Enterprise Sales Executive

The Craneware Group; Michigan; On-site; USD 70,000 - 90,000; Full time

Job summary

A leading healthcare technology company is seeking an Enterprise Sales Executive to drive business growth in the US Hospital and Health System marketplace. This role involves building strong client relationships, achieving sales quotas, and collaborating with various teams. The ideal candidate has a bachelor's degree and 4-6 years of relevant experience. This full-time position involves significant travel and offers an opportunity to make an impact in the healthcare industry.

Qualifications

• 4-6 years’ field sales experience within the US Hospital and Health System marketplace.
• Proven success in new business development and lead qualification.
• Strong understanding of Sales Methodology and Sales Process.

Responsibilities

• Consistently achieve individual sales quotas.
• Provide accurate forecasts and projections.
• Assist in development of Gold Sheet Account plans.

Skills

Sales Methodology

Interpersonal Skills

Sales Process

Lead Qualification

Resilience

Education

Bachelor's degree in Business, Marketing, or Communications

Tools

Microsoft Office Suite

Microsoft Dynamics

NetSuite

CoPilot for Sales

Job description

Enterprise Sales Executive role at The Craneware Group

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).

Overview

Join The Craneware Group as an Enterprise Sales Executive to help expand our SaaS platform and develop cutting-edge applications that redefine the healthcare landscape.

Responsibilities

• Consistently achieve individual sales quotas throughout the fiscal year.
• Provide accurate forecasts and projections to support business planning.
• Complete monthly review assessments for discussions with the Manager.
• Analyze and organize territory sales data to create and refine a Territory Business Plan.
• Ensure smooth handover of newly acquired customers to the Customer Success team.
• Navigate business and legal processes efficiently, including contract reviews and approvals.
• Negotiate and resolve stakeholder concerns, fostering long-term relationships.
• Utilize Sandler approach for planning and tracking daily and weekly goals.
• Assist in the development and maintenance of Gold Sheet Account plans.
• Leverage sales tools (MS Dynamics, CoPilot for Sales, CRM) to track and document customer interactions.
• Maintain accurate records of leads, contacts, opportunities, and sales stages.
• Build lasting relationships with customers to drive additional product purchases.
• Maintain consistent communication and follow-ups to address customer needs.
• Identify and position products as solutions to customer business challenges.
• Expand knowledge to uncover additional customer pain points.
• Evaluate key targets and decision-makers to align solutions with customer needs.
• Create demand by reframing challenges into unique value propositions.
• Partner with Customer Partnership teams to identify upselling and cross-sale opportunities.
• Collaborate with Marketing, Customer Partnership, and Product Development teams.
• Provide prospecting insights to refine marketing campaigns.
• Identify at-risk customers and coordinate with Customer Partnership to mitigate risks.
• Research and identify potential leads through various channels.
• Execute outbound outreach strategies to generate business opportunities.
• Support marketing initiatives that align with sales quota goals.
• Support targeted campaigns with Sales Development Representatives and Marketing Teams.
• Represent the company at conferences and industry meetings.
• Continuously learn and utilize Sandler Sales Strategies and Tactics.
• Travel regularly (50-60%) for customer and prospect site visits, industry trade shows, and company events.

Qualifications

• Bachelor's degree in Business, Marketing, Communications, or equivalent experience in a related field.
• 4-6 years’ field sales experience 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.
• Resilience in handling rejection and maintaining a positive attitude.
• Broad and deep knowledge of revenue cycle (HC/RC/RI).
• Proven success in new business development and lead qualification.
• Proficiency with Microsoft Office Suite, Microsoft Dynamics, Microsoft Teams, NetSuite, Seismic, and CoPilot for Sales.
• Familiarity with sales-oriented lead generation, workflow, and management software.
• Knowledge of the company’s software, applications and services.

Details

• Seniority level: Mid-Senior level
• Employment type: Full-time
• Job function: Sales
• Industry: Hospitals and Health Care

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