Enterprise Sales Director (Healthcare)

As an Enterprise Sales Director (Healthcare) at Summer, your primary responsibilities include developing and overseeing the healthcare sales strategy, identifying and engaging healthcare enterprise targets, leading sales calls, preparing presentations, and structuring deals that align with our clients' goals. You'll interact heavily with C-Level executives, analyze industry trends, and utilize your network within the healthcare sector to build a robust sales pipeline. Your role is key in driving growth while collaborating cross-functionally with other departments to ensure a smooth client onboarding experience.

To qualify for the Enterprise Sales Director (Healthcare) position at Summer, candidates should have a minimum of 5-10 years of enterprise sales experience, particularly with B2B healthcare organizations. A proven track record of strategic selling into enterprise and mid-market accounts is crucial. Additionally, experience engaging C-Suite executives and a solid understanding of the healthcare landscape will greatly benefit applicants. Strong communication and presentation skills are necessary, along with the ability to adapt quickly and work with urgency.

We prefer candidates for the Enterprise Sales Director (Healthcare) role at Summer to have 6+ years of successful strategic selling experience, with at least 5 years focused on high-performing sales. Experience specifically within fintech, financial wellness, or student loan products is a plus. Candidates with knowledge of HR benefit buyers and decision-making processes will also stand out. Moreover, having an existing network of healthcare professionals will be incredibly helpful in building a pipeline of prospects.

The Enterprise Sales Director (Healthcare) plays a critical role in contributing to Summer's overall mission of alleviating the burden of student debt for millions of Americans. By establishing partnerships with healthcare organizations and effectively communicating how Summer’s services can help these entities support their employees, you will help drive sales growth and increase our impact. Your efforts ensure that more borrowers can access valuable resources and tools, ultimately aiding them on their journey to financial freedom.

Summer offers a hybrid, flexible work environment for the Enterprise Sales Director (Healthcare). We believe in a positive work culture that encourages empathy, diversity, and fun, allowing team members to balance their professional and personal lives effectively. With the ability to work remotely across the U.S., you’ll also have the opportunity to travel up to 25% for client meetings, conferences, and internal events, ensuring you remain connected and engaged with the team's mission and goals.

When selling to C-Suite executives, I focus on understanding their business goals and the challenges they face. I prepare by researching their organization thoroughly and create a tailored presentation that speaks to their specific needs. Building trust is vital, so I ensure that my communication is transparent and emphasizes value. I position my solutions as strategic advantages that will support their objectives.

Building and maintaining a strong sales pipeline requires a proactive approach. I leverage my existing network within the healthcare sector to identify potential leads while also using targeted outreach strategies. Regular follow-ups, relationship-building, and utilizing CRM systems to track leads and interactions ensures I stay connected and informed. Continuous engagement through informative content also keeps prospects interested.

To close complex sales deals, I employ a consultative sales approach that involves listening to the client’s needs, pain points, and aspirations. I often involve stakeholders from different departments to create a comprehensive solution that addresses their challenges. Utilizing a structured negotiation process and remaining focused on the desired outcome helps me effectively navigate through objections and finalize the deal.

I keep up with industry trends in healthcare by consistently reading industry reports, following leading healthcare publications, and participating in relevant webinars and conferences. Being active in professional networks allows me to engage with peers and thought leaders, providing insights into emerging trends and best practices that I can leverage in my sales strategy.

A successful sales deal I closed involved a large healthcare organization facing employee retention issues due to financial stress among their workforce. By demonstrating how our solutions could alleviate their employees’ financial burdens, I aligned our offerings with their HR goals. Strong communication, tailored solutions, and continuous support throughout the process led to a win-win outcome that secured not just the sale but also the client’s long-term partnership.

Teamwork is essential in my sales process, especially when dealing with complex deals. I collaborate with marketing for lead generation, involve client success for onboarding discussions, and often seek input from product teams to tailor our offerings. Effective communication and cross-functional collaboration ensure a cohesive approach and better outcomes for our clients.

Handling rejection in sales requires resilience. I view each rejection as a learning opportunity, helping me to refine my approach and understand potential improvements. Following up with prospects for feedback can provide insight into areas where my offering may not align with their needs, helping me to adjust my strategy for future interactions.

Key indicators of a successful sales relationship include open lines of communication, trust between parties, and mutual alignment on goals. Additionally, regular check-ins and continued engagement signal that both the client and the sales team are committed to maintaining a productive partnership for long-term success.

I prioritize accounts based on a mix of factors including potential revenue impact, alignment with our solutions, and the likelihood of a successful partnership. I also consider the strategic importance of certain sectors and their current needs. Regular assessment and re-evaluation keep my focus aligned with the company’s overall goals.

I’m motivated by the challenge of solving complex problems for clients and seeing them benefit from my efforts. Achieving sales targets and contributing to the company’s mission of alleviating student debt gives me purpose. The potential to build meaningful relationships and foster partnerships is also a significant driver for my work.