Business Development Manager – Enterprise Sales (Healthcare)

JOB DESCRIPTON
Position Title: Business Development Manager – Enterprise Sales (Healthcare)
Department: CareerSmart® Learning - Sales & Marketing
Reports to: Vice President/COO CareerSmart Learning®(CSL) & CreateSmart Design®(CSD)
Salary: $100,000.00 - $110,000.00 per year (plus commission)
FLSA Status: Exempt
*Full-time, remote position with frequent air travel*
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General Summary:
Primarily responsible for directing and deploying all acquisition sales activities related to CareerSmart Learning?s (CSL) enterprise solutions. This includes taking initiative and proactively conducting routine & effective field-based sales and marketing activities to onboard new corporate accounts for large-group/enterprise continuing education/training products; and includes targeting organizations including, but not limited to, managed care organizations (MCOs/health plans), hospitals, healthcare networks, government agencies, long term care (LTC) organizations, and worker?s compensation insurance organizations.
Enthusiastically solicits business and communicates the value of CSL and CreateSmart Design (CSD) learning products, platforms, and customer services to prospective corporate decision-makers. Responsible for networking and developing strong relationships and sense of trust with customer contacts, to enable customer satisfaction throughout the sales cycle and onboarding process; may also engage in account management and/or assist in successful transfer to account manager.
Must consistently communicate and behave in a manner consistent with CSL?s strategic objectives, mission, values and ?Make someone?s day? customer service philosophy.

Great Benefits:

• A benefits package with tax-deferred retirement program, a flexible schedule, medical, dental, and vision insurance, ancillary supplement health plans, Long-term disability insurance, and employee assistance program.
• Rest and relaxation are important, so PTO (vacation) is accrued month.

Essential Job Functions:

• Coordinate with other members of the CSL team to develop analytical reports for customers.
• Proactively conduct field visits to offices, professional conferences, professional association events, to host customers to lunch/dinner/happy hour for purpose of developing relationships, leads, and selling company learning products and services to target customers.
• Collaborate on the development of custom design portals and demo these to potential customers.
• May perform other duties in support of executing CareerSmart Learning?s® sales/marketing needs and in support of ISYS Solutions, Inc., as assigned.
• Proactively coordinate with other members of the CSL customer support team to identify and resolve any customer/service delivery issues, ensuring that the customer concern is addressed in a manner consistent with CSL?s philosophy and standards of quality and customer service.
• Coordinate with other members of the team to develop proposals, project parameters, and pricing based on unique customer dynamics
• Effectively communicate, overcome customer objections, and demonstrate the value of CSL?s products and services to decision-makers.
• Annually develop and update a marketing plan throughout the year and calendar of large events for the sales department, including new acquisition targets and goals, sales methods to be deployed, events calendared, and sales volume goals.
• Research and identify suitable sales prospects and contact individuals by using both traditional and creative methods of obtaining valuable information.
• Coordinate with CSL?s technical support and design team to establish willingness and ability to perform custom course design or custom user interface or unique IT integrations and/or reporting, as requested by account.
• Document, maintain, and update contact information for leads and progress notes for active accounts, ensuring productivity and transparency can be monitored through digital platforms such as Outlook Calendar, Salesforce, and/or other Customer Relationship Management (CRM) systems.
• Develop, review, monitor and track status of active contracts/agreements to facilitate plans for renewal proactively and to ensure ongoing customer satisfaction.
• May be required to facilitate a positive and successful transition to account manager after onboarding new customers and/or may be responsible for expanding relationships with existing customers to renew agreements or add additional services to them.
• Act as a lead among the members of the sales team and may direct efforts of others in collaboration with VP, to ensure coordination between acquisition, account management, and digital sales activities.
• Participate in routine executive management or other meetings as directed by the CSL VP.
• Provide demonstrations and conduct sales presentations to customers. May facilitate webinars or record virtual presentations demonstrating course quality and Learning Management System (LMS) functionality to potential customer targets.
• Assertively and proactively engage in field-based cold-calling and virtually and physically networking with professional decision makers within target organizations:
• Research & identify potential customers/decision-makers with decision-making control over employee education and training for clinically licensed and/or professional healthcare/long term care staff.
• Generate and analyze sales reports/data to assess effectiveness of sales strategies in achieving company revenue goals and recalibrate accordingly.
• Frequent driving and overnight travel and air travel required.
• Access the Learning Management System (LMS) to facilitate virtual demonstrations of functionality, run customer reports, assess customer usage, and develop analytic reports to provide to customers.
• Develop draft proposals and present to target customers, including project scope and pricing options, based on their unique needs and CSL?s pricing structure.
• Review and make recommendations related to contract language for new accounts, in collaboration with CSL VP and corporate finance team.
• Identify creative and unique outreach methods to penetrate desired markets and gain access to decision makers within these markets/organizations.
• Establish and cultivate relationships with customers by positively and professionally interacting with them in writing, over the phone, video conferencing, and in-person (including cold call & walk-in) visits. Elicit interest by describing the benefits to them in an up-beat, enthusiastic and informative way, addressing any questions or objections they may have in a polite and helpful manner.
• Act as backup to other members of the sales team.
• Facilitate routine sales team meetings to report on progress towards goals, strategize, and maintain energized coordinated effort to acquire new accounts and maintain customer satisfaction on active accounts.
• Communicate confidently and persuasively while engaging in proposal negotiations to promote optimal revenue and quality outcomes for CSL and customer.
• Diligently, consistently, and resourcefully follow up on new leads and referrals.

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Knowledge, Skills and Abilities:

• Ability to create, compose and edit written materials.
• Visibility requires maintaining a professional appearance and providing a positive company image to the public.
• Ability to drive a motor vehicle and maintain current driver?s license.
• Strong organizational capabilities: ability to organize and juggle multiple activities and establish appropriate priorities among competing projects.
• Ability to make sound decisions using available information in a timely manner.
• Ability to listen fully and react appropriately.
• Confidentiality
• Ability to work cooperatively and collegially.
• Strong communication skills and charismatic personality.
• Ability to persuade and influence others.
• Effective and positive interpersonal and communication skills.
• Close attention to detail to ensure accuracy of reports and data.
• Strong reading, writing and arithmetic skills.
• Functional knowledge of operations of managed care organizations (MCOs), hospitals, healthcare networks, long-term care organizations, and/or worker?s compensation insurance organizations, and their professional education needs.
• Ability to develop and deliver presentations.
• Strong analytical skills.
• Ability to travel by air to various national locations.
• Ability to communicate in a professional and courteous manner.
• Knowledge and understanding of company products/services and policies and procedures.

Job Type: Full-time

Pay: $100,000.00 - $110,000.00 per year

Benefits:

• Dental insurance
• Health insurance
• Vision insurance

Schedule:

• Monday to Friday

Supplemental pay types:

• Commission pay

Work Location: Remote