Manager - Field Sales - Healthcare

Job Summary

The Sales Manager will report to the Sr. Sales Director, Healthcare Field Sales, and will be responsible for leading and developing a team of Healthcare Account Executives across the East Coast. The primary focus of this role is to drive net-new and growth business within healthcare accounts while enabling a largely new-to-role sales team to be effective, productive, and aligned to SHI's processes and strategy.

Role Description

• Lead, coach, and develop a team of Healthcare Account Executives supporting provider and healthcare accounts across the East Coast region.
• Partner closely with the Sr. Sales Director to execute the healthcare go-to-market strategy, achieve revenue and margin targets, and improve territory performance.
• Remove operational and internal obstacles for sellers by navigating SHI's internal resources, processes, and escalation paths on their behalf.
• Drive adherence to SHI sales processes, including pipeline management, forecasting, account planning, and deal governance.
• Collaborate with internal teams (inside sales, operations, finance, partners, marketing, and technical resources) to streamline workflows and improve process efficiency.
• Identify and implement internal process improvements that increase seller productivity and customer responsiveness within the healthcare segment.
• Provide hands-on support for early-stage and complex deals, including structuring, approvals, and coordination of resources.
• Onboard, mentor, and ramp new Account Executives, with a focus on teaching SHI best practices, internal tools, and engagement models.
• Monitor performance metrics, provide regular coaching and feedback, and manage performance improvement plans where needed.
• Represent the healthcare field sales team in internal discussions, advocating for needed support, resources, and systemic changes.

Behaviors and Competencies

• Results Orientation: Can set strategic goals for the organization and lead multiple teams to achieve these goals, demonstrating a strong orientation towards results.
• Business Development: Can take ownership of significant business initiatives, collaborate with various stakeholders, and drive business results.
• Leadership: Can take ownership of complex team initiatives, collaborate with others in decision-making processes, and drive team performance.
• Performance Management: Can manage team performance, align team goals with organizational objectives, and use performance metrics to drive results.
• Communication: Can effectively communicate complex ideas and information to diverse audiences, facilitate effective communication between others, and mentor others in effective communication.
• Customer-Centric Mindset: Can take ownership of customer-centric initiatives, ensuring products and services align with customer needs. Collaborates with cross-functional teams to integrate customer feedback into product development.
• Analytical Thinking: Can use advanced analytical techniques to solve complex problems, draw insights, and communicate the solutions effectively.
• Negotiation: Can take ownership of complex negotiations, collaborate with others, and drive consensus.
• Collaboration: Can take ownership of team initiatives, foster a collaborative environment, and ensure that all team members feel valued and heard.
• Adaptability: Can lead others through change, help teams adapt to new directions, and create a culture open to change.

Skill Level Requirements

• Excellent time management, planning, and organizational skills - Expert
• Ability to continuously learn and work independently to acquire job related knowledge and skills - Expert
• Strong problem solving - Expert
• Ability to motivate others - Expert
• Excellent presentation skills - Expert
• Ability to think ahead, plan long-term decisions, and anticipate outcomes - Expert
• Self-motivated with ability to work with limited direction and oversight - Expert
• Strong consultative sales skills - Expert

Other Requirements

• Completed Bachelor's Degree or equivalent experience
• 1+ year of previous experience as a Sales Manager at SHI, preferably supporting field or strategic accounts.
• 3+ years e xperience working with or around healthcare customers (provider, health systems, payers, or life sciences) is strongly preferred.
• Proven track record in attaining sales goals and quotas
• Highly focused on customer solutions and satisfaction
• Experience working with C-Level executives
• Proficiency in Microsoft Office applications; Outlook, Work, Excel & PowerPoint
• Based on the East Coast of the United States, with the ability to travel periodically for customer meetings, team support, and internal events as needed

Pay and benefits

The estimated annual pay range for this position is $200,000 - $250,000 which includes a base salary and commissions. The compensation for this position is dependent on job-related knowledge, skills, experience, and market location and, therefore, will vary from individual to individual. Benefits may include, but are not limited to, medical, vision, dental, 401K, and flexible spending.

Equal Employment Opportunity - M/F/Disability/Protected Veteran Status