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Director, Client Sales - Continuum

Nashville, TN, USA | HealthStream, Inc.

  • Industry:
    Healthcare - Hospitals
  • Position Type:
  • Functions:
    General Management
  • Experience:
    7-10 years
Job Description:
53 people have viewed this job

The Director, Client Sales – Continuum, will be responsible for leading a team of Account Executives that are responsible for managing existing Continuum clients, maintaining/increasing ARR thru renewals and upselling additional HealthStream solutions.In this role, the Director, Client Team – Continuum, will be responsible for all managerial responsibilities to ensure optimum performance of the sales team including defining and implementing strategic account management and sales planning, achieving sales and ARR goals, data analysis, and meeting with key clients.



Develop and implement strategic sales plans to accommodate corporate goals.


Direct sales forecasting activities (weekly, monthly, and quarterly) and set team and individual performance goals.

Prepare data and analysis of individual sales/team performance and results.

Develop and update territory plans, manage pipeline in CRM system, update plans and pipeline, support sales leadership in strategy formulation, and present plans / pipeline to sales leadership effectively and succinctly.

Work with Finance to ensure clients are current on invoicing (collections efforts).

Work with Operations and Customer Support to ensure client needs are being met and handled to their fullest extent.


Manage team thru training and performance evaluations for development and growth.

Plan, schedule and coordinate weekly, monthly, quarterly and annual team meetings as well as hold consistent 1:1 meetings that reinforce progress and growth.

Travel with staff to meet clients and provide first hand sales feedback.

Undertake personal and professional development opportunities that include developing and maintaining outstanding product knowledge, building deep expertise in healthcare trends, and continuing to enhance skills and abilities such as communication, presentation, negotiations, and teamwork.


Direct sales team in response to request for proposals, support quality RFI/FRP response strategy, and monitor pricing strategies.

Assist in the negotiation and closing of business including negotiating contract terms, secure commitment and signature, processing contracts in contract management system, and effectively transitioning client to the implementation phase to ensure long-term customer success.

Monitor Competitive products

Work cross-functionally with Marketing, Product and Project Managers to create value-added customer solutions aligned with our vision, business principles, and values.

Job Specifications


Bachelor’s degree in related area, BA or BS; MBA preferred.

7+ years selling software solutions into healthcare markets.

Proven track record of exceeding sales goals in a management capacity.

Sales and client management experience in a technology company.

Deep knowledge of healthcare industry, including buying cycles, key trends, value propositions, and critical success criteria.

Excellent customer service and communication skills (both verbal and written)

Strong presentation skills and executive presence.

Strategic mindset, strong business acumen, and effective negotiation skills.

Multi-task oriented; works with a sense of urgency and a desire for excellence in performance.

Enthusiasm and initiative, and ability to operate independently with limited oversight.

Ability to travel 25 – 40%.


Solid computer skills- Office Suite

Knowledge with CRM tools such as Salesforce

Use of online demonstration tools (I.e. WebEx)

Excellent written and verbal communication skills


Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

Must be accountable for his/her own success and lead by example so that direct reports are equally accountable for their own success.

Highly analytical and able to make data based decisions to ensure a successful strategic plan.

Ability to mobilize others to fulfill the vision.

Ability to lead in a team selling environment.

Ability to communicate well with all levels of personnel.

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