Alliance HealthCare Services

Account Development Director

US-OH-Dayton
ID
2017-9541
Category
Sales
Position Type
full-time

Job Responsibilities

At Alliance Radiology, our team members focus on transforming the patient experience and delivering exceptional quality care. Alliance Radiology has rapidly grown over the past 30 years by providing radiology service line solutions, outpatient center management services, and mobile radiology solutions (Per Diem, PT, and FT MRI, PET/CT, CT).

 

Our ADDs are successful sales farmers who are experts at retaining long-term customer relationships by evaluating current radiology customer results against potential, analyzing competitive service lines to recommend business strategies that achieve market share gains, and monitoring customer business needs to identify opportunities to meet unmet needs. Serving as the key point of contact for existing customers, our ADDs use their superior customer service skills to retain and incrementally expand existing customer relationships. As strategic business partners, they actively monitor customers within their territory to ensure customer satisfaction and business needs are met and they use their sales mining skills to continually assess their existing book of business for opportunities to convert accounts from a mobile to a fixed radiology solution. And, as territory experts, our ADDs are also responsible for identifying new fixed site and mobile customer opportunities within their markets and partnering with the Business Development Team to bring these new customer opportunities to fruition.

 

Specific duties include, but are not limited to:

  • Works in conjunction with territory Business Development and Operations leadership to establish realistic territory plan that will deliver on the territory’s renewal revenue and customer renewals.
  • Engages all “at risk” customers in their territory, works in collaboration with Business Development, Operations, and Marketing to gather customer intelligence data to identify potential threats and opportunities, develops solutions tailored to meet the short and long-term needs of customer; ensures territory is exceeding its budgeted customer retention rate.
  • Cultivates strong relationships with top strategic accounts; identifies mobile to fixed site conversion opportunities or potential to introduce new service(s), recommends new opportunities to territory Business Development and Operations leadership based on project attractiveness and risks and remains actively involved in transitioning the customer relationship as appropriate.
  • Manages multiple renewal sales opportunities at various phases of the sales cycle, follows-through to ensure customer needs are met at each phase, solicits Business Development and Operations support as needed and ensures each sales opportunity is continually progressing towards closure.
  • Utilizes market and business intelligence data to effectively segment customer opportunities into micro-market mobile strategies, identifies and prioritizes opportunities based on customer and market potential and engages customers with a clear and compelling value proposition.
  • Works in conjunction with Business Intelligence, Finance, Asset Management, Legal and Operations to develop customer models and contracts and negotiates final agreement with customer.
  • Maintains all sales activity within Salesforce.com, prepares weekly territory forecasts and tracking tool reports for Sr. VP of Account Development that facilitate effective reprioritization and allocation of resources, adjusts territory plan based on market and customer developments; ensures territory will achieve budgeted goals for their renewal customers.
  • Other duties/special projects as assigned by management.

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Position Requirements

  • Bachelor’s Degree from four-year college or university required.
  • Candidate must possess at least 7-10 years of experience of strategic account management and business development in a healthcare service environment. Prior imaging sales experience is preferred, but not required.
  • Experience should include:
    • Demonstrated track record of developing long-term relationships with the C-suite and hospital/healthcare administration
    • Ability to understand each stakeholder’s key business drivers and translate into sales opportunity
    • Capabilities in becoming a value-added business partner to clients
    • Knowledge of healthcare reimbursement and its impact on customer profitability

A division of Alliance HealthCare Services (NASDAQ: AIQ), we are an equal opportunity employer and we believe in strength through diversity. All qualified applicants will receive consideration for employment without regard to, among other things, race, religion, color, national origin, sex, sexual orientation, gender identity & expression, status as a protected veteran, or disability.

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