Strategic Account Executive

Overview of the Strategic Account Executive Role

The Strategic Account Executive position at Medical Solutions focuses on developing long-term partnerships within an assigned territory. This involves building strong relationships with key executives and stakeholders at both current and potential accounts. A primary goal is to increase MSP market share within the assigned account base and achieve annual sales quota targets. The accounts will include new business targets, existing client relationships, and support for strategic Medical Solutions service offering activities.

Additionally, this role requires the ability to analyze customer operations and organizational challenges, connecting those needs directly with Medical Solutions' services and offerings. The Strategic Account Executive will collaborate closely with other sales team members and internal support resources. Interactions will typically involve C-level executives and Directors at current and potential customers, ensuring the highest levels of growth and customer satisfaction through Medical Solutions' comprehensive ecosystem of services and solutions.

Key Responsibilities

• Demonstrate a true “Hunter” mentality, embodying self-motivation, proactivity, and high drive.
• Understand industry drivers and trends impacting customers and their businesses.
• Identify cross-selling opportunities for new services across Medical Solutions.
• Meet assigned goals for quota attainment, account strategy development, and new revenue capture.
• Develop and execute account-specific business plans, providing routine business updates.
• Proactively lead a collaborative strategic account planning process, establishing mutual performance objectives, implementation targets, and critical milestones with customers.
• Conduct presentations, demonstrations, and corporate site visits.
• Support Client Growth sales organization strategies and provide leadership within the Client Growth sales team.
• Develop and maintain relationships with senior-level executives at assigned accounts to identify opportunities, develop alliances, and ensure customer satisfaction.
• Raise awareness of Medical Solutions services and effectively communicate business strategy/value propositions at multiple levels within customer organizations.
• Present educational information and contract proposals to assigned accounts.
• Negotiate and execute contract strategies as necessary.
• Collaborate with internal teams (Marketing, Finance, Legal, etc.) to understand customer needs, provide direction, and coordinate support activities, managing expectations and ensuring deadlines are met.
• Manage complex sales cycles, engaging C-level buyers and internal Medical Solutions stakeholders from opportunity to close.
• Develop and execute sales strategies and plans to achieve sales targets.
• Negotiate sales contracts.
• Communicate, understand, and develop relationships with various hospitals/health systems, covering all needs, contracts, hospital requirements, and billing.
• Perform comprehensive business development activities including prospecting, qualifying leads, pitching Medical Solutions' service offerings, and closing opportunities.
• Assume responsibility and accountability for assigned annual sales goals.
• Manage the sales cycle using weekly pipeline and account reviews.
• Assist the Enterprise Executive with MSP client relationship maintenance and/or support sales efforts to increase service utilization, establish best practices, and resolve problems.
• Contribute to and support a fast-paced team environment, fostering open communication, mutual respect, and idea exchange.

Qualifications

• Bachelor’s Degree from an accredited university.
• 3+ years in a Healthcare Sales environment and/or 1 year in a sales role at Medical Solutions preferred.
• Strong Outside Client Sales experience highly preferred.
• Demonstrated advanced knowledge and experience with acute care hospitals and health systems.
• Proven ability to develop account-level strategic and tactical plans, successfully executing against measurable metrics.
• Proven high level of financial acumen and negotiations skills.
• Proven success in generating and negotiating hospital contracts.
• Demonstrated leadership ability with a focus on influence, impact, and leading without formal lines of authority.
• Willingness to work independently in a fast-paced environment, with the ability to multi-task and self-prioritize workload.
• Proficiency in MS Office.
• Experience with using a CRM is a must.
• Must have strong problem-solving skills and the ability to create solutions where policies/procedures may not exist.
• Excellent communication skills.
• Close attention to detail.
• Able to meet deadlines.
• Able to manage a large and increasing workload.
• The scope of responsibility for this position is sales and supervisory in nature, not clinical in nature.

Preferred Qualifications

• Complex Sales Process Knowledge (e.g., Miller Heiman, Challenger).
• Knowledge of relevant products / services / solution offering categories in a technology company preferred.
• Strong negotiation, conflict management & customer service experience.
• Staffing Industry experience in an MSP model.
• Travel Nursing experience or Medical field background.

Key Skills/Competency

• Strategic Account Management
• Healthcare Sales
• Business Development
• Client Relationship Management
• C-level Engagement
• Contract Negotiation
• Quota Attainment
• Market Share Growth
• Financial Acumen
• CRM Software