Senior Director of Sales Description
Roughly one-third of U.S. hospitals subscribe to one or more of our research academies under the brand Healthcare Business Insights (HBI). Collectively, our membership community is comprised of several hundred hospital systems. With approximately one hundred staff and $12m in revenue, HBI has established a differentiated market position based on applied and actionable best practice research. Members utilize this research to improve operating performance within five key domains: revenue cycle, cost & quality, supply chain, information technology, and physician networks. HBI also offers a high touch service model that fields approximately 2,000 ad hoc advisory inquiries from members yearly. HBI offerings and service enjoy a 96%+ renewal rate and a net promoter score in the 80s. The market has rewarded HBI with consecutive years of 20-25% top line growth with expanding margins in a market that has been growing 5-6% per annum.
We are excited by the untapped growth potential that remains in front of us. The $900 billion U.S. hospital industry continues to struggle in coping with the unrelenting change. HBI growth potential is substantial. We currently represent ~5% of the $250 million best practice research market for hospitals
The Leader of Provider Sales is responsible for implementing and driving sales strategy and innovation that will enable Healthcare Business Insights to advance from vendor to partner to the provider client market. The Senior Director of Sales' primary emphasis will be on the execution of inventive sales solutions in order to maximize commercial impact while maintaining the health and profitability of existing products. S/he will manage, mentor, coach, and build an effective sales team to service our national client base while providing strategic direction for staff with the goal of directly increasing revenue and growth.
Essential Duties & Functions:
Manages, sales forecasting, planning and budgeting processes with highest degree of integrity, quality, accuracy and consistency Coaches, leads, and directs the sales organization in order to provide optimal business and career growth Responsible for the optimal deployment of sales personnel: makes recommendations for adjusting or changes roles, coverage models, or team configurations in order to maximize sales productivity Leads the change management process to build organizational understanding of proposed changes, establish support from key stakeholders, and effectively implement changes Ensures sales reports are provided, develops new reports as needed Oversees the go-to-market message and channel, balancing selling bandwidth across new customer acquisition, cross-selling, and entry into adjacent segments Maintains and continuously improves sales yield and renewal rates Ensures commercial teams are optimally equipped, trained, and incented Sets the organizational climate, model desired behaviors and values, inspire the team, and ensure a high level of employee engagement Ensures the business has a compelling value proposition for talent and recruiting channels/processes to effectively recruit staff Forecasts and manages business performance Requirements Bachelor’s degree from an accredited college or university, Master Degree preferred 3 -5 years of professional sales management experience in the Provider Healthcare industry Strong Business to Business (B2B) sales experience—solution based sales experience with an emphasis on service oriented products Availability to be based in Milwaukee full-time and willingness to travel domestically Demonstrated track record with growing businesses and delivering profitable growth Excellent communication and presentation skills Demonstrated experience building credibility with a senior level client base
Healthcare Business Insights (
http://www.healthcarebusinessinsights.com/) (“HBI”); a part of Decision Resources Group ( https://decisionresourcesgroup.com/), is a trusted partner to healthcare providers that connects leaders to objective insights and provides custom solutions to simplify daily work, solve complex problems, transform organizations, and protect margins. The HBI membership community includes more than 50,000 professionals at over 1,900 healthcare facilities nationwide. Benefits
Decision Resources Group offers a competitive compensation package and medical, dental, vision and life insurance programs from first day of employment. We also offer a 401(K) retirement plan after two complete months of employment.
Decision Resources Group is proudly committed to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, marital status, disability, gender identity or Veteran status.