Healthcare Sales Executive - Northeast Region

Health Care Sales Executive - Northeast Region

Are you a top-performing client relationship and solution sales executive looking for your next career move? If you have an entrepreneurial spirit, relevant professional services experience and demonstrate selling attributes, strategies, and techniques you may be interested in an opportunity with our Health Care Consulting Sales team.

Deloitte Consulting's Health Care Practice serves Health Care Providers and Health Plans across the US with a wide range of strategic, implementation, optimization, and operations solutions and services.

Health Care is a high-growth practice area within Deloitte Consulting, and is the nation's largest and leading Health Care Consulting Practice. The Health Care Sales Executive role will focus on generating and cultivating opportunities while working closely with our Principals, Managing Director's, and account team leadership. The position requires extensive Health Care consulting, strategic selling and account development experience. It also requires an understanding in various Health Care services including revenue cycle, core business operations, strategy & analytics, M&A, human capital, ERP, customer and marketing and technology.

The Team

The Sales Center of Excellence (COE) supports Deloitte's businesses in uncovering, nurturing, and closing sales opportunities. Working together with Partners, Principals and Managing Directors, our Sales Executives focus their highly skilled efforts in securing relationships with qualified targets, executives and decision makers to uncover opportunities, develop effective sales strategies, manage the pursuit process and act as a key advisor to the pursuit team throughout the sales process.

Work you'll do:

The Health Care Sales Executive is responsible for calling directly on clients as well as working with our regional, account and service offering leaders. As a Sales Executive you will:

• Lead business development efforts for the Northeast region
• Work with our sector PPMD leadership to identify potential clients for targeting
• Develop an understanding of Deloitte Consulting's Health Care portfolios and offerings, as well as cross-firm integrated market offerings, to be knowledgeable in our capabilities
• Understand market segmentation of target clients and potential fit with relevant business processes, technology platforms, market offerings and alliances and ecosystems
• Develop understanding of target client's buying patterns based on industry knowledge, relationships, prior experience, etc.
• Identify and qualify opportunities and stay involved with the sales process to win business in collaboration with appropriate PMD's. This requires both net new skills as well as growth and penetration skills to grow the client
• Have executive presence and the ability to develop CXO relationships

• Run a disciplined sales pipeline including lead management, qualification, bringing established sales methods to the sales process
• Identify and align appropriate firm resources to pursue, win, and manage opportunities
• Contribute to pursuit processes by leveraging relationships for insights and influence, including determining "win" themes, aligning messaging with client needs, supporting proposal/orals materials preparation, and participating in the oral's session as appropriate
• Provide support to accounts without Client Relationship Executives (CREs) as needed for critical opportunities

• Collaborate with our Principals, Managing Directors and our technology alliances on messaging, events and eminence - both internal and external
• Identify ways the Health Care Practice can expand/enhance visibility at key regional and national events and in the market
• Represent the Health Care Practice at selected events as necessary
• Utilize Deloitte eminence including thought-ware, events, trainings, conferences, and memberships to build and enhance relationships
• Utilize available offerings to develop and participate in activities and events focused on shared values and mission, e.g., Deloitte Greenhouse events, Client Experience labs etc.
• Participate in key industry events to build relationships and develop business opportunities

• 10+ years' experience managing complex clients characterized by long sales cycles and significant dollar transactions
• Strong sales management knowledge and/or experience selling to Health Care clients
• Strong industry knowledge and content
• Ability to develop and secure relationships with executives, decision makers and influencers
• Experience in relationship building that increases account penetration and leads to increased revenue opportunities with new and existing clients
• Ability to develop and utilize pre-existing network of clients or contacts in the marketplace
• Experience managing internal sales activities to ensure consistent approach to marketplace across geographies and industry groups
• Experienced with a complex pursuit process, proposal development and oral presentations that win new business
• Adept at presentation skills
• Cultural alignment with the firm GTM strategy
• Ability to work in a multi-layered matrix organization working with many leaders
• Travel up to 50% (While 50% of travel is a requirement of the role, due to COVID-19, non-essential travel has been suspended until further notice).
• Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future.

• Project management experience
• Rewards delivery and wellness experience
• Undergraduate degree