Here at Savista, we enable our clients to navigate the biggest challenges in healthcare: quality clinical care with positive patient experiences and optimal financial results. We partner with healthcare organizations to problem solve and deliver revenue cycle improvement services that enable their success, support their patients, and nurture their communities, all while living our values of Commitment, Authenticity, Respect and Excellence (CARE).
About the Role
At ABW Medical, a Savista company, we're helping healthcare organizations transform their financial performance through innovative Revenue Cycle Management (RCM) solutions. As our Director of Sales, you'll play a pivotal role in accelerating our growth by securing strategic new business within an assigned geographic and/or vertical market territory.
This is a highly consultative sales leadership role focused on identifying, developing, and closing large, enterprise-level ("big logo") opportunities with health systems, large physician groups, Federally Qualified Health Centers (FQHCs), community hospitals, and other complex healthcare organizations. You'll serve as the executive sponsor for prospective clients, building relationships with C-suite and senior operational leaders while navigating multi-stakeholder sales cycles.
You'll own your assigned territory, developing and executing strategic account plans to penetrate new markets, expand ABW's presence, and achieve ambitious revenue goals. Working closely with Marketing, Customer Success, Operations, and Executive Leadership, you'll deliver tailored solutions that address each client's unique business challenges while contributing to ABW's long-term growth strategy.
If you thrive on building executive relationships, developing strategic opportunities, and closing complex, high-value deals, we'd love to meet you.
What You'll Do
Drive Enterprise Growth
- Develop and execute a strategic territory plan designed to grow market share and generate new revenue.
- Identify, pursue, and close large enterprise opportunities within an assigned geographic or market territory.
- Lead complex, consultative sales engagements from initial outreach through contract negotiation and execution.
- Build and maintain a strong pipeline of strategic opportunities while consistently meeting or exceeding revenue and booking goals.
Own Your Territory
- Develop a deep understanding of your assigned territory, target accounts, competitive landscape, and market dynamics.
- Prioritize high-value healthcare organizations that align with ABW's strategic growth objectives.
- Create account penetration strategies that expand ABW's footprint within key healthcare markets.
- Accurately forecast revenue and maintain pipeline visibility through CRM reporting.
Build Executive Relationships
- Establish trusted relationships with executive leaders, including CEOs, CFOs, COOs, Revenue Cycle Executives, and Practice Administrators.
- Position yourself as a strategic advisor by understanding each organization's operational and financial goals.
- Facilitate executive-level presentations, solution demonstrations, and business reviews.
Develop New Business
- Generate new enterprise opportunities through strategic prospecting, referrals, networking, conferences, industry partnerships, and targeted outreach.
- Collaborate with Marketing to maximize lead generation efforts and convert qualified opportunities into long-term clients.
- Expand ABW's presence through relationship-building with healthcare associations, technology partners, and referral sources.
Collaborate Across the Organization
- Partner with Customer Success and Operations to ensure seamless transitions from sales through implementation.
- Collaborate with Executive Leadership on pricing strategy, contract negotiations, and customized client solutions.
- Share market intelligence and customer insights to support future product and service development.
Be a Healthcare Industry Expert
- Stay informed on healthcare reimbursement trends, regulatory changes, payer dynamics, and Revenue Cycle Management best practices.
- Leverage industry expertise to position ABW as a trusted strategic partner for healthcare organizations.
What Success Looks Like
You'll be successful in this role by:
- Consistently achieving or exceeding annual sales and booking targets.
- Winning new enterprise and strategic healthcare clients within your assigned territory.
- Growing ABW's market share through strategic account penetration.
- Building strong executive relationships that lead to long-term partnerships.
- Maintaining an accurate and healthy pipeline of qualified opportunities.
- Successfully managing complex sales cycles while delivering an exceptional client experience.
What You'll Bring
- Bachelor's degree in Business, Marketing, Healthcare Administration, or a related field (MBA preferred).
- 10+ years of successful B2B sales experience, including significant experience selling complex healthcare solutions.
- Demonstrated success closing large enterprise or strategic accounts with multi-million-dollar organizations.
- Strong understanding of Healthcare Revenue Cycle Management (RCM), healthcare operations, and payer/provider dynamics.
- Proven ability to develop and execute territory growth strategies.
- Experience selling to executive-level healthcare decision-makers, including C-suite leaders.
- Exceptional consultative selling, negotiation, presentation, and relationship-building skills.
- Experience managing long, complex sales cycles involving multiple stakeholders.
- Proficiency with CRM platforms, Microsoft Office, and virtual selling tools.
- Self-motivated, strategic thinker with a collaborative, customer-focused mindset.
- Willingness to travel as needed to support client meetings, conferences, and business development activities.
Why Join Us?
Joining ABW Medical, a Savista company, means becoming part of a growing organization dedicated to helping healthcare providers improve financial performance and patient outcomes. You'll have the opportunity to work alongside experienced leaders, influence strategic growth initiatives, and make a measurable impact by bringing innovative RCM solutions to some of the nation's leading healthcare organizations.
If you're energized by developing enterprise relationships, winning transformational business, and helping shape the future of healthcare, we invite you to join our team.
Pay Transparency Disclaimer*
Savista is required by state-specific laws to include the salary range for this role when hiring a resident in applicable locations. The salary range for this role is $130,000-$140,000 annually. However, specific compensation for the role will vary within the above range based on many factors including but not limited to geographic location, candidate experience, applicable certifications, and skills.
SAVISTA is an Equal Opportunity Employer and does not discriminate against any employee or applicant for employment because of race, color, age, veteran status, disability, national origin, sex, sexual orientation, religion, gender identity or any other federal, state or local protected class.
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