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Position Description– This role is the customer’s primary point of contact while implementing the VisualDx solution, and then effectively manages and supports increased adoption of its use by building effective relationships with end-users, decision-makers, executives, clinicians and partners that results in retention, new revenue, and increased brand loyalty. The Account Manager also identifies, manages and drives opportunities to deliver revenue against an assigned growth target.
Partners with the sales, business development, and Business Analyst staff members to lead post-sales activity for implementing new accounts and sites.
Utilizes an implementation project plan to ensure transparency and to make sure deliverables are met as expected.
Documents all relevant implementation activity in salesforce.com.
Partners with VisualDx’s senior management team to develop and implement a site-specific growth strategy that leads to increased awareness of the VisualDx value proposition among account decision makers, education/awareness contacts, and end users.
Works to proactively understand the customer’s processes, procedures, and clinical/educational needs. Incorporates this knowledge into all contacts with them.
Partners with the Business Analyst and is actively engaged in using account data and industry trends to proactively support and grow account usage.
Demonstrates successful sales attributes including resiliency, persistence, adaptability, results-driven, engaging others, teamwork, and perseverance in the face of competitive pressure or conflict.
Employs effective presentation skills in a variety of settings, via various media.
Ensures resolution for any account/customer issues that arise, and that the customer’s needs are being met.
· Conducts day-to-day account management activities including meaningful phone and email contacts per the communications plan established with the customer.
Maintains current records and all account contact activities such as phone calls, emails, letters in salesforce.com upon completion, including screen shots of the current installation location.
Publishes internal reports showing account performance as it relates to the strategy plan.
Participates in cross-functional meetings and projects and provides insight from a user and account perspective.
Provides regular internal updates related to ongoing opportunities, trends, and projects within their respective territory.
2-year business-related degree (or related field) or equivalent experience
Minimum of 2 years’ experience managing healthcare technology accounts
Proficiency with basic software applications, including MS Office, MS Visio, and SharePoint
Excellent written, verbal and listening skills
Competent, self-starter with ability to work independently, problem solve, produce and prioritize quality work, and communicate effectively with various stakeholders
Demonstrates strong time management skills, including the ability to prioritize a large number of ongoing activities
Proven track record of identifying opportunities for process improvements and driving those improvements to completion
Possesses a solid working knowledge of hospital operations and technology and understands how buying decisions are made
Maintains a sense of urgency to drive and close revenue-generating opportunities
Employs a customer-focused, action-orientated approach to achieve a high level of customer satisfaction
Successful negotiation and conflict management skills resulting in win—win outcomes
Demonstrates leadership qualities and a commitment to a personal continuous improvement process
Some travel is required
All other duties as assigned
Other highly desired skills:
BS/BA plus 2-4 years of successful healthcare technology-driven solution sales experience