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Akumin® · 1 month ago

Territory Director, Business Development - Southern CA, Los Angeles + Nevada

United States

Full-time

Remote

Director/Executive

10+ years exp

Akumin® is a healthcare company focused on providing innovative imaging solutions. The Territory Director is responsible for leading business development efforts in their territory, focusing on customer retention and new sales opportunities, particularly in mobile solutions and fixed site opportunities.

Hospital & Health Care

Responsibilities

Works in conjunction with territory Business Development and Operations leadership, and Regional Director of Fixed Site Business Development, to establish realistic territory plan that will deliver on the territory’s budgeted customer and revenue retention and new sales targets

Engages all 'at risk' customers in assigned territory, works in collaboration with local Sales, Operations and Physician Sales teams to gather customer intelligence data to identify potential threats and opportunities, develops solutions tailored to meet the short and long-term needs of customer; ensures territory is exceeding its budgeted customer retention rate

Cultivates strong relationships with top strategic accounts; identifies mobile to fixed site conversion opportunities or potential to introduce new service(s), recommends new Fixed Site opportunities to Regional Director of Business Development, Fixed Sites, based on project attractiveness and risks. Remains actively involved in transitioning the customer relationship as appropriate

Manages multiple renewal and new sales opportunities at various phases of the sales cycle, follows-through to ensure customer needs are met at each phase, solicits local sales and operations support as needed and ensures each sales opportunity is continually progressing towards closure

Works in conjunction with Business Intelligence, Finance, Asset Management, Legal and Operations to develop customer models and contracts and negotiates final agreement with customer

Maintains all sales activity within Salesforce.com, prepares weekly territory forecasts and tracking tool reports for the Regional Vice President of Sales that facilitate effective reprioritization and allocation of resources, adjusts territory plan based on market and customer developments; ensures territory will achieve budgeted retention and new business goals

Other duties/special projects as assigned by management

Qualification

Business DevelopmentSales StrategyHealthcare KnowledgeNegotiation SkillsSalesforce.comRelationship ManagementPresentation SkillsVerbal CommunicationWritten CommunicationInterpersonal SkillsAdaptabilityResults-oriented

Required

Bachelor's Degree or Equivalent Experience, required

10 years' experience in developing long-term relationship-based, complex, consultative solutions

Possesses and maintains a track record of developing and closing large, complex and strategic deals with national/regional Hospital Systems

Displays ability to influence cross-functional teams and various stakeholders in the development and delivery of integrated customer solutions

Demonstrates exceptional presentation skills; able to present ideas to customers in a way that produces understanding and impact

Displays excellent verbal and written communication skills with colleagues and with customers on a regular and routine basis

Leverages excellent negotiation & closing skills to provide solutions to customers and foster growth

Consistently displays ability to understand each stakeholder's key business drivers and translate into sales opportunity

Displays and applies knowledge of healthcare trends, reimbursement models, population health and its impact on customer profitability

Regularly calls on service line, c-suite or like positions and is able to connect with and influence at every level of a customer organization; with specific and unique focus on c-level decision-makers

Strong interpersonal skills including adaptability, thinking on their feet, the ability to communicate persuasively and drive for results

Develop and cultivate long-term growth strategies to develop new greenfield opportunities

Is able to communicate value and service excellence concepts in sales discussions

Possesses ability to research, find and identify leads through Salesforce.com, public domains and other sources as appropriate

Regularly and consistently displays the following traits and behaviors: Builds relationships, demonstrates accountability, is results-oriented, is innovative in approach, displays passion, seeks new challenges, is ethical in approach, is an educator, positive influencer, aspires to grow personally and career-wise, enables and encourages relationship building, and has excellent sales and business acumen

70% of travel may be required