Selling Spesana’s solutions and services; maintaining overall responsibility for successfully executing each phase of the sales cycle.
Understanding the clinical, operational, financial, and strategic imperatives of potential customers.
Identifying potential new business opportunities (i.e., prospecting)
Maintaining primary deal design responsibility which includes the assessment of an opportunity to ensure a clear understanding of business needs, competitive landscape, decision-makers, and influencers in order to define an overall engagement strategy.
Nurturing the primary contact with existing Spesana customers under your assignment. Proactively engaging with C-suite, Revenue Cycle, and clinical leadership, monitoring organizational changes, as well as communicating with senior Spesana leadership on account status and level of Spesana product satisfaction.
Developing and maintaining a comprehensive understanding of all Spesana technology, solutions and services.
Maintaining up-to-date knowledge and perspective on healthcare and technology industry issues and trends, specifically those which impact the Revenue Cycle segment.
Maintaining active sales management and engagement to achieve assigned individual performance and bookings targets commensurate company and individual goals.
Ongoing utilization of company’s CRM solution to maintain accurate, timely, standardized account profiles and documented sales opportunities.
Coordinating, staging, and delivering impactful and effective demonstrations of the Spesana Healthcare Platform.
Presenting software solutions and executive-level presentations, as assigned, to key stakeholder at an executive level (physicians, nursing/quality, financial solutions).
Ensuring a consultative approach to selling at all times.
Meeting or exceeding target bookings / sales goals for this position.
Covering assigned accounts and/or geographies, which may require traveling up to 20% of the time.
A Bachelor’s degree.
7+ years’ sales experience selling technology and/or software to the Healthcare Revenue Cycle segment.
Proven track record of growing new business sales.
Strong knowledge of physician and Health System office workflow, including basic clinical and EMR workflow, and an in-depth knowledge of Revenue Cycle processes and workflow. Necessary knowledge base includes: (1) understanding of how clinical information impacts Revenue Cycle; (2) Payer practices and structure; and (3) extensive knowledge of front-end and back-end in Revenue Cycle, e.g., patient registration, charge capture, claims processing, prior authorization, HCC coding, value-based programs, and alternative payment models.
Demonstrated ability to analyze account workflow, then problem solve and make recommendations for best practices including benefits offered through use of Spesana platform.
Exceptional written and verbal communication skills.
Exceptional presentation skills.
Proven track record of sales success in closing business, accompanied by a high degree of professionalism.
Strong customer engagement skills.
Proven ability to meet deadlines, targets, and booking goals as defined.
Demonstrated ability to work independently and to deliver on promises and commitments.
Passion for and understanding of healthcare industry initiatives and practices.
Able to work in accordance with corporate and organizational business and security policies and procedures, understand personal role in safeguarding corporate and client assets, and take appropriate action to prevent and report any compromises of company policies and procedures.