the bookings target associated with the territory
    • Manages cost of sale vs. budget
    • Appropriately manages the overall bookings in terms of mix (HW/SW/SVE), timing and terms

    Build and maintain relationships with management of existing/new accounts

    • Expands Allscripts business through development of new accounts
    • Cultivates relationships with management of new and prospective accounts building credibility and trust
    • Channels Customer feedback to broader organization

    Provide timely and accurate forecasts for the territory

    • Accurately forecast sales prospects according to product, timescale, and value
    • Communicates clearly and effectively with management regarding risk and upside

    Growth of pipeline for the territory

    • Grows revenue within specific accounts, including knowledge and analysis of accounts business
    • Identifies potential business opportunities

    Oversees the sales cycle

    • Engages Exectuives and toher key stakeholders to develop existing and new account opportunities
    • Creates a business solution consisting of services and software that uniquely addresses the customer's needs. May include collaboration with cross functional teams
    • Meets quarterly consistency targets for delivery of team / individual quota
    • Engages across the business product lines to expand scope of solutions to client

    Customer Satisfaction

    • Increases net promoters/customer referenceability
    • Responsiveness to issues and management of escalations and critical deliverables
    • Minimizes customer attrition through high quality customer support/relationships

    Market Awareness

    • Provision of competitive, accurate and relevant market data
    • Understands current overall trends in the appropriate business sector
    • Understands customers specific business goals, strategy, financials and challenges

    People Management

    • Identify and recruit internal/external talents to ensure effective mix of competencies
    • Induct new team members in order to quickly maximize performance
    • Set and communicate team/individual objectives and KPI to inspire individuals to achieve high performance
    • Allocate work load to fully utilize every employee’s talent
    • Implement development plans and coach for individuals to reach their maximum talent
    • Provide regular constructive feedback on performance/development and address poor/mediocre performance in a timely manner
    • Recognize high performers to maintain motivation and retain key talent
    • Regularly communicate on company news and team progress against business plan
    • Create team spirit



    Academic and Professional Qualifications:

    •  Bachelor’s degree in business, sales, marketing, or equivalent training in business or sales management



    • Typically requires 5 or more years experience in sales with minimum 2+ years in a sales leadership position
    • Proven track record of success in sales or sales leadership over a sustained period
    • Broad understanding of Healthcare IT Industry
    • Working at and interacting with the C-level
    • Deep knowledge of Allscripts Touchworks or other ambulatory HCIT solutions
    • Background in both net new and installed sales


    Travel Requirements:

    •  75% overnight, out-of-town travel required. Candidates must live near a major airport. Location preference is Central US to East, given this eastern region territory.


    Working Arrangements:

    • Work is performed in a remote office environment with minimal exposure to health or safety hazards


    At Allscripts, our greatest strength comes from bringing together talented people with diverse perspectives to support the technology needs of 180,000 physicians, 1,500 hospitals and 10,000 post-acute organizations across the globe. Allscripts offers a competitive total rewards package, including holidays, vacation, and medical, disability and life insurance.


    Allscripts’ policy is to provide equal employment opportunity and affirmative action in all of its employment practices without regard to race, color, religion, sex, national origin, ancestry, marital status, protected veteran status, age, individuals with disabilities, sexual orientation or gender identity or expression or any other legally protected category. Applicants for North American based positions with Allscripts must be legally authorized to work in the United States or Canada. Verification of employment eligibility will be required as a condition of hire.


    From a "VEVRAA Federal Contractor" We request Priority Referral of Protected Veterans




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