Account Director

As an Account Director at Tava Health, you will strategically manage the complete sales process, identify and prospect new sales leads through various channels, and build strong relationships with health insurance brokers and decision-makers. You'll advocate for customer needs to ensure that our offerings continually evolve to meet their requirements, conduct insightful product demonstrations, and work to exceed sales targets. Additionally, you will play a pivotal role in identifying new industries and markets to broaden Tava's reach.

To apply for the Account Director position at Tava Health, candidates should possess at least 3 years of enterprise sales experience, especially with consultative selling techniques and familiarity with the Challenger Sale model. A strong track record of prospecting and closing new business is essential, as well as experience with Salesforce or similar CRM tools. Additionally, knowledge of the health insurance landscape and sales to HR or Benefits leaders is highly valued.

Tava Health supports its Account Directors by providing valuable resources and a collaborative team environment to enable success. You'll be empowered to leverage your existing relationships and develop new connections in the industry. Regular interaction with our Product and Operations teams will also ensure that your insights into customer needs help refine our offerings. Plus, the commission structure incentivizes you to exceed your sales targets, with competitive compensation and benefits.

At Tava Health, we pride ourselves on fostering a culture of compassion, creativity, and collaboration. As an Account Director, you'll find a team of like-minded individuals who are driven to improve mental healthcare accessibility. We value open communication, feedback, and teamwork, ensuring our employees feel supported and empowered to pursue their passions while playing a crucial role in achieving our mission of enhancing behavioral health resources.

Tava Health is committed to investing in the professional development of its employees, including Account Directors. As part of our growing team, you will have the chance to shape sales processes and influence the direction of the company. As Tava expands, career advancement opportunities are likely to arise, allowing you to take on leadership roles, mentor others, and further develop your skills in a dynamic field.

When discussing your experience with enterprise sales, focus on specific strategies you've used to manage long sales cycles, build relationships, and close high-value deals. Share examples that demonstrate measurable success, such as exceeding quotas or contributing to significant revenue growth.

Detail your process for prospecting and generating leads, including the tools and techniques you utilize. It's helpful to describe your method for identifying potential clients, qualifying leads, and nurturing relationships that ultimately convert into sales.

Building relationships with decision-makers requires understanding their needs and concerns. Discuss your techniques for effective communication, including how you tailor your approach to different personalities and positions within organizations. Highlight the importance of listening and genuine engagement.

When answering this question, articulate a structured approach to handling objections, such as actively listening, empathizing, and addressing concerns with data and examples that illustrate the value of your offering. Share a personal anecdote where you successfully turned an objection into a sale.

Be sure to share your familiarity with CRM tools, particularly Salesforce. Talk about how you've used them to manage customer relationships, track sales activity, and analyze data to inform sales strategies. Highlight specific features you find useful for enhancing productivity.

Explain the core principles of the Challenger Sale model, such as teaching, tailoring, and taking control of sales conversations. Describe instances where you've applied this model in your work and how it led to successful outcomes.

Effective time management is crucial in sales. Discuss your methods for prioritizing tasks, setting goals, and staying organized. Share tools or techniques you employ to ensure you focus on high-impact activities that lead to successful sales outcomes.

Your answer should reflect genuine motivation, such as the passion for helping organizations improve mental health or the satisfaction of achieving targets and contributing to a larger mission. Consider showcasing your competitive spirit as well.

Use the STAR method to effectively describe a situation where you exceeded a sales target. Outline the challenge you faced, the actions you took to overcome it, and the successful result, including specific figures if possible.

Staying informed about industry trends is essential in healthcare sales. Discuss the resources you use, such as industry publications, online forums, webinars, and networking events, that help you stay ahead of market changes and understand your competition.