Job Summary:

The Apex Account Executive will be responsible for upselling Provation Apex solutions to existing Provation Apex customers.

Duties & Responsibilities:

Achieve Sales Quota

  • Develop and execute sales strategies to open, advance, and close Provation Apex upsell opportunities within existing Provation Apex customers
  • Serve as the sales point of contact for all existing Provation Apex customer upsell opportunities
  • Routinely and consistently prospect existing Provation Apex accounts for upsell opportunities
  • Partner with Provation field sales team and Customer Success team to identify Provation Apex upsell optimization and improved efficiency opportunities
  • Conduct sales calls to understand & assess Apex customer optimization and efficiency opportunities. Align Provation Apex upsell solutions to these needs.
  • Perform value-based selling of Provation Apex solution in a consultative, professional manner
  • Meet target Sales Productivity Key Performance Indicators (KPI's) for assigned sales activities
  • Lead & manage customer proposal & negotiations process consulting with sales leadership
  • Achieve Provation Apex upsell targets and sales quota in assigned territory

Strategically Manage Customer Relationships

  • Identify key buying influencers within Apex accounts
  • Develop, build, and strengthen long-term on-going relationships with executive and director level stakeholders
  • Actively facilitate customer engagements to understand each customer’s unique organizational strategies, initiatives, and challenges
  • Establish a scheduled, routine, and predictable customer communication cadence
  • Listen and use critical thinking to evaluate each customer’s current state of Provation. Provide recommendations to optimize and advance the use of Provation.
  • Communicate customer feedback on existing and new products to internal stakeholders including internal Product, Technology, and Commercial stakeholders

  • Participate in GI market and customer trade shows, user groups, and education events

Actively Manage a Sales Funnel

  • Successfully manage the Apex upsell sales cycle from lead-to-close to drive growth within assigned accounts and territory
  • Maintain a healthy pipeline of Apex upsell opportunities
  • Accurately manage monthly/quarterly forecasts and rolling 12-month territory pipeline
  • Accurately forecast sales stage transitions & close dates based on customer exit criteria evidence

Maintain working product and market knowledge

  • Acquire and maintain comprehensive Provation Apex solution knowledge
  • Learn & understand major market trends & associated Apex upsell improvement opportunities

Sales administration

  • Make entry and document all account, prospecting, and opportunity activities in Salesforce CRM
  • Complete and remain current with administrative reporting as assigned (e.g., expense reports)
  • Assist current Provation Apex customers with existing invoice and contract questions and needs

Job Requirements:

Education & Experience

  • Bachelor of Science (BS) or Bachelor of Arts degree (BA) is required.
  • 2+ years of sales experience with point-of-care solutions.
  • Proven track record of sales in healthcare industry.
  • Experience with Salesforce.com or a similar CRM solution.
  • Experience with SaaS software.

Other Knowledge, Skills, Abilities or Certifications:

  • Self-starter and strategic thinker with the aptitude to work both autonomously and with a team
  • Strong business/financial acumen
  • Curious professional with growth mindset; coachable and highly adaptable
  • Courageous; loves to compete and handle objections
  • Highly accountable; has a bias for action and driving results
  • Customer obsessed; strong communication and presentation skills
  • Organized with high attention to detail; ability to manage multiple priorities simultaneously
  • Proficient with Microsoft Office applications

Provation Core Values:

Customer Focused: We put our customers first and maintain effective customer relationships.

Productive: We work smarter; We work to produce the most effective results.

Innovative: We look to improve or create more effective processes, products or ideas to increase our business success.

Accountable: We see it, we own it, we solve it and we do it.

Teamwork: We practice collaboration and communication across the organization.