The Craneware Group

Compensation

Full Description

Let’s transform the business of healthcare! At The Craneware Group, we are dedicated to empowering our customers with industry-defining insights that pave the way for a brighter future. If you are an energetic, forward-thinking individual with a passion for innovation, we invite you to join our thriving team of more than 750 dedicated professionals. Together, we'll fuel the expansion of our SaaS platform and develop cutting-edge applications that redefine the healthcare landscape. We are seeking a results-oriented Sales Executive to proactively identify, pursue, and secure new business opportunities. This role requires building and maintaining a strong pipeline, cultivating long-term client relationships, and consistently delivering growth. The ideal candidate brings a proven ability to expand their book of business, and capitalize on opportunities with professionalism, strategic focus, and persistence. This role will be responsible for managing and overseeing sales activities within the region of Ohio (OH), Western Pennsylvania (W. PA), West Virginia (WV) and Michigan (MI). You Will Be: • Consistently achieve individual sales quotas throughout the fiscal year. • Providing accurate forecasts and projections to support business planning. • Completing monthly review assessments for discussions with the Manager. • Analyzing and organizing territory sales data to create and refine a Territory Business Plan. • Ensuring smooth handover of newly acquired customers to the Customer Success team. • Navigating business and legal processes efficiently, including contract reviews and approvals. • Negotiating and resolving stakeholder concerns, fostering long-term relationships. • Utilizing Sandler "Cookbook" strategy for planning and tracking daily and weekly goals. • Assist in the development and maintenance of Gold Sheet Account plans. • Leveraging sales tools (MS Dynamics, CoPilot for Sales, CRM) to track and document customer interactions. • Maintaining accurate records of leads, contacts, opportunities, and sales stages. • Building lasting relationships with customers to drive additional product purchases. • Maintaining consistent communication and follow-ups to address customer needs. • Identifying and positioning products as solutions to customer business challenges. • Expanding knowledge to uncover additional customer pain points. • Evaluating key targets and decision-makers to align solutions with customer needs. • Creating demand by reframing challenges into unique value propositions. • Partnering with Customer Partnership teams to identify upselling and cross-sale opportunities. • Collaborating with Marketing, Customer Partnership, and Product Development teams. • Providing prospecting insights to refine marketing campaigns. • Identifying at-risk customers and coordinate with Customer Partnership to mitigate risks. • Researching and identifying potential leads through various channels. • Executing outbound outreach strategies to generate business opportunities. • Supporting marketing initiatives that align with sales quota goals. • Supporting targeted campaigns with Sales Development Representatives and Marketing Teams. • Representing the company at conferences and industry meetings. • Continuously learn and utilize Sandler Sales Strategies and Tactics. • Traveling regularly (50-60%) for customer and prospect site visits, industry trade shows, and company events. You Will Bring: • Bachelor's degree in Business, Marketing, Communications, or equivalent experience in a related field. • 4-6 years’ field sales experience working within the US Hospital and Health System marketplace. • Strong interpersonal skills to effectively engage with prospects, internal stakeholders, and team members. • Strong understanding of Sales Methodology, Sales Process, and techniques. • Proficiency in using research tools and techniques to identify potential leads. • Ability to analyze and interpret sales data and trends. • Effectively handle rejection, keep going, and maintain a positive attitude. • Demonstrates sales track record, new sales track record & quota attainment • Demonstrate a broad and deep knowledge of revenue cycle (HC/RC/RI) • Demonstrable success in new business development and lead qualification • Proficiency with Microsoft Office Suite (Word, Excel, PowerPoint), Microsoft Dynamics, Microsoft Teams, NetSuite, Seismic, and CoPilot for Sales. • Familiarity with sales-oriented lead generation, workflow, and management software. • Demonstrate a broad and deep knowledge of the company’s software, applications and services