Product Sales Director - Value Based Care Segment

The Product Sales Director at IMO Health is responsible for leading strategy development and execution to drive new sales, increasing client engagement, and meeting sales quotas. This role involves a deep understanding of value-based care, risk adjustment workflows, and market trends to articulate the ROI of IMO's offerings effectively. Additionally, you'll collaborate with various teams, enhance product development through client feedback, and deliver presentations to educate stakeholders.

To excel as a Product Sales Director at IMO Health, candidates should have a Bachelor's degree in business, marketing, or a related field, with a Master’s degree preferred. Extensive experience in SaaS sales, product marketing, and sales strategy is crucial, along with a solid understanding of value-based contracting and Healthcare IT solutions. Strong analytical skills, leadership experience, and proficiency in CRM tools are also important for success in this role.

The Product Sales Director plays a critical role in driving client success at IMO Health by acting as a trusted advisor. By leveraging extensive market knowledge and client insights, you'll develop tailored recommendations and support clients in implementing IMO's solutions. Your ability to gather and relay customer feedback will inform product improvements and cross-functional strategies, ensuring alignment with client objectives.

Successful Product Sales Directors at IMO Health need exceptional communication and presentation skills to engage various stakeholders effectively. Analytical skills are crucial for interpreting complex data and translating it into actionable insights. A deep understanding of Healthcare IT and the ability to manage cross-functional teams also contribute to success, as does being self-motivated and proactive in achieving results.

The sales process for the Product Sales Director at IMO Health involves developing strategies to showcase product value, engaging directly with clients to understand their needs, and presenting tailored ROI analyses. You'll monitor product metrics and adoption rates, facilitate negotiations, and collaborate with marketing and development teams to optimize campaigns and support product launches.

When developing a go-to-market strategy, I start by conducting thorough market research to identify target segments and customer pain points. Collaborating with cross-functional teams, I ensure the strategy aligns with both sales goals and customer needs, focusing on creating compelling value propositions and effective communication plans.

In a previous role, I led a product launch that integrated customer feedback into our offerings, resulting in a tailored marketing approach. By optimizing our sales pitch to highlight specific client pain points, we increased our sales revenue by 30% in the first quarter post-launch.

I regularly follow industry publications, participate in webinars, and attend conferences related to healthcare IT and value-based care. Networking with industry professionals also helps me stay updated on emerging trends, enabling me to adapt strategies quickly and provide informed insights to clients.

I have extensive experience with value-based contracting, particularly in analyzing revenue cycle impacts and developing tailored strategies for both payers and providers. This involves understanding key performance metrics and how they relate to outcomes, enabling me to effectively communicate the benefits of our solutions.

I view objections as opportunities to better understand client concerns. By actively listening and empathizing with their challenges, I engage in open dialogue to address issues and provide data-driven insights demonstrating how our solutions can meet their needs, ultimately building trust and rapport.

I have significant experience with CRM systems, using them to track sales activities, manage client relationships, and analyze performance metrics. By leveraging CRM analytics, I identify opportunities for improvement and streamline processes, ensuring efficient follow-ups and maximizing sales potential.

To align product development with client needs, I facilitate regular feedback sessions and maintain close communication with clients, ensuring their inputs are incorporated into the development process. By sharing market insights and client pain points with the product team, we can create solutions that address real-world challenges effectively.

I prioritize regular communication and transparency to build strong client relationships. This includes providing ongoing support, sharing valuable insights, and ensuring they feel heard and valued. My approach is to act as a trusted advisor rather than just a salesperson, fostering long-term partnerships.

I measure success through a combination of metrics, including sales quotas, customer satisfaction scores, and overall client engagement levels. Additionally, I track the long-term success of clients using our products to ensure we are creating value and meeting their strategic goals.

When training a new team member, I focus on creating a structured plan that includes hands-on learning experiences, mentorship, and shadowing opportunities. I believe in fostering an open environment where questions are encouraged, ensuring they feel supported and capable of thriving in their new role.