Generates and closes new business within a designated healthcare territory. The role prospects strategic accounts, qualifies leads, builds executive relationships, presents clinical and digital solutions, negotiates contracts, manages forecasts, and meets revenue targets. Success requires selling integrated EHR solutions to health system C-suite stakeholders, navigating complex approvals, developing consultative sales strategies, and maintaining accurate pipeline documentation.
WebMD Ignite, a division of WebMD and Internet Brands, is the growth partner for healthcare organizations. We guide people to better health at all stages of their journey, from discovery to recovery. Our combination of leading brands in the industry—including WebMD, Medscape, Krames, PulsePoint, Vitals, The Wellness Network, Mercury Healthcare, and Healthwise—offers comprehensive solutions that engage individuals with timely, relevant messaging that optimizes experiences and outcomes, driving loyalty and lifetime value for our clients. Learn more at WebMDIgnite.com.
Job Summary:
As a Director of Strategic Accounts, the successful candidate will be responsible for generating and closing new business opportunities within a designated territory to achieve and exceed growth targets. Reporting to the Executive Director of Sales and as part of the new business sales team, the Director of Strategic Accounts will drive market expansion by acquiring new logos.
Responsibilities:
- Prospect and Identify Opportunities: Proactively research and target potential customers using strategic lead generation techniques. Develop a deep understanding of the target market to build and maintain a strong, sustainable pipeline of qualified opportunities.
- Engage and Qualify Leads: Initiate outreach across multiple channels including cold calling, email, social media, and networking to establish meaningful connections. Effectively qualify prospects by assessing their needs, budget, decision-making authority, and overall fit to ensure a high-quality sales pipeline.
- Build Relationships: Develop and nurture strong, trust-based relationships with prospects. Gain a clear understanding of their pain points, challenges, and objectives to tailor sales strategies and deliver solutions aligned with their goals.
- Sales Presentations: Deliver compelling, persuasive presentations and product demonstrations that effectively educate prospective clients on our products and services, clearly articulating their value, differentiation, and measurable impact.
- Negotiation and Closing: Lead contract and pricing negotiations with a strategic, value-focused approach to secure mutually beneficial and profitable agreements. Drive deals to close and consistently meet or exceed established sales targets.
- Market Insights: Maintain a strong understanding of industry trends, competitive offerings, and evolving market dynamics to refine sales strategies, anticipate shifts, and sustain a competitive advantage.
- Reporting and Documentation: Keep precise and up-to-date records of all sales activities, including lead generation, communications, and deal outcomes, to ensure transparency, accountability, and informed decision-making.
- Develop the strategies needed to help clients make informed decisions through a consultative sales approach
- Utilize forecasting and business analytical skills to take advantage of opportunities and to expand relationships
- Meeting quarterly and annual sales goals and change sales into revenue
Requirements:
- Bachelor’s degree (B.A./B.S.) with ten (10) or more years of relevant experience and/or training required.
- Proven track record selling comprehensive clinical and digital solutions integrated into EHR systems; patient education or engagement experience preferred.
- Strong sales prospecting skills with the ability to manage an efficient and structured sales process.
- Demonstrated success selling into the C-Suite of health systems and navigating contract approval processes.
- Experience in post-acute care and emerging healthcare markets preferred.
- Proven leadership as head of sales, with a history of developing client-focused, differentiated, and achievable solutions.
- Ability to multi-task and perform effectively in a fast-paced environment.
- Results-driven with strong accountability and responsibility.
- Excellent communication skills, both written and verbal.
- Highly organized with strong documentation skills (MS Word, Excel, PowerPoint, Salesforce, Google Suite).
- Extensive experience in client deal-making with a proactive approach to hunting and developing new business.
- Thrives in an entrepreneurial sales environment with moderate supervision; capable of managing complex territories with support teams.
- Effectively balances being a brand ambassador, data expert, and client consultant to maximize sales opportunities.
- Professional demeanor, strong work ethic, collaborative team player, and excellent interpersonal skills.
Salary Range: $120,000 to 150,000 Plus commission
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