VP Sales, NYBU

Job Summary:  Sandata’s New York Business Unit (NYBU) is seeking a dedicated professional with a strong track record of increasing top line performance at health care IT organizations. As a growing company with a talented team, we are seeking a sales professional to usher us into the next phase of our evolution.  The Vice President of Sales, NYBU, is responsible for increasing accounts via new sales, upsells and other business development efforts.  S/he will have a highly visible role in strengthening Sandata’s New York presence and growing our market share.  This is an exciting role for an eager individual who can work well both individually and within teams, to build a substantial pipeline and achieve high “close” rates.

 

Duties:

  • Own and hit/exceed annual sales targets within assigned territory
  • Develop and execute strategic plan to achieve sales targets and expand company’s customer base
  • Partner with customers to understand their business needs and objectives; build and maintain strong, lasting customer relationships
  • Successfully communicate the Sandata value proposition through proposals, presentations and contribution to marketing efforts
  • Identify and recommend Sandata product improvements, enhancements, and additional services that will support customer needs, add value, and enhance market opportunities
  • Support development of Sandata branding, digital strategy, trade show approach and other marketing collateral
  • Identify product expansion opportunities
  • Master the unique New York home care landscape, idiosyncrasies and trends, reporting on the forces that shift tactical budgets and strategic direction of accounts
  • Bring “thought leadership” and provide trusted partnership values
  • Attend/present at industry trade shows and events, articulating the distinct aspects of Sandata products and services and positioning them against competitors
  • Collaborate with Sandata marketing staff and other Sandata partners to gain access to target customers through appropriate education conferences, trade shows, and cross-referrals
  • Cultivate and grow relationships with industry associations and ancillary industry participants that will lead to sales opportunities and new business
  • Negotiate and resolve contract issues
  • Partner with other Sandata business units in addressing evolving and often complex prospect needs and developing practical solutions
  • Leverage ZOHO (our sales management tool) to track opportunities, leverage reports and measure success

 

Skills/Qualifications:

  • Minimum of 3 years’ healthcare experience, preferably in the New York home care marketplace

·         Familiarity and experience with New York licensed home care agency, certified agency and managed care segments

·         Understanding of New York Medicaid (non-clinical) home health dynamics and environments and their unique nature; familiarity with NY Medicare (clinical) billing and workflows also helpful

·         Functional and technical understanding of new and emerging home care software technology, and its potential application/benefit to customer work

·         Ability to learn software / technical concepts quickly

  • Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the home care agency (Provider) and health plan (Payer) organization, including executive / C-level
  • Proven ability to drive the sales process from plan to close; capable of closing software contracts and services in the range of $50K-$1MM
  • Highly effective presentation skills – delivers engaging, informative, well-organized presentations in seminar and webinar forums
  • Positive Attitude: displays enthusiasm and passion in business approach; embraces team spirit; takes initiative and is inclusive of others and motivated when faced with a challenge; displays confidence and self–assurance
  • Organized, self-directed with strong prioritization skills
  • Innovative and collaborative problem-solver
  • Strong understanding of home care agency financials and ROI models
  • Highly effective presentation skills – delivers engaging, informative, well-organized presentations
  • Competent in CRM (ZOHO a plus)
  • BA/BS degree or equivalent

 

Physical Requirements/Work Environment:

  • Willingness for travel regionally within the NY area, mostly downstate but with some travel NY upstate and in NJ, and occasional trips to other states.

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