Account Development Representative

GENERAL SUMMARY:  

The GHX Account Development Representative (ADR) is responsible for selling complex supply chain software solutions into the healthcare community.  The ADR determines the overall account planning and management of their customer base within a specified region to achieve a growth billings quota.    

Successful candidates will have an understanding of the healthcare industry and the business challenges that customers in the healthcare community face.  They will be able to identify and articulate the pain points of the customer and successfully demonstrate how GHX solutions will provide value to their organizations.  Successful candidates will also be able to effectively and professionally navigate organizational dynamics and be able to influence prospective decision makers.  

KEY RESPONSIBILITIES  

• Establishes business plans by account and develops plans to achieve annual quota. 
• Ability to contribute different thoughts, ideas and viewpoints that lead to greater innovation on projects and cross-functional collaborative efforts.
• Effectively presents the business case for GHX solutions that solve business problems while providing a relevant ROI.  Qualifies and quantifies the impact of the customer maintaining the status quo or pursuing competitor’s solutions vs. GHX. 
• Drives two-way communication and engages the customer by linking their business priorities to our value proposition. 
• Proactively advances the purchase decision without rushing the customer. 
• Stays abreast of healthcare industry market trends, macro- and microeconomic impacts to the healthcare supply chain, as well as competitive marketplace activities. 
• Presents products in a compelling, positive and professional manner. 
• Applies sound strategies for protecting accounts and penetrating accounts held by competitors. 
• Acquires and integrates industry knowledge related to general trends, emerging technologies and competitors. 

KEY DUTIES 

• Builds pipeline through lead generation, prospecting, pipeline development, networking, targeting and qualification for new opportunities with existing and new assigned accounts to achieve quota. 
• Prospects, accurately forecasts and assesses resource allocation and planning of new business deals within assigned accounts. 
• Develops solution proposals encompassing all aspects of the business applications. 
• Tracks and reports sales opportunities within Salesforce.com to accurately forecast deals.  
• Thoroughly qualifies all leads and sales opportunities. 
• Collaborates internally with Product Management, Marketing, Customer Support and other internal GHX departments to drive overall customer value and satisfaction. 
• Develops and implements strategies for selling GHX solutions in the C-suite to ensure internal buy-in at the highest level. 
• Validates prospects’ needs through discovery process, and process and develops into ROI that solves business problems for clients. 
• Effectively presents the business case for GHX solutions that solve business problems while providing a relevant ROI.  Qualifies and quantifies the impact of the customer maintaining the status quo or pursuing competitor’s solutions vs. GHX. 
• Refines messaging and sales tools needed to recruit customers. 
• Conducts Strategic Business Reviews with customer base to expand usage of products or services, and to identify additional problems to be solved by GHX solutions. 

KEY COMPETENCIES  

• Strong business acumen and ability to think strategically. 
• Excellent interpersonal, presentation, negotiation and closing skills with demonstrated success in building and sustaining customer relationships. 
• Self-motivated and results-oriented, with a positive outlook and a clear focus on high quality interactions to drive business results for the customer and GHX. 
• Ability to collaborate with internal GHX resources to effectively close the sale. 
• Effective time management skills and ability to meet deadlines.
• Understands, and has the ability to influence, a wide range of customer stakeholders. 
• Understands business organizations and buying cycles.  
• Results-driven and able to achieve/exceed, monthly/quarterly/annual sales quotas.

REQUIRED EDUCATION, CERTIFICATIONS, AND EXPERIENCE 

• Minimum of 2 years’ experience in sales managing a territory and building a pipeline. 
• Experience identifying deals and bringing them to completion. 
• Excellent communication skills, written and verbal with internal and external clients. 
• Bachelor’s degree in Business or related discipline, or a combination of education and relevant work experience. 
• Knowledge of MS Office Suite. 
• Willingness to travel up to 50% on occasion.  

Preferred Qualifications 

• Previous ERP sales and/or healthcare supply chain sales highly desired. 
• Experience with various ERP systems. 
• Experience with Salesforce.com and CRM applications. 

KEY DIFFERENTIATORS  

• Ability to articulate and sell a complete solution vs. specific product features and functions.   

The compensation range for the ADR is $59,000- $74000.0 Plus Commission

The base salary range represents the anticipated low and high end of the GHX’s salary range for this position. Actual salaries will vary and will be based on various factors, such as the candidate’s qualifications, skills, competencies, and proficiency for the role. The base salary is one component of GHX’s total compensation package for employees. Other rewards and benefits include health, vision, and dental insurance, accident and life insurance, 401k matching, paid-time off, and education reimbursement, to name a few. To view more details of our benefits, visit us here: https://www.ghx.com/about/careers/