Health System Sales Representative (mid west territory, home based)

St. Louis, Missouri

This job has expired.

Sales Representative, Clinical Performance

Are you seeking a new challenge, with an industry leader?

We're looking for motivated, action-oriented, self-starters to sell our portfolio of enterprise information solutions to healthcare providers, including physicians, nurses, and pharmacists.

Elsevier is the leading provider of medical information in the world. In fact, we provide over 25% of the world's clinical content, and serve over 20 million healthcare professionals. Clinical Solutions is uniquely positioned to help our customers achieve success. We have a clear mission to use our evidence-based content to deliver better outcomes for patients. Across a complex care continuum and a diverse spectrum of care providers and patients, Elsevier offers solutions and services that help customers utilize and integrate content to improve professional practice, reduce care variability, engage patients and promote a culture of quality, safety and satisfaction - optimizing care delivery, the patient experience and financial outcomes.

Purpose of the Role

The Sales Representative position is charged with identifying new business opportunities at Health Systems, Hospitals and Medical Schools within the region to sell our Elsevier Clinical Performance Suite of Products. The sales representative will be responsible for partnering with the top accounts in the designated territory, calling on c-suite and key decision makers to create a value proposition for use of our products. 90% of the time will be spent generating new sales and closing new contracts, as well as up-selling new solutions to existing customers. The additional 10% of the time will be spent assisting in renewing contracts which are in their last year with your Account Manager if needed.

The Clinical Performance Sales Representative will represent the following products:

Clinical Reference Suite: Elsevier's flagship product, our Clinical Reference Suite is designed to answer clinical questions for practicing physicians, nurses and pharmacists at the point of care. It includes three different modules:

ClinicalKey is a clinical search engine that supports clinical decisions by making it easier to find and apply relevant knowledge. We drive better care by delivering fast, concise answers, and deep access to evidence whenever, wherever you need it.

ClinicalKey for Nursing is a clinical search engine that supports clinical decisions by making it easier to find and apply relevant knowledge. We drive better care by delivering fast, concise answers, and deep access to evidence whenever, wherever you need it.

Clinical Pharmacology powered by ClinicalKey empowers healthcare professionals to deliver the best care and patient safety by providing the fastest access to the most current, accurate and clinically relevant drug information and trusted evidence to make sound medication decisions.

Performance Management Solutions: Used to track training and knowledge acquisition, these solutions help develop and maintain a high performing team, which ensures consistent top performance in patient care and administrative management through evidence-based interactive training. Products include the following:

Clinical Skills: Elsevier Clinical Skills (formerly Mosby's Skills) enables organizations to standardize education and manage competency among their nurses, therapists, and other health professionals. By combining over 1,300 evidence-based skills and procedures with competency management functionality, it helps ensure that knowledge and skills are current and reflective of best practices and the latest clinical guidelines.

Clinical eLearning: Clinical eLearning provides authoritative online education to support clinical practice and the development of nurses and other health professionals. Organizations can reduce care variability and improve patient outcomes by delivering accessible, evidence-based educational content that supports practice improvement, orientation of new clinicians and continuing education for experienced clinicians. Elsevier has leveraged its long history of relationships with key associations into exclusive development partnerships to harness industry expertise, authority and credibility. A sampling of our development partners includes AACN, ENA, ANPD and SPN. Our expertise and process has earned us the reputation as the premier clinical e-learning provider in the industry.

Job Responsibilities: The specific responsibilities associated with the position are as follows:

  • Identify, qualify and close opportunities at Health Systems, Hospitals and Medical Schools to drive new business growth of the Clinical Performance portfolio in the assigned territory
  • Grow the existing book of business by identifying new opportunities within new or existing accounts.
  • Create and maintain a territory business plan, identifying all key renewal / upsell / new business prospects
  • Establish credibility and build relationships with multiple departments and decision makers and influencers within the hospitals, including the C-suite
  • Build and maintain a pipeline of at least 3x quota with qualified opportunities, and effectively move them through the selling process via CRM -
  • Demonstrate the ability to accurately forecast new business and upsell business
  • Maximize revenue generation potential for the company by identifying multi-product, portfolio opportunities, and collaborating with peers to identify opportunities outside the core product area
  • Establish strong competitive intelligence, by learning everything possible about the competitor's products, strategy, and sales approach in the marketplace
    • Establish strong internal relationships with all key stakeholders, including peers, Sales Operations, Product Management, and Marketing personnel
    • Demonstrate the ability to work collaboratively and resolve conflict across different functional areas in a matrixed organization, as well as with external stakeholders
  • Perform effective product demonstrations remotely through WebEx, Zoom, Teams or other technology-based applications

Accountabilities and Performance Measures:
  • Achievement of new sales quotas
  • Creation and replenishment of a robust pipeline of qualified opportunities (3x to quota pipeline)
  • Continuous updating of all sales activity and pipeline progression in the CRM system
  • Accurately forecast new sales
  • Demonstrate a strong work ethic and sense of urgency
  • Support of strategic objectives defined by executive management and Sales leadership
  • Reports to the Clinical Performance Sales Director

Our Requirements:

You should have a proven track record of success from B2B sales, strong technology solution selling experience; healthcare experience is preferred
  • 2+ years of sales experience in competitive environments; some virtual sales experience is preferred
  • Proven track-record of success in prospecting & closing new business, leading to consistent quota achievement
  • Demonstrated experience with "Consultative Selling" to identify and solve customer problems
  • Experience selling technology solutions in a complex B2B or healthcare environment, with multiple influencers and high-level decision makers is preferred
  • Excellent analytical and problem-solving skills
  • Strong organizational skills to identify develop and manage opportunities
  • Knowledge of regulatory environment in healthcare is a plus
  • Strong communication (verbal and written) and presentation skills; fluency in English
  • Self-starter, resourceful and a positive attitude is a must!
  • BS/BA preferred, equivalent work experience

We Offer:
  • Competitive salary & generous commission plan based on performance, which is uncapped
  • Excellent medical, dental and 401K benefits
  • Excellent training program, to aid in a fast start
  • Numerous online resources to assist with your self-development and career progression
  • An opportunity to grow and advance within a global organization
  • Elsevier is an Equal Opportunity Employer

Elsevier is an equal opportunity employer: qualified applicants are considered for and treated during employment without regard to race, color, creed, religion, sex, national origin, citizenship status, disability status, protected veteran status, age, marital status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law. If a qualified individual with a disability or disabled veteran needs a reasonable accommodation to use or access our online system, that individual should please contact or if you are based in the US you may also contact us on 1.855.833.5120.

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