IBM Watson Health - Leader, Payer Account Executive Team- West Region in Bethesda, Maryland
The Leader, Account Executive West Region is responsible for the overall productivity and effectiveness of the Account Executive team in the west coast. These responsibilities include planning, reporting, quota setting and management, sales process optimization, sales training, sales program implementation, sales compensation design and administration, and recruiting and selection of sales force talent.
The Leader, Account Executive fosters close working relationships with internal and external stakeholders to ensure the sales organization’s efficient operation and success. The Leader will manage six to eight Account Executives. Account Executives are each responsible to retain and grow an existing book of employer and/or health plan clients.
Responsible for exceeding sales revenue goals, while increasing market share, as well as reaching/exceeding financial targets for the assigned market through advanced strategic planning methodologies and optimum utilization of market resources.
Develop, motivate and manage sales staff within segment which will primarily include 6-8 Account Executives. Identify territories and set annual sales objectives for team in addition to development of competitive sales compensation plans.
Manage and drive the sales funnel, sales reporting programs as well as other sales methodologies sponsored by the company.
Support sales projects to capture larger business opportunities and maximize sales results through integrated offerings of products/services which cross business lines.
Develop, communicate, & manage the market budget within financial goals and ensure forecasts during the fiscal year are adjusted timely to drive sales results and adjustments to plan.
Forecast sales funnel, activity and revenue achievement as required for sales staff and management team.
Review, monitor and adapt roles and responsibilities of Account Executives to optimize best use of resources based on changing market.
Work with other sales leaders across Watson Health to establish, share and leverage best practices across all market segments.
Required Technical and Professional Expertise
10 years in healthcare sales industry
10 years experience in healthcare information and decision support environments
10 years in successful sales and sales management experience
Preferred Tech and Prof Experience
15 years in healthcare sales industry
15 years experience in healthcare information and decision support environments
15 years in successful sales and sales management experience