Account & Relationship Management Executive

Location - US Remote (Cincinnati, Cleveland, Columbus and Dayton, Ohio along with Pittsburgh, Pennsylvania).

Wolters Kluwer Health's Clinical Effectiveness (CE) organization is a fast-growing and innovation-driven healthcare information technology (HIT) provider working on the front lines of clinical care. Our talented team of physician and pharmacist editors, technologists, and product visionaries collaborate to provide advanced clinical decision support solutions that measurably improve clinical effectiveness by helping healthcare professionals provide optimal care for their patients.

We are searching for an Account & Relationship Management Executive to join our team!
 

The Account & Relationship Management Executive position is a remote sales opportunity within the Northeast geographic territory.  The Account & Relationship Management Executive will be responsible for growing an existing book of business in the Commercial market segment (ie. PBM, Retail Pharmacy Chains, Pharma, Wholesalers, System Integrators and Health Insurers) through consultative selling.  Ideal candidates will reside in the OH area, but may also be located within the nearby surrounding territory areas (Pittsburg, PA, WV). Territories are subject to change periodically.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Opportunity Identification & Development

• Identify target opportunity and stakeholders

• Facilitate outreach and background information collection with new opportunity

• Identify and build relationships with key stakeholders

• Conduct customer needs assessment

• Qualify target opportunity based upon account value, threats, and barriers

• Determine opportunity accountability & responsibilities by role for active selling phase

Active Selling

• Identify and validate customer needs

• Communicate product value proposition and solution design

• Customize value proposition/product solution proposal

• Develop and review implementation scope

• Handle activities related to contract creation, terms and conditions development, quoting, and modifications

• Conduct contract reviews, pricing, and negotiation

• Obtain final signature and finalize order

Customer Management

• Review account utilization management reporting

• Conduct regular account review meetings

• Collaborate with marketing in account communications planning and marketing campaigns

• Identify cross-sell and up-sell opportunities

• Oversee contract renewals 

Other Duties

• Performs other duties as assigned by supervisor

JOB QUALIFICATIONS

Education: 

• BS/BA Degree from an accredited college/university OR equivalent years of experience

Minimum Experience: 

• 3+ years B2B field/outside sales experience in a comparable role

• Demonstrated ability to build relationships and present to key decision-makers in the Commercial market (PBM, Retail Pharmacy Chains, Health Insurers, Pharma Mfg., Drug Wholesalers, Systems Integrators etc.)

• Excellent account management skills and ability to manage external and internal business priorities

• Ability to demonstrate and communicate value of sophisticated and complex products/technologies

• Highly motivated, with proven ability to over-achieve individual and team-based target

• Ability to construct, present and execute a Territory Business Plan

Preferred Experience:

• Prior Software/SaaS or IT sales experience with a healthcare focus, highly preferred

Other Knowledge, Skills, Abilities or Certifications: 

• Excellent analytical, listening and presentation skills

• Effective time management and prioritization skills

• Exceptional verbal and communication skills

• Excellent administrative and organizational skills and process-orientation

• Expertise in Microsoft product suite and Salesforce preferred

TRAVEL REQUIREMENTS

• Ability to travel up to 35% within territory