• AVP Client Sales - Central Region

    Job Locations US-IL-Chicago | US-OH-Dayton | US-MO-Kansas City | US-TX-Dallas
    Requisition ID
    Posted Date
    3 weeks ago(3/28/2018 1:53 PM)
  • 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.


    The primary purpose of this role is to lead the Client Sales Team to meet or exceed order intake and revenue targets.


    Hire, Develop, and, Manage a strong sales team

    • Ensures team is properly staffed to achieve sales targets 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 order intake target associated with the territory
    • Manages cost of sale vs. budget

    Build and maintain relationships with management of existing accounts

    • Expands Allscripts business through development of existing accounts
    • Cultivates relationships with management of new accounts building credibility and trust

    Provide timely and accurate forecasts for the territory

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

    Growth of pipeline for the territory

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

    Oversees the sales cycle

    • Engages executives and other key stakeholders to develop existing opportunities
    • Creates a business solution consisting of services and software that uniquely address the customer's needs.  May include collaboration with cross functional teams
    • Meets quarterly consistency targets for delivery of team / individual quotas

    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 business sector
    • Understands customers’ specific business goals, strategy, financials, and challenges

    Maintaining high quality Account Plans

    • Timely and accurate development and maintenance of opportunity plans
    • Upkeep of relevant information on

    Consultative Sales

    • Supports additional inside sales campaigns allocated as needed.  Acts as a liaison between customers and internal departments to resolve any outstanding issues

    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 experience



    •  Typically requires 10 or more years experience in sales with at least 5 years in a sales leadership position
    • Proven track record of success in sales or sales leadership over a sustained period
    • Understanding of Healthcare and/or IT Industry


    Travel Requirements:

    •  Overnight, out-of-town travel required


    Working Arrangements:

    • Work is performed in a standard 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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