Healthcare Sales Manager

The Garland Company, Inc.; Boston (MA); On-site; USD 90,000 - 130,000; Full time

Job summary

The Garland Company, Inc. is seeking a Partnership Development – Healthcare professional to qualify, identify and develop quality sales opportunities within the assigned territory.

This role focuses on growing the healthcare market and coordinating with field sales representatives and clients within the geographic area. The ideal candidate has 3+ years of healthcare sales experience, strong relationship-building skills, and the ability to manage pipelines and deliver solution-driven proposals.

Qualifications

• 3+ years of relevant sales experience in the healthcare vertical.
• Ability to forecast sales opportunities and manage a pipeline.
• Strong relationship-building and communication skills.
• Proficiency with Microsoft Office and CRM tools; able to communicate with all levels of an organization.

Responsibilities

• Outbound prospecting to identify and target potential clients within the healthcare market.
• Grow market share in local healthcare clients.
• Act as liaison for healthcare customers and coordinate communications with internal/external partners.
• Develop leads into prospects by understanding challenges and conveying Garland value.
• Prepare clear proposals/quotations for current and prospective customers.
• Coordinate sales efforts with marketing, management, accounting, logistics and technical service teams.
• Travel domestically to meet clients and close opportunities.

Skills

Healthcare market knowledge

Sales forecasting

Relationship building

Verbal & written communication

Pipeline management

Travel readiness

Tools

Microsoft Office

CRM software

Job description

Exempt/Non-Exempt: Exempt

Reports to: Vice President of Sales

GENERAL SUMMARY OF POSITION:

The Partnership Development – Healthcare position will be responsible for qualifying, identifying and developing quality sales opportunities for the Garland organization within their assigned territory. This position will be focused on growth in the healthcare market and will interact with field sales representatives and clients within their geographic area.

CORE & ESSENTIAL FUNCTIONS:

• Outbound prospecting to identify and target potential clients within the assigned market segment as well as developing and retaining customer relationships.
• Grow market share in local healthcare clients.
• Act as the liaison for healthcare customers in their geography and coordinate communications with all levels of their internal and external partners.
• Understand customer objectives, anticipate, and respond to changing customer needs.
• Quickly respond to new developments in the healthcare market by examining up-to date market data and understanding other business forces and factors impacting their customers’ businesses.
• Develop leads into prospects by understanding their challenges/needs and effectively communicating the Garland value.
• Qualify and identify prospect needs by leveraging key contacts within an organization.
• Identify high potential prospects and collaboratively work with the sales, marketing team and Garland leadership to develop lead generation strategies to generate lead opportunities with prospective customers.
• Initiates lead generation strategies that include inbound/outbound sales and marketing campaigns and initiatives.
• Initiates and participates in new business presentations with the local sales team and follow-through with the lead prospect.
• Assists in closing business by overcoming objections; providing a solution driven sales plans; creating value for the customers; finding key decision makers.
• Grows business by collaborating-supporting the sales representatives by adding new accounts; introducing new products to existing accounts; growing business for existing accounts; introducing products to additional locations of existing accounts.
• Develops clear and effective written proposals/quotations for current and prospective customers.
• Coordinates sales effort with marketing, sales management, accounting, logistics and technical service groups.
• Provides consistent, concise, accurate internal and external communications.
• Effectively communicate and present the product solution and value proposition to potential customers.
• Provides consistent, concise, accurate and timely weekly/monthly sales lead activity reports to management.
• Develops and maintains strong relationships.
• Demonstrates a commitment to the industry staying educated on the new regulations, our product solutions change, innovations, and trends.
• Play an active role in local ASHE chapter and any other relevant local healthcare associations
• Other duties as assigned.

QUALIFICATIONS:

Must possess 3+ years of relevant sales experience. Must have knowledge of healthcare vertical, sales forecasting opportunity management, and customer planning. Possess strong relationship building skills. Possess technological capabilities and understanding to communicate in today's business environment. Ability to bring to close an action, project, resolution, and sales with customers. Ability to articulate business drivers, understand financial and total cost of ownership concepts with all levels of the organization. Ability to use sales process to uncover customer objections/concerns and determine appropriate solutions. Process discipline, ability to align planning goals with a pipeline development process to grow market revenue. Must be able to create strategic plans and measure and analyze results. Demonstrated aptitude for problem- solving; ability to determine solutions for customers (consultative sales approach). Must be results-orientated and able to work both independently and within a team environment. Must possess excellent verbal and written communication skills. Proficiency in using Microsoft Office Suite applications and contact management software. Ability to manage and successfully work under tight time constraints. Driving is a requirement for this position. Therefore, must have the ability to travel domestically via operating a motor vehicle and maintain a valid driver license and driving record which is acceptable to our insurance provider. The ability to travel by plane and/or overnight travel may also be required.

PHYSICAL REQUIREMENTS:

Ability to communicate orally in a clear, concise, and effective manner with vendors, account representatives, company representatives, management, staff, and the public in face-to-face, one-on-one and group settings. Ability to use a telephone for communication. Ability to maintain regular, predictable, and punctual attendance at the facility or locations. Ability to establish and maintain effective working relationships with others. Use office equipment such as a personal computer, copier, and facsimile machines. Ability to communicate in writing in a clear, concise, and effective manner. Sit, walk and stand for extended time periods. Hearing and vision required to be within normal ranges. Read at, above, and below shoulder height. Occasionally stoop, kneel, or crouch. Sufficient manual dexterity required to operate equipment. Normal range of tolerance to household and other types of typical industrial/ construction chemicals and solvents. Must have the ability to travel by plane, operate a motor vehicle, maintain a valid state motor vehicle driver license, and maintain an acceptable motor vehicle driving record. Overnight travel may be required.

EQUAL OPPORTUNITY EMPLOYER:

The Garland Company, Inc. is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, national origin, ancestry, military status, veteran status, marital status, gender identity or expression, transgender status, citizenship, sexual orientation, age (40 and older), disability (except where the disability prevents the individual from being able to perform the essential functions of the job and cannot be reasonably accommodated) or any other legally protected characteristic under federal, state or local law.