Regional Sales Manager

Tampa, FL, United States

Ref#: EV0004

Date published: 23-Mar-2017

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The primary responsibility of the “Regional Sales Manager” (RSM) is to sell “Nextech” to assigned physician markets. The Regional Sales Manager is responsible for handling client prospects from all sources including responses to marketing, trade show and general inquiries as well as referrals from existing practices and physicians, maintaining established customer relationships and transitioning newly acquired clients to a Nextech Account Manager. During the initial meaningful contact, the RSM will qualify the prospective client to determine that there is sufficient justification for the prospective client’s evaluation of Nextech to ensure a mutually beneficial relationship between Nextech and the client. All RSM activities must be in compliance with Equal Employment Opportunity laws, HIPAA, ERISA and other regulations, as appropriate.

Essential Functions: In addition to working in accordance with appropriate conduct and behavioral standards, specific responsibilities of this role include:
  • Meeting or exceeding assigned quarterly and annual quotas within assigned territory
  • Regularly achieving assigned key performance metrics that will be published from time-to-time
  • Prospecting within territory to develop opportunities for Nextech to meet prospects’ needs
  • Travelling overnight to and/or within assigned territory as required to conduct comprehensive sales cycles
  • Utilizing Practice and Site Surveys to determine prospective clients’ software and system requirements
  • Demonstrating the full capabilities of Nextech software to prospective clients
  • Preparing and presenting price proposals to prospective clients
  • Determining and presenting the proposed return on investment for clients of the Nextech solution
  • Negotiating specific contract terms with prospective clients within Nextech guidelines; seeking approval of Vice President, Sales, and/or SVP Sales & Marketing as required for terms that may differ from Nextech standard terms
  • Completing all necessary paperwork in order to process the sale; implementation, support, accounting and account management
  • Maintaining contact with the client and supporting other Nextech employees as required throughout the implementation, initial “go-live” process and ongoing client relationship
  • Utilizing Salesforce.com to report on the status of leads, track action items of each sales campaign and accurately forecast on a monthly and quarterly basis
Minimum Requirements:
  • A proven track record of 4 years + successful direct outside sales of EMR and/or Practice Management Medical Software, or similar solutions to outpatient medical practices
  • Bachelor’s degree
  • Strong prospecting and pipeline building skills – hunter
  • Solution, Value Based selling skills highly desirable
  • Outstanding analytical and problem-solving skills
  • Excellent verbal and written communication skills
  • Excellent Computer Skills, including Word, Excel, PowerPoint
  • Good organizational skills to ensure proper follow-up
  • Follows directions well
  • Strong desire to succeed
  • Self-Motivated – Desire to work in a fast paced environment
  • Keeps abreast of competition, competitive issues, products and markets for Nextech’s products and services; communicate competitive information to Marketing and Senior Vice President of Sales
  • Manage travel time and expense by planning trips in advance; comply with all Company policies and operate within expense policies
Preferred Qualifications:
  • Demonstrated successful track record of at least 2 years
  • Candidate should work with prospects, clients and co-workers with the highest level of integrity
  • Maintains excellent relationships with clients
  • Team player who can work cooperatively with other departments
  • Previous experience with Salesforce.com is a plus
  • If a remote RSM, remote, home office sales experience required
Working Environment/Physical Demands

Working Environment:
  • General office environment: Works generally at a desk in a well-lighted, air-conditioned cubicle/office, with moderate noise levels.
  • Air travel as needed and/or long distance driving within territory – not to exceed 50% travel
  • Air travel periodically to Nextech headquarters in Tampa, FL and various trade shows around the country
  • A high-energy environment where periods of stress may occur
  • If remote, high-speed internet access and reasonable access to a major airport are required
Physical Demands:
  • Activities require a significant amount of sitting at office and work desks and in front of a computer monitor
  • Ability to spend extended periods of time on the telephone
  • Ability to travel via commercial airlines and rental cars to and from trade shows and within territory
  • Walking and standing for long periods of time at trade shows and as required to interact with other personnel in the office
Note: Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time. This document does not create an employment contract, implied or otherwise. It does not alter the "at will" employment relationship between the company and the employee.