Business Development Executive

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Job description

Job Description

Business Development Executive
Western USA

Position Description

Take Ownership of the Western USA to drive Enterprise sales at a Top-Ranked Healthcare Labor Management Firm within a $2.5 Billion-Dollar Parent Company

Are you a self- driven business development professional with the ability to establish relationships with C-suite executives across the healthcare industry while driving revenue growth and productivity?

If this sounds like you, consider the role of Business Development Executive for Avantas, an AMN Healthcare company. You will provide a consultative sales approach to provide healthcare labor management solutions with a goal of driving revenue and increasing sales. Consider just a few of the advantages of this role:

• You will make a visible impact in this critical role as you work directly with high-level decision makers to design integrated solutions that fit each client's unique needs. This is an excellent role for an experienced sales and business development professional who is energized by a changing and complex environment with a lot of moving parts and different service lines.
• Showcase your healthcare background and your sales chops as you manage a large territory of Enterprise Healthcare System clients. You'll gain visibility throughout the industry and navigate internal stakeholders as a part of the nation's largest healthcare staffing organization.
• Pivotal to your success will be your ability to establish credibility and build relationships of trust with internal and external stakeholders. We will look to you to act as a collaborator and business partner to business leaders and C-suite executives. Your success will be visible as you serve as a sales leader and help us differentiate ourselves from the competition.

We take pride in our collaborative and compassionate environment and our status as an industry leader in diversity and inclusion. We are committed to the communities we serve and operate as a growth-oriented business.

AMN is a competency-focused organization, and the exemplary candidate for this role will encompass the following core competencies: Organizational agility, strategic agility and a drive for results.

Healthcare working smarter. At Avantas, helping healthcare organizations automate and streamline their healthcare labor management is our passion. Armed with our proprietary HELM™ (healthcare enterprise labor management) methodology, we take a comprehensive approach to providing clients with tailored best practice labor management strategies designed to drive substantial and sustaining cost and quality improvements across the enterprise through automation. Our solutions include workforce planning and analytics; our patented scheduling and productivity solution, Smart Square®; and other services to help our clients rethink what is possible in healthcare labor management. In December 2014 Avantas became part of AMN Healthcare.

AMN Healthcare is the leader and innovator in total talent solutions for healthcare organizations across the nation. AMN Healthcare provides access to the most comprehensive network of quality healthcare professionals through its innovative recruitment strategies and breadth of career opportunities. With insights and expertise, AMN Healthcare helps providers optimize their workforce to successfully reduce complexity, increase efficiency and improve patient outcomes. AMN Total Talent Solutions include managed services programs, clinical and interim healthcare leaders, temporary staffing, executive search solutions, vendor management systems, recruitment process outsourcing, predictive modeling, language interpretation services, revenue cycle solutions, credentialing and other services. Clients include acute-care hospitals, community health centers and clinics, physician practice groups, retail and urgent care centers, home health facilities, schools and many other healthcare settings. AMN Healthcare is committed to fostering and maintaining a diverse team that reflects the communities we serve. Our commitment to the inclusion of many different backgrounds, experiences and perspectives enables our innovation and leadership in the healthcare services industry. For more information about AMN Healthcare, visit .

Role Overview

Reporting directly to the Director, Business Development at Avantas will be responsible for driving the sales process with prospective clients by collaborating with Avantas' subject matter experts and sales support team members to meet revenue quotas. The primary focus for this role is to generate sales leads, engage prospective qualified clients, educate qualified prospects on Avantas' offerings and to drive the sales process to contract execution. You will work directly with major healthcare system clients to sell Avantas services solutions across the western USA.

As a highly visible sales executive, you will lead internal cross-functional solution design and deploy consultative selling strategies, in order to establish and leverage new long term, profitable client relationships.

Role Specifics

You'll join a talented, fun and hardworking team of about 8 professionals. We're proud to be a remote team that is humble, kind, collaborative and interactive - you won't feel like you are out on an island. We bounce ideas off one another, pay it forward and love to see each other make a big win.

More specifically, your core job responsibilities will be to:

• Achieve annual and quarterly achievement of revenue targets through accurate monthly and quarterly forecasting.
• Responsible for growing market share within your specific region of the market.
• Qualify new sales opportunities through systematic investigation of client's situation and objectives, evaluation of revenue potential, and alignment with Avantas service offerings.
• Discover and analyze client strategic objectives, specifications and challenges through trusted advisor and consultative relationships.
• Initiate and establish relationships with client contacts, through phone calls and in person meetings, to present customized solutions which solve current financial, operational, and workforce planning challenges and align solutions with desired future state.
• Negotiate complex sales cycles with the client, interfacing with all key buying influencers.
• Structure detailed strategic plans for building new business relationships with key stakeholders and "C" level executives within client healthcare organizations.
• Develop and deliver presentations aligned with Avantas's style and branding guidelines to communicate valued solutions to client contacts and decision makers (primarily the Chief Nursing Executives but also other C-Suite and operational leaders) to create new revenue streams and/or increase market share, often as part of Request for Proposal (RFP) process.
• Customize client proposals and presentations based on client situation.
• Continually expand individual knowledge of healthcare labor management market trends, industry analyst updates, and competitive data by reviewing internal and external sources.
• Participate in key industry associations and trade organizations.
• Develop and manage a pipeline of diversified accounts by converting opportunities through the sales cycle.
• Communicate sales activities and opportunities through the pipeline call process in order to keep all stakeholders informed of upcoming implementations (i.e. shared services, corporate, sales partners).
• Maintain accurate records of all account activity within the sales database.
• Prepare a variety of status reports, including activity, closings, follow-up, and adherence to goals.
• Calculate return on investment (ROI) assessments during the solution design process utilizing financial models and accurate costing in order to set appropriate pricing and ensure profitability.
• Actively engage in AMN cross-selling efforts by identifying viable revenue source referrals and communicating with all AMN business divisions to increase client touch points and grow market share.
• Design, track, and review Annual Sales Plan and projections, including regular meetings with leadership and other Client Sales team members, to develop strategies and overcome obstacles for achieving revenue-based targets.

The Ideal Candidate

To be a strong fit for this opportunity you will have:

• A bachelor's degree or equivalent combination of education and experience. 10+ years of experience in enterprise sales within a healthcare technology or workforce planning organization.
• Healthcare experience is very important for this role.
• Specialized experience in healthcare scheduling technology is highly desirable.
• Strong foundation of technical skills and the experience or desire to be a Salesforce whiz along with Strong financial, analytics and conceptual skills.
• Excellent relationship building skills, networking abilities and a track record of creating and maintaining trust with C-level executives.

You should also be willing and able to travel approximately 50 percent of the time for conferences, trade shows, meetings and customer visits.

Success Factors

In addition to relevant sales experience and working knowledge of technology platforms and systems such as Excel and Salesforce..... click apply for full job details