Associate Account Manager, Small & Mid-Market Accounts

HealthStream; Nashville (TN); On-site; USD 50,000 - 100,000; Full time

Benefits offered by this job

Work-from-home flexibility

Fitness Center Reimbursements

Streaming Good time off for volunteers

Buddy Program for new HealthStreamers

Job summary

HealthStream, Nashville, TN, is seeking an Associate Account Manager to sell the full HealthStream product suite within a territory. You will work both independently and in a team sales environment to meet or exceed quotas by understanding client needs and aligning HealthStream solutions accordingly.

You will develop relationships from C-suite to end users, manage opportunities, deliver compelling ROI, and guide clients through proposals, pricing, and contracts while partnering with

Qualifications

• Bachelor's degree required or BA/BS equivalent.
• Excellent customer service and communication skills (verbal and written).
• Strong organizational and response skills to support efficient customer interaction.
• Excellent presentation skills and executive presence.
• Must be able to quickly develop relationships with C-suite to end users.
• Ability to travel up to 25%.

Responsibilities

• Develop, pursue and close add-on sales opportunities across HealthStream offerings.
• Increase customer utilization of HealthStream solutions.
• Attend HUG meetings virtually or in person and share best practices.
• Identify and qualify opportunities by aligning HealthStream solutions with client needs.
• Demonstrate, propose, and present compelling ROI and business cases.
• Lead RFP/Capture teams and support pricing strategy.
• Negotiate and close business and transition to implementation for long-term success.
• Maintain territory plans and manage pipeline in CRM.
• Collaborate with Marketing, Product and Project Managers to create client value.

Skills

Bachelor's degree

Excellent communication

Organizational skills

Presentational skills

Sales experience

Ability to travel

Education

Bachelors degree

Tools

Salesforce

Office Suite

Job description

Job Details

Job Location: Nashville TN Corporate Office - Nashville, TN 37203

Position Type: Full Time

Education Level: 4 Year Degree

Travel Percentage: Negligible

Job Shift: Day

Job Category: Sales

Company 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.

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

Position Information

Position Overview

The Associate Account Manager will be responsible for successfully selling the entire HealthStream product suite as an individual and in a Team Sales atmosphere. These sales processes will be used to meet or exceed sales quota within a specific territory. This individual must build upon existing HealthStream relationships to broaden exposure and understanding of the value of HealthStream solutions to the client. This individual is ultimately responsible all elements of the sales process, including an understanding the clients needs and aligning HealthStream solutions to address those needs.

Key Responsibilities

You will be responsible for adhering to all HealthStream security policies, procedures, and assigned training.

• Develop, pursue and close add on sales opportunities, targeting each HealthStream offering to each named client, influencing and understanding fit against need and timing of decision.
• Provide efforts and increase customer utilization of HealthStream adopted solutions and services.
• Attend HUG meetings virtually or in person, share best practices, handle escalation / triage of customer issues, or other efforts to manage client participation.
• Identify and Qualify Opportunities: Includes aligning HealthStream solutions with clients initiatives, developing deep customer knowledge and relationships, identifying funding source, securing executive team sponsorship, resolving obstacles, and designing take out opportunities.
• Demonstrate, Propose, and Present: Includes demonstrating HealthStream solutions to key stakeholders, presenting compelling value proposition, developing comprehensive and innovative proposals, answering questions, building ROI / business case, and following up promptly and professionally.
• Lead RFP / Capture Teams: In response to request for proposals, lead proposal teams, support quality RFI/FRP response strategy, secure references, and handle pricing strategy.
• Negotiate and Close Business: Including creating and submitting contracts, 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.
• Territory Planning and Pipeline Management: Including developing and updating territory plans, managing pipeline in CRM system, updating plans and pipeline, supporting sales leadership in strategy formulation, and present plans / pipeline to sales leadership effectively and succinctly.
• Contribute to the HealthStream Sales Community: Includes developing and sharing best practices and leverageable materials, facilitating internal discussions, collaborating with other sales team members, supporting efforts by the Sales Accelerator Office (SAO).
• Undertake Personal and Professional Development Opportunities: Including developing and maintaining outstanding product knowledge, building deep expertise in healthcare trends, and continuing to enhance skills and abilities such as communication, presentation, negotiations, and teamwork.
• Value Added Member of Broader HealthStream Community: Includes working cross-functionally with Marketing, Product and Project Managers to create value-added customer solutions aligned with our vision, business principles, and values.

QualificationsRequirements

• Bachelors degree in related area, BA or BS
• Excellent customer service and communication skills (both verbal and written)
• Excellent organizational and response skills to support efficient and effect customer interaction
• Strong presentation skills and executive presence
• Must have excellent communication skills and the ability to quickly develop relationships, ranging from the C suite to departmental directors to end users
• Ability to become trusted advisor for assigned accounts
• High level of integrity and professionalism, properly setting expectations
• Comfortable in working independently in an empowering, fast paced results oriented culture
• Sales experience with a track record of at least 1 year of superior account management and sales performance in highly competitive environments, preferably within the healthcare industry and with learning, talent management, and related solutions
• Ideal candidate will have strong understanding of sales in the healthcare industry
• Strategic mindset, strong business acumen, and effective negotiation skills
• Leadership qualities to serve as a team player, but willing to take responsibility and accountability. Shares success with team members
• Ability to travel up to 25%

Qualifications

• Solid computer skills Office Suite
• Familiarity with CRM tools such as SalesForce
• Excellent written and verbal communication skills
• Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists
• Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form
• Ability to present and demonstrate complex solutions in a way that is compelling & easy to understand
• Support and model HealthStream Vision and Values
• Ability to communicate well with all levels of personnel
• Ability to see to utilize computer and monitor
• Ability to sit at a computer
• Manual dexterity to manipulate keyboards and phone
• Ability to speak in a clear and moderated voice
• Standing, walking, lifting small objects (under 20 pounds) occasionally
• Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions

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 $49,980 with an OTE of $90,000 - $100,000.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

• 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

Equal Opportunity Statement

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.

Closing Statement

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.