Sales Director

Position Overview

The Director of Sales works with prospective mid-size employers from 2,000 to 7,000 employees and benefit consulting firms and brokers that service that same market to gain a thorough understanding of their healthcare needs and agenda, direct our company's procurement efforts, and leverage the full spectrum of Truven Health Analytic's resources to deliver value to mid-size employer business segment to achieve their business objectives.

Essential Responsibilities

• Is responsible for developing and maintaining a sound pipeline of new business opportunities with mid-size employers (2,000 to 7,000 employees), benefits consulting firms and brokers that service that market.
• Together with the Vice President of Sales in Payer, identifies key prospects to target within assigned region.
• Is personally responsible for delivering new business sales to meet or exceed annual quota within assigned geography for prospective clients.
• Assumes primary responsibility for the total customer relationship during the sales cycle.
• Leads the overall sale of new business by following an established capture and proposal response process.
• Effectively builds relationships, collaborates and partners with a cross-functional team -- strategize and meet with prospective clients and to deliver compelling presentations, solution demonstrations, proposals and orals that result in new business revenue.
• Develops and executes business development plans in conjunction with leadership, business consulting and systems delivery groups that will meet or exceed established quota goals.
• Effectively engages in complex negotiations with prospective clients and teaming partners around business commitments and the details of each proposal.
• Maintains regular contact with senior and executive-level decision makers - utilizing both on-site sales visits and remote communication - for assigned prospects.
• Represent the company at industry conferences and meetings.

REQUIRED Skills and Experience

Bachelor's degree or equivalent experience preferred, and five to seven years successful experience in a healthcare-related sales role, with a demonstrated track record of achieving or exceeding business objectives and sales targets. • Minimum three to five years experience selling solutions to the employer, benefit consulting and broker.

• Experience selling to executive-level decision makers and leadership.
• Ability to partner, collaborate and influence others in a highly matrixed organization on a cross-functional team to achieve goals.
• Excellent business instincts - able to function well in a competitive, changing environment.
• Strong oral and written communications skills are mandatory.
• Willingness to travel.

PREFERRED Skills and Experience

• Demonstrated networking capabilities among various communities, e.g., employer coalitions
• Experience working with the employer, benefit consulting and broker acquisition process
• Experience selling technology solutions, especially business intelligence solutions, a plus.

Additional Information

• According to the U.S. Citizenship and Immigration Services (USCIS), the H-1B visa cap has been met for the 2015 fiscal year (October 1, 2014-September 30, 2015).
• All your information will be kept confidential according to EEO guidelines.