Account & Relationship Management Executive

This is a fully remote position, open to applicants in Illinois.

📋 Description

• Drive the growth of new revenue, secure contract renewals, and enhance the adoption of Lippincott Solutions within a designated regional territory.

• Formulate and implement territory strategies that align with workforce development, nursing education, clinical competency, onboarding, and practice readiness initiatives.

• Create comprehensive territory plans aimed at generating a qualified pipeline and fostering sustainable revenue growth.

• Identify and target high-potential health systems, hospitals, and healthcare organizations.

• Generate opportunities through outbound prospecting, referrals, customer insights, events, and strategic account planning.

• Conduct discovery discussions to uncover customer challenges, strategic objectives, operational priorities, and desired business outcomes.

• Lead consultative sales processes from qualification to closing.

• Establish executive-level relationships with healthcare and operational decision-makers.

• Achieve or surpass assigned revenue goals.

• Retain and expand existing customer accounts through proactive account management and relationship cultivation.

• Collaborate with Clinical Executives and Customer Success teams to enhance adoption and improve customer outcomes.

• Identify opportunities for expansion across product lines, departments, facilities, and health systems.

• Conduct strategic business reviews with clients.

• Monitor competitive activities and protect existing accounts.

• Adhere to MEDDPICC and consultative opportunity management best practices.

• Maintain precise Salesforce opportunities, forecasts, account plans, and commitments for next steps.

• Provide weekly, monthly, quarterly, and annual sales forecasts.

• Ensure adequate pipeline coverage for future revenue goals.

• Develop business cases and ROI discussions to support executive decision-making.

• Gain a thorough understanding of the assigned geography, customer segments, contract timelines, competitive landscape, and whitespace opportunities.

• Prioritize accounts and devise annual and quarterly territory plans.

• Review territory performance and modify account strategies as necessary.

• Collaborate with Clinical Executives, Customer Success, Product Management, Marketing, Sales Leadership, Finance, Legal, and Implementation teams.

• Coordinate internal resources, resolve customer issues, and share competitive intelligence and feedback from clients.

⛳️ Requirements

• A Bachelor's degree or comparable professional experience.

• At least 5 years of consultative B2B sales experience.

• Proven track record of achieving or exceeding sales targets.

• Experience managing complex sales cycles that involve multiple stakeholders.

• Proficiency in developing and managing territory plans and sales pipelines.

• Strong skills in presentation, communication, negotiation, and business acumen.

• Familiarity with Salesforce or another CRM system.

• Preferred: Experience in the Healthcare SaaS sector.

• Preferred: Experience selling to hospitals, health systems, academic medical centers, or healthcare providers.

• Preferred: Experience engaging with CNOs, nursing education leaders, clinical practice leaders, workforce development leaders, and healthcare executives.

• Preferred: Familiarity with MEDDPICC, Challenger, Richardson, or similar enterprise sales methodologies.

• Preferred: Experience selling subscription-based software, learning platforms, clinical workflow tools, education solutions, or workforce enablement platforms.

• Preferred: Experience managing sales cycles ranging from 6 to 24 months.

• The ideal candidate will be located in the CST time zone.

🏝️ Benefits

• Commission eligibility.

• Medical, Dental, & Vision Plans.

• 401(k) retirement plan.

• Flexible Spending Account (FSA) / Health Savings Account (HSA).

• Commuter Benefits.

• Tuition Assistance Program.

• Vacation and Sick Leave.

• Paid Parental Leave.