At HIMSS, we are a catalyst for change in the health and wellness ecosystem. As one of the largest and most experienced global healthcare associations, it is our responsibility to lead this revolution. Our mission is to reform the global health ecosystem through the power of information and technology. Our staff, nearly 250 world-wide, are vital to achieving that mission. We are looking for team members who are curious to ask “What if…?” and have the tenacity to fight for the change we believe in. Join HIMSS to be part of the transformation of health and wellness.
This position is responsible for developing and driving revenues and relationships in a geographic and named account territory. The Senior Sales Executive is responsible for selling the entire HIMSS Media portfolio of integrated marketing solutions (Demand Generation, Digital Media, Strategic Marketing Services, Market Insights, Events, etc.) to their assigned territory by growing and managing established accounts while building and developing new accounts.
The successful candidate will employ a consultative sales approach, sales strategy development, and expertise in solution vs. product selling. This candidate will understand current digital marketing strategies, best practices, and how to apply them within a data-enriched media environment. Candidate must perform a thorough needs analysis and effectively map client needs to our solutions to build campaign strategies that achieve clients’ goals. Candidates must also employ the ability to develop and maintain confidence and trust throughout the sales process – from discovery to campaign recommendations to reporting and analysis, renewal, and upsell.
Essential Functions:
- Create and drive revenue through existing relationships, professional networking, and dedicated prospecting.
- Achieve, if not exceed, budgeted revenue goals monthly, quarterly, and annually.
- Based on in-depth effective client discovery, map HMG solutions to client goals and budgets.
- Create, deliver, and present recommendations on best utilizing HIMSS Media’s product suite via F2F meetings, phone calls, and online discussions.
- Launch new media programs and solutions within the market, educating customers on HIMSS Media’s full capabilities and bringing in product specialists when needed to drive revenue growth.
- Discover and map all relevant budgets within client organizations (Marketing, PR, Social, Content Creation, Events, Demand Generation—public and Private—product Budgets, etc.). Identify all sales and marketing-related budgets and decision makers within key client organizations as they relate to Healthcare IT vertical audiences and products—for example, branding, lead generation, corporate marketing, F2F events, social media, content marketing, sales enablement, PR, product promotion, new product launches, research, etc. Respond to inbound lead inquiries and convert leads to contacts and new Opportunities.
- Develop and execute an annual/quarterly/monthly business plan to meet goals and business objectives for growth across all assigned solutions and products.
- Identify critical clients with whom we are not doing business and develop a contact strategy that results in needs analysis and new business opportunities.
- Use Salesforce, Outreach, and other sales tools daily to track client communications and activity.
- Accurately manage and forecast a sales pipeline using Salesforce.
- Develop a strategy to communicate to all accounts in the assigned territory exhibiting at the HIMSS Annual Conference, effectively presenting media opportunities aligned with the conference to secure sales revenue.
- Must be able to travel at least 25% of the time to assigned territory and other events (as outlined above).
- Work to create engaged relationships with senior-level decision makers within clients vs. gatekeepers. Engage with agency contacts to drive new business and uncover non-client direct opportunities.
- Work to uncover and identify new opportunities within the market for HIMSS Media based on client intel and feedback shared with the VP of Media Sales.
- Communicate client and program needs with dedicated Client Success support to ensure accurate program execution, launch, and follow-up.
- Assist Client Success and Finance with outstanding billing/finance needs related to account payments.
- Work with marketing and production teams to build engaging proposals that match prospective client needs and budgets and achieve marketing objectives for our clients.