HEALTHSTREAM INC

Leading a healthcare sales team to achieve revenue targets and develop strategic client relationships. | Extensive healthcare sales management experience, knowledge of healthcare industry, and proficiency with CRM tools. | Job DetailsJob Location: USA Remote - Nashville, TN 37203Position Type: Full TimeEducation Level: 4 Year DegreeTravel Percentage: NegligibleJob Shift: DayJob Category: SalesCompany Overview HealthStream is the leader in healthcare workforce solutions. We help organizations work better by helping their people work smarter. HealthStream provides the leading learning, clinical development, credentialing, and scheduling applications delivered on healthcare’s #1 platform. We streamline everyday tasks while improving performance, engagement, and safety – fostering a workplace where people flourish, and care thrives. Why Join Us At HealthStream, you’ll have the opportunity to make a meaningful impact on the future of healthcare by collaborating with a team of talented professionals dedicated to innovation and excellence. We offer competitive compensation, comprehensive benefits, and a supportive work environment where creativity and collaboration thrive. Our shared vision is to enhance the quality of healthcare by empowering the people who deliver care – a commitment we have upheld for over 30 years through providing innovative solutions and driving constant growth. Join us in revolutionizing the healthcare industry and shaping the future of patient care. As a HealthStreamer, you will be at the forefront of healthcare technology innovation, making a recurring impact on the industry. We’re proud of our values-forward culture that offers our people: Mission-oriented work Diverse and inclusive culture Competitive Compensation & Bonuses Comprehensive Insurance Plans Mental and Physical Health Support Work-from-home flexibility Fitness Center Reimbursements Streaming Good time off for volunteering Wellness workshops Buddy Program for new HealthStreamers Collaborative work environment Career growth opportunities Continuous learning opportunities Inspiring workspaces to collaborate and connect with other HealthStreamers Free employee parking at our Resource Centers in Nashville and San Diego At HealthStream, our thriving culture encourages collaboration and values contributions, allowing our team members to continuously solve big problems and grow. We offer flexibility and paid time off to support work-life integration for all employees, including a hybrid work environment and Streaming Good volunteer day. For team members in commutable distance, HealthStream has Resource Centers in Nashville, TN and San Diego, CA. Our resource centers provide an inspiring workspace to collaborate and recharge as well as company-sponsored onsite social events for development, connection, and celebration. We are committed to driving innovation in healthcare and ensuring that patients receive competent care from qualified professionals. As a HealthStream team member, you will help bring this vision to life. If you want to work for a company committed to its values and vision, HealthStream is the place for you! HealthStream is an equal opportunity employer. HealthStream prohibits employment practices that discriminate against individual employees or groups of employees on the basis of age, color, disability, national origin, race, religion, sex, sexual orientation, pregnancy, veteran or military status, genetic information or any other category deemed protected by state and/or federal law. Position Information Position Overview The Director of Sales, Child-Maternal & Emergency Care will be responsible for leading a team of sales Solution Executives that are responsible for selling HealthStream’s Child-Maternal & Emergency Care portfolio of solutions into the healthcare market. In this role, the Director will be responsible for all managerial responsibilities to ensure optimum performance of the sales team including defining and implementing strategic sales planning, achieving sales goals, forecasting accuracy, analyzing sales data, and meeting with key clients. Key Responsibilities You will be responsible for adhering to all HealthStream security policies, procedures, and assigned training. Strategic: Develop, implement, and lead specific strategic sales plans to accommodate corporate goals. Cultivate a team culture of trust, comradery, expertise, and accountability to achieving sales goals. Operational: Direct sales forecasting activities (weekly, monthly, quarterly) and set team and individual performance goals. Prepare data and analysis of individual sales/team performance and results. Meet with content provider partners. Develop and update territory plans, manage pipeline in CRM system, update plans and pipeline, support sales leadership in strategy formulation, and present plans / pipeline to sales leadership effectively and succinctly. Participate in sales committees as needed to help support and achieve the SVP, Head of Sales specific annual goals. Management: Day-to-day management of Solution Executives Plan and schedule weekly 1:1s with Solution Executives for coaching, sales development, pipeline management , and strategic oversight Direct staffing management to include talent acquisition, successful onboarding & training and performance evaluations to develop and grow an A+ sales team. Plan, schedule and coordinate weekly, monthly, quarterly and annual team meetings. Travel with staff to meet clients and provide instant sales feedback. Identify performance issues of team members and have difficult conversations as necessary to address. Undertake personal and professional development opportunities to include developing and maintaining expert product knowledge, building deep expertise in healthcare trends, and continuing to enhance skills and abilities such as communication, presentation, negotiations, coaching and teamwork. Miscellaneous: Direct sales team in response to request for proposals (RFPs), support quality RFI/RFP response strategy, and monitor pricing strategies. Assist in the negotiation and closing of business, including negotiating contract terms, secure commitment and signature, processing contracts in contract management system, and effectively transitioning client to the implementation phase to ensure long-term customer success. Work cross-functionally with Marketing, Product, Operations, Success Management, and Project Managers to create value-added customer solutions aligned with our vision, business principles, and values. work closely with BDR, Business Development Representatives, for the team to ensure there is a schedule of strategic campaigns, impactful messaging, and collaboration across the team. QualificationsRequirements Bachelors degree required. Clinical or Nursing experience coupled with sales leadership experience preferred. 10+ years identifying and closing new business SaaS based sales opportunities in healthcare 5+ years of leading an outside sales team, including the range of accounts from small to the large IDNs. Sales management experience in a healthcare technology company Experience selling educational software preferred Experience working in or selling in perinatal, neonatal, pediatric, or emergency care settings preferred Proven track record of exceeding sales goals in a management capacity. Deep knowledge of healthcare industry, including buying cycles, key trends, value propositions, and critical success criteria. Knowledge with CRM tools such as Salesforce Experience with SalesLoft Use of online demonstration tools (i.e. MS Teams) Extensive experience with remote demonstrations of software applications, highlighting UI, combined with Microsoft office elements (PPT) Qualifications Excellent customer service and communication skills (both verbal and written) Strong presentation skills and executive presence. Microsoft office: especially Excel and PPT Excellent written and verbal communication skills Accountability to achieving sales and corporate goals. Servant leadership traits required in order to successfully support, guide, lead, and motivate a team while setting clear expectations and building a positive team spirit. Must be passionate about improving outcomes in high risk care settings. Vision based leadership required to successfully motivate your team of Solution Executives Must be able to work with cross-functional teams in a highly collabortive environment Ability to pivot quickly and manage change management with a positive mindset Ability to capture sales data to drive any needed sales strategies or product enhancements Ability to thrive in a high standard/high expectation sales culture Strategic mindset, strong business acumen, and effective negotiation skills. Multi-task oriented; works with a sense of urgency and a desire for excellence in performance. Enthusiasm and initiative, and ability to operate independently with limited oversight. Ability to lead in a dynamic and complex team selling environment. Ability to communicate well with all levels of personnel. Ability to have a point of view and to clearly articulate it. Ability to travel 25% - 40%. Compensation This role features a base salary plus commission with a targeted split of 50% base / 50% variable. At quota, your On-Target Earnings (OTE) are comprised of the base salary and commissions, with the potential of additional uncapped earnings through bonuses and accelerators when exceeding performance targets (quota). The base salary range for this position is $101,099 - $125,000. Base salary will be determined on the candidate’s level of experience and qualifications. Compensation will be commensurate with skills, relevant experience, and performance in similar roles. Benefits HealthStream offers a comprehensive benefits package to eligible employees, including: Medical, Dental and Vision insurance Paid Time Off Parental Leave 401k and Roth Flexible Spending Account Health Savings Account Life Insurance Short- and Long-Term Disability Medical Bridge Insurance Critical Illness Insurance Accident Insurance Identity Protection Legal Protection Pet Insurance Employee Assistance Program Fitness Reimbursement Are you passionate about enhancing healthcare outcomes and empowering healthcare professionals? Join the HealthStream team and become a HealthStreamer! Together, we can make a difference in the world of healthcare.