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Regional Sales Director

Remote, USA | Spok Inc.

  • Industry:
    Information Technologies
  • Position Type:
    Full-Time
  • Functions:
    General Management
    Sales
  • Experience:
    5-7 years
Job Description:
87 people have viewed this job

The Regional Sales Director (RSD) will represent, present, demonstrate, negotiate and sell Spok’s suite of solutions to new customers, prospects, consultants, and business partners. Role is focused on new business and enterprise deals.


Reporting to and working with the Regional Vice President, Sales, this position will reach out to business targets for the sole purpose of introducing the complete portfolio of Spok products to an assigned territory through the achievement of opportunity-based sales. This role primarily represents, presents, and demonstrates software applications and sells wireless communications products and services, including paging, advanced messaging, and systems products to current customers, prospects, consultants, and business partners. Additionally, this role will identify expansion opportunities in our existing client base to ultimately build sales pipeline and generate new revenue. He/she will work independently and owns the relationship between the customer and the company to close sales. This position carries a quota tied to achieving bookings goals identified from software expansion, hardware supplies, and maintenance renewals. 


Essential Duties and Responsibilities include the following:


Maintain accuracy of the sales pipeline, contacts, and activities in Salesforce and other reporting tools.

Maintain complete knowledge of each account's current and long-term purchase plans and objectives, keeping management informed of all changes in plans, objectives, and key buying influences.

Develop and maintain consultative sales relationships with all key buying influences in each account, at the executive and senior management levels, and other levels within the customer's organization.

Demonstrate the entire company solution, services, and hardware portfolio.

Attend company tradeshows and conferences regionally and nationally.

Respond to and lead RFP/RFI’s and price systems and configurations.

Educate and coach business partners, and assist in their prospecting, qualification, proposals, presentations, and closing opportunities.

Exceed Annual Booking Targets.

Responsible for increasing revenue and market share within assigned territory.

Direct sales activities include prospecting, deal qualification, deal velocity, contract negotiations and closing business within net new logos for Spok.

Establish a relationship with Consultants to help influence opportunities.

Develop and maintain a relationship with key internal resources to ensure successful collaboration to meet customer needs.

Develop a selling relationship with the Channel Partners.

Other duties may be assigned. 

 

Key Performance Indicators:


Quota Attainment

Networking and relationship building

Pipeline growth

Territory Plan

Forecast Accuracy

Base vs. New Logo Mix

Key Sales Activities

Heavy prospecting using phone, email, and LinkedIn Sales Navigator

Face to Face Meetings (Quality & Quantity)

Phone Conversations with Prospects (resulting in action)

Conference Calls

Discovery Meetings

Demos

Conferences


Qualifications:


To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.


Education and/or Experience:


Bachelor's degree from four-year college or university; and five or more years’ related experience and/or training; or equivalent combination of education and experience.


Preferred Skills and Experience:


Direct healthcare sales experience or experience selling software solutions

Demonstrated proficiency in managing complex sales cycles typically defined as six months or longer with multiple stakeholders, decision-makers, and influencers

Proven history of large, multi-product enterprise sales greater than $200,000, or previous Spok software sales experience

Current active contacts with healthcare industry executives within the territory; CMO, CNO, CIO and/or CEO

Demonstrated understanding of workflow redesign involving technology/software solutions

Committed to sales methodology such as Helping Clients Succeed, Solution Selling, The Complex Sale, etc.

Proficient in use of internal systems for accuracy in forecasting (CRM, Salesforce, Quoting tools, etc.)

Successful record of communicating the business value of strategic software solutions to healthcare executives including CIO, CMIO, CNO, CFO, COO, etc.

Knowledge of how the ACA, ACO’s, insurance companies and other factors influence decisions that healthcare executives make on their buying of technology

Demonstrated understanding of clinical workflow in healthcare organizations

Demonstrated understanding of healthcare procurement procedures and sales cycles

Ability and passion to call suspects, prospects, and leads generated from Marketing

Robust interpersonal skills with evidence of teamwork and collaboration

Exceptional written and verbal communication skills with customers at all levels

Solid process orientation, demonstrated resource management and allocation experience, and the ability to perform multiple tasks simultaneously

Ability to demonstrate enterprise software at all levels within the hospitals

Knowledge of PBX, CTI, & VoIP products, LAN/WAN environments, and/or messaging and paging preferred

Knowledge of emergency notification and call center applications preferred

High level of product knowledge of critical communications, IT, and competitive products preferred

Demonstrated aptitude and success in fostering a solid, value-based, and/or Healthcare/IT relationship preferred

Experience selling on-premise and Software as a Service (SaaS) solutions.

CRM (Salesforce and Sales Process (Altify) experience preferred.

Must be able to travel up to 50%  


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