HRS is a leading healthcare technology (HealthTech) company who empowers the nation’s healthcare providers and commercial and government payors to deliver clinical care to patients across the care continuum with Remote Patient Monitoring (RPM) and telehealth solutions (hardware, software, and services).

Our vision is to be the world leader in transforming care delivery and expanding access to healthcare with the most clinically effective remote care solutions provided in the home and other care settings. We do this by designing and delivering world class solutions, building strong partnerships with our clients, developing an innovation and passionate culture, and improving health outcomes through clinical advancement.

Our solutions help a variety of patients including those who are recovering from surgery or who are suffering from chronic conditions by reducing hospital readmissions, increasing patient adherence to their care plan and patient satisfaction while supporting clinicians with new care delivery models that lower healthcare costs and improve outcomes. We are ranked #1 by KLAS for Remote Patient Monitoring in 2020, 2021, 2022, and 2023.

Position:

The Strategic Account Executive will report to the Chief Commercial Officer, with a dotted line to the Vice President of Strategic Accounts. As the Strategic Account Executive, you will serve as the Commercial facing Client Growth liaison within our current client community, responsible for client growth.

The candidate will have demonstrated expertise in consultative sales to hospitals, health systems, palliative care, ambulatory care and FQHC markets.

A domain expertise of care management services including but not limited to Chronic Care Management, Principal Care Management, Advanced Primary Care Management, and related services is a mandatory requirement.

The primary goal of the role will be focused on building positive relationships at the Executive, Technical, Operational and Clinical levels within the current partner organization – and will be measured on net new revenue attainment for the assigned named accounts. To drive attainment of such goals, the candidate will be solely responsible for pipeline development, upkeep, and maturity to drive new logo business.

The ideal candidate will have strong sales and leadership skills that include experience in strategy, growth, knowledge of the healthcare industry, legislation, and evolution of the digital health realm. A successful candidate must be able to successfully demonstrate a strong understanding of driving business growth and the ability to manage a strategy to deploy at scale.

Responsibilities:

• Build strategic relationships with existing clients at operational, clinical, and executive levels
• Lead the strategy around executing commercial goals as it relates to your assigned prospective customers
• Serve as a domain expert for Care Management services including CCM, PCM, APCM
• Organize, lead and successfully close contracts related to the assigned accounts within the assigned ICP markets
• Have a strong desire to develop your own pipeline while working cross-functionally with the Client Success team to cultivate opportunities
• Expertise in proactively navigating complicated deals including negotiation, pricing, and growth strategy to optimize profitable deal structure.
• Gain a deep understand or propensity to understand competitive landscape and industry and be able to speak to HRS value propositions over competitors
• Develop a go to market strategy for market within your territory and/or named accounts
• Lead both virtual and onsite national sales meeting and/or presentation
• Build client champions that become HRS evangelists
• Collaborate cross functionally with a variety of internal partners to ensure our clients are set up for success
• Demonstrated ability to exceed quota
• Accurately qualify and quantify sales opportunities through accurate forecasting processes
• Travel required for presentations and meetings with executive leadership of healthcare organizations

Primary Quantitative Role KPIs:

• Attainment to quota for assigned new logo accounts (commissioned)
• Pipeline creation and development of new opportunities relative to assigned new logo accounts (non-commissioned)

Skill Requirements:

• Minimum 5 years of experience in account management, sales, business development and/or consulting
• Proven track record of building VP-level and above relationships with prospective client partners including across the following verticals – hospitals, health systems, palliative care, ambulatory care and FQHC markets
• Specific understanding of providers/physicians, regulatory requirements supporting industry structure
• Strong written and verbal communication skills
• Experience and strong interest in the healthcare tech industry
• Extremely strong consultative selling and closing skills
• Ability to produce presentations and demonstrations leveraging functional resources within HRS; strong written and verbal communication skills, ability to present to and influence executive stakeholders across the industry
• Ability to go deep to understand and speak to product capabilities, including operational and technical capabilities
• Demonstrates a self-starter mentality, with innate accountability for success in the role
• Experience working with several internal partners across departments such as product, engineering, and marketing to advocate and evangelize client needs
• A successful candidate is comfortable with medical terminology, revenue cycle, and health IT jargon; ability to use clinical data as a selling factor
• Over-achiever with a consistent track record of annual quota/revenue achievement
• Experience in using Salesforce, ZoomInfo, SalesLoft, and LinkedIn Sales Navigator is required
• Travel as needed (10-15%)

What we offer:

• Competitive salary commensurate with experience
• Flexible hours and work environment
• Unlimited PTO
• Medical, dental, vision, disability and life insurance packages to fit your needs
• Flexible spending account for medical, commuter benefits
• 401(k) savings plan
• Employee events and catered team lunches
• The opportunity to work with some of the smartest, most driven people in the industry and have fun while doing it!