Health System Sales Executive Clinical Performance

As a Health System Sales Executive Clinical Performance at Elsevier, your primary responsibilities include identifying and qualifying business opportunities within health systems, hospitals, and medical schools. You'll be focused on driving new business growth, renewing contracts, and effectively engaging with C-suite decision-makers. Establishing credibility with key department heads and influencers will be key to your success, as well as building and maintaining a robust pipeline of qualified opportunities.

To apply for the Health System Sales Executive Clinical Performance role at Elsevier, candidates should have a proven track record of sales success, particularly in a B2B healthcare environment. Strong consultative selling skills to effectively understand and resolve customer challenges, along with excellent organizational and problem-solving abilities, are essential. Knowledge of the healthcare regulatory landscape will also be beneficial in this position.

Elsevier values work-life balance and encourages a healthy synergy between personal and professional responsibilities. For Health System Sales Executives, this means flexible working hours, numerous wellbeing initiatives, and support for both immediate and long-term goals. The organization offers various programs, including shared parental leave, study assistance, and even sabbaticals to help employees maintain this balance.

The Health System Sales Executive at Elsevier plays a crucial role in driving healthcare improvement by promoting enterprise information solutions that enhance patient care outcomes. By building relationships with healthcare providers and facilitating the use of innovative Clinical Performance products, the Sales Executive not only aids in optimizing care delivery and financial outcomes but also helps engage patients more effectively in their healthcare journeys.

As a Health System Sales Executive at Elsevier, employees enjoy comprehensive health benefits, a 401(k) with a match, and an Employee Share Purchase Plan. In addition, there's a wellness platform with incentives, life insurance options, and support for family needs including bonding and family care leaves. The organization truly prioritizes employee wellbeing and happiness, providing ample opportunities for professional growth.

When approaching C-suite executives in healthcare, it's important to first understand their specific challenges and goals. I focus on listening actively to their needs and crafting a compelling value proposition that aligns with their strategic objectives. By demonstrating how our solutions can offer measurable improvements in patient outcomes and operational efficiency, I can build trust and credibility.

In a previous role, I faced a particularly challenging sale due to competing solutions. My strategy involved conducting thorough research to understand the prospect's pain points and then customizing a demonstration showing how our solution directly addressed their unique needs. Persistent follow-up and nurturing the relationship over time ultimately led to a successful close.

Consultative selling in healthcare is effective because it prioritizes understanding the client’s challenges rather than just pushing a product. It allows me to position our solutions as a means to solve complex problems, which is essential in a multifaceted environment like healthcare where decisions are made by various stakeholders.

I manage my sales pipeline by regularly updating my CRM with opportunities categorized by their stage in the sales process. This allows me to prioritize follow-ups and maintain a healthy pipeline. I also utilize forecasting tools that help me predict revenue and identify areas where I can focus my resources for maximum impact.

I track several metrics including the number of new leads generated, conversion rate, revenue growth, and the percentage of quota achieved. These figures help me assess my performance and identify areas for improvement or adjustment in strategy.

I stay informed by subscribing to industry publications, attending webinars, and participating in professional organizations. Connecting with peers and industry leaders on platforms like LinkedIn also helps me gain insights into emerging trends and best practices.

I view objections as opportunities to understand the client’s concerns better. By actively listening and empathizing with their perspective, I can address their objections with relevant information and success stories that demonstrate the effectiveness of our solutions.

In a past role, I was working with a hospital that underwent a major restructuring. I adapted my approach by shifting my focus from traditional decision makers to new influencers within the organization. This required understanding the evolving dynamics and building rapport with new stakeholders.

When selling to diverse stakeholders, it's essential to recognize that each may have different priorities and concerns. I tailor my communication to align with their unique roles and responsibilities while emphasizing how our solutions can benefit the entire organization holistically.

I am passionate about utilizing my sales expertise to make a meaningful impact in the healthcare space. Elsevier’s commitment to improving patient outcomes resonates with my professional goals, and I believe that my background in consultative sales aligns well with the organization's mission to drive quality healthcare through innovative solutions.