Responsibilities:
- Responsible to manage their territory and assigned accounts to improve pipeline and business volumes. This is done by:
- Effectively identifying, qualifying and tracking leads;
- Working with Senior Management to make timely decisions about which opportunities TurningPoint will pursue;
- Ensuring that appropriate resources are allocated to drive and support business development. When required, work with the appropriate support personnel to oversee the sales process for specific opportunities;
- Establish an overall territory plan and articulate discrete actions required to win new work. Manage and coordinate every aspect of specific sales opportunities
- Must be capable of managing a complex sales campaign, writing proposals, capture decision-making, teaming discussions/negotiations, and negotiating contracts.
- The Director of Business Development is required to generate a solid pipeline and to sell within the prescribed performance period.
- The Director of Business Development is required to enter all sales activity into Salesforce.com (SFDC)
- As TurningPoint qualifies an opportunity and pursues it through its lifecycle, the Director must systematically create updates to the opportunity record and reflect current information regarding sales stage, key dates, deal size, and so on.
- The Director of Business Development will contribute to the development of solutions being proposed for prospects. As TurningPoint develops the solution for a Director’s account, the Director is to clearly answer key questions that explain the value proposition, pricing, and competition in the sale.
Requirements:
- A minimum of 7 years of demonstrable success selling complex software and consulting solutions in Healthcare Market for the assigned territories.
- An undergraduate degree in Marketing, Business, Information Technology.
- Proficiency in the sales stage gate review process. Awareness of the Miller-Heiman sales processes and account/territory planning desired but not mandatory.
- Proficiency in solution selling running complex sales cycles.
- Desire to work hard and take ownership of all facets of the sales process.
- Proven ability to build and deliver credible business value propositions at all of the multiple levels.
- Strong inter-personal skills and presentation skills
- Writing skills and editing skills that can assist in color team reviews of proposals
