Allscripts

  • Solutions Sales Specialist - HealthGrid / Northeast Region

    Job Locations US-NY-New York | US-CT-Hartford | US-MA-Boston | US-NJ-Somerset | US-VT-Burlington
    Requisition ID
    2018-16246
    Posted Date
    4 months ago(6/21/2018 12:27 PM)
    Category
    Sales
  • Overview

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    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 provide subject matter expertise and support to the sales team.

    Responsibilities

    • Consulting with customers and salespeople to drive new business development and custom products in a specified content/practice area (pharmaceutical research, sponsored point-of-care content, clinical decision support) which meets or exceeds sales goals.
    • Integral part of the sales process, contributing to the success of the overall team, by learning and staying informed on the complex and comprehensive Information Business product line; developing and maintaining expert level knowledge of practice area; following a sophisticated consultative selling model; leading new customer projects to ensure quality and timing of results; serving as a practice area subject matter expert to individuals within the organization; contributing to product development within the practice area that meets customer needs

     

    Subject Matter Expert

    • Expert level knowledge of products in practice area, including features, benefits, pricing, intended use, value proposition and competitive position in order to effectively serve clients
    • Educate sales executives on solutions, to ensure knowledge is shared and disseminated into the organization; and conducting formal training sessions upon request

    Sales Process

    • Consults with customers and salespeople to drives new business development
    • Meet quarterly and annual sales goals by meeting with clients when called in by a Consulting Sales Executive (CSE) to discuss, document and fully understand specific needs identified by the CSE; determining if an standard product/deliverable will meet the client needs or if a customized deliverable is required
    • Craft methodological approaches to meet client objectives, including design and documentation, if a customized deliverable is required; effectively articulating the value of proposed deliverable/solution through a formal client presentation and addressing objections; appropriately price deliverable to ensure acceptable margin; and creating a detailed work plan that will drive the solution
    • Leads new customer projects to ensure quality and timing of results
    • Contributes to new product development that meets customer needs
    • Participate in the project kick-off and status meetings; ensuring a smooth, providing consultation and leadership to ensure design, fulfillment, and execution of projects; and presenting the final work product to the customer upon completion
    • Identify gaps where current products do not meet client requirements; providing creative focus and impetus for new product concepts and context solutions (e.g., dashboards, executive summaries, audits, query tools); working with product managers and business unit team to translate unmet client requirements into business and functional specifications; participating in product design discussions; evaluating prototypes; and engaging in beta testing

     

    Administration of Salesforce.com

    • Lead nurturing/scoring
    • Data cleansing
    • Reports/dashboards
    • Analysis of Sales Activities

     

    Assist in development of Sales Collateral and Events

    • PowerPoint presentations
    • Sell Sheets
    • White Papers / Case Studies
    • Tradeshow exhibition management      
    • Marketing activity tracking

     

    Assist in Proposal Development          

    • RFIs
    • RFPs
    • MSA / GSAs
    • SOWs

     

    Customer Satisfaction

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

     

    Market Awareness

    • Knowledge of competitive and relevant market data
    • Understanding of current overall trends in the business sector
    • Understanding of customers specific business goals, strategy, financials and challenges

    Qualifications

    Academic and Professional Qualifications:

    •  Bachelor’s degree in business, sales, marketing

    Experience:

    • Typically requires 6 (six) or more years combined experience of pharmaceutical sales analysis, medical device sales analysis, and healthcare solutions sales support
    • Must have 2+ years’ experience with Salesforce.com
    • Must have proposal creation/edit experience
    • Solid technical skills including MS Office and Adobe
    • Great communication skills
    • Prefer experience with RFP (Request for Proposals)
    • Able to work for multiple sales-oriented individuals
    • Proven track record of success in sales and strategy over a sustained period.
    • Understanding of Pharmaceutical, Healthcare and IT Industry

    Travel Requirements:

    •  Some minimal overnight, out-of-town travel required. Approximately 15%

    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 comprehensive compensation and benefits package, including holidays, vacation, medical, dental, and vision insurance, company paid life insurance and retirement savings.

     

    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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