Sales Executive, Manager

Join us as we work to create a thriving ecosystem that delivers accessible, high-quality, and sustainable healthcare for all.

SMALL GROUP SALES MANAGER 

Position Summary: 

Drive growth in our vital small practice market by leading a team of Sales Executives in the West Region. You will develop strategies to connect physician practices with 1-5 doctors to athenahealth's solutions, mentor your team to excellence, and deliver a measurable business impact. This role combines sales leadership with strategic thinking to expand our presence in a segment crucial to our company's growth. Your expertise will help both your team and athenahealth succeed in this competitive landscape. This role reports directly to the Sales Executive Director. 

The sales process mimics a mid-market sale of a rip and replace solution. These small practices are currently utilizing solutions that we will replace, requiring a focus on selling the reasons to change and the reasons to choose us. Specifically building a clear ROI that proves staying with status quo is leading to negative business outcomes and that our solution will create positive business outcomes. 

About the Team: 

The Small Group Sales team is dedicated to bringing athenahealth's innovative solutions to medical practices with 1-5 physicians, a vital and expansive market segment for our company's growth strategy. Our team partners closely with Marketing, Onboarding, and Customer Success to deliver a seamless experience for prospects and new clients.  

Essential Job Responsibilities: 

• Lead and develop a team of Sales Executives to consistently meet or exceed revenue targets in the small group market segment 

• Develop effective sales strategies for individual opportunities and coach team members on execution to drive closures 

• Maintain accurate sales pipeline forecasting on monthly and quarterly basis to ensure predictable revenue streams 

• Participate directly in strategic sales opportunities, providing hands-on support to Sales Executives during critical client interactions 

• Collaborate with cross-functional teams to ensure seamless handoffs from sales to implementation 

• Develop and execute territory coverage plans that maximize market penetration while optimizing team resources 

• Travel required 25% annually to support field sales activities and team development 

Additional Job Responsibilities: 

• Support efforts with channel partnerships and VARs to generate leads and close business 

• Monitor and ensure the submission of high-quality sales proposals 

• Contribute to the development of sales and business plans for the Small Group segment 

• Participate in the management of the small group expense budget 

• Represent the Small Group Sales team in cross-departmental initiatives 

• Provide input on product development based on market feedback and competitive intelligence 
   

Expected Education & Experience: 

• Bachelor's degree required 

• 5+ years of proven sales experience with a track record of consistently meeting or exceeding targets 

• 2+ years of sales management experience leading teams to successful outcomes