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Account Executive

InTouch Health is a leading telehealth solution company enabling remote physician care anytime, anywhere.  Our solutions are robust, secure, and provide excellent physician-patient experiences to maximize care and minimize response time, and ensure the right doctor makes the right treatment decision every time.

Healthcare organizations recognize that changes are needed to increase the access to and the quality of care that patients receive, while reducing costs in the face of ever changing regulations.  Telehealth has been confirmed as a strategic initiative that Integrated Delivery Networks (IDNs) must implement or expand now to drive that paradigm shift.  InTouch Health and the Account Executive (AE) are at the tip of the spear, uniquely resourced to provide IDNs with the dedicated network, medical devices, apps, workflow, business intelligence, and services to scale telehealth to the broadest range of patients anywhere, anytime.  The Account Executive is responsible for driving IDNs and hospitals into adoption to or expansion of their telehealth services, throughout their enterprise, through partnerships with InTouch Health.  Upon implementation of InTouch’s solutions, the Account Executive is responsible for driving high client satisfaction.  This includes but is not limited to training, clinical program expansion, business intelligence reporting, and ongoing project management.

Responsibilities

  • Develops, manages and performs all direct sales activities to establish and manage new and existing accounts within the assigned territory to achieve 100% or greater of sales plan
  • Serves as primary business contact to collaborate with clinicians, administration, IT, and executive leadership within the prospect/customer setting to drive implementation and timelines
  • Conduct Executive Presentations to drive visionary, enterprise-wide solutions, maximizing patients’ access to high-quality, cost-effective care, anywhere - while building customer brand
  • Meet with key physicians, identify needs, present ITH’s solutions, close for active support
  • Present ITH’s solutions to IT; gain their support; onboard them during implementation
  • Provides billable training to physicians, IT, and others during and after initial implementation
  • Identify opportunities to expand into new service lines and locations and improve Workflow
  • Build Physician Capacity Management (PCM) revenues through collaboration with PCM Team and customer
  • Confirm high level of customer satisfaction through successful QARs, D&A’s, quarterly Business Reviews and Contract Renewal Meetings at both host and spoke sites
  • Leverage salesforce.com to prepare sales forecast and manage pipeline of sales opportunities and activities is accurate and sufficient to meet sales quota.
  • Completes routine sales activity reports and progress calls with leadership
  • As part of a region team, contributes to maximizing sales productivity and product adoption

Knowledge, Skills & Ability

  • Visionary – the ability to consult, gain consensus, and drive action based on benefits, both tangible and intangible, both short-term and long-term
  • Challenger - the ability to drive a “change of behavior” concept sell that is premised on a system solution and process (not a single user or “me too” product sale)
  • Selling from a position of strength:
    1. Must be the expert and to lead the customer through a change paradigm
    2. Must be comfortable setting appropriate expectations with a prospective customer
    3. Must be capable of conducting both a C-suite level top-down sell with  healthcare executives and a bottoms-up physician champion sell –candidate needs to link these two in the sales process
    4. Comfortable meeting face-to-face with the economic decision maker (CMO, COO or CFO) and fully understanding the customer’s decision making process.
  • Background selling high-value solutions >$1MM
  • Strong written and verbal communications skills
  • Demonstrated management skills (people, time, sales, and project)

Qualifications

  • 4 year degree or equivalent experience.
  • Minimum 5 years’ of demonstrated sales success in medical device, software, or other enterprise-wide products or services
  • Able to obtain vendor clearance through providers such as RepTrax, Vendor Clear etc.
  • High working knowledge of PC based applications (salesforce.com, Excel, and PowerPoint)
  • C-Suite and Operating room sales experience are a plus
  • Proof of successful sales track record

Working Conditions

  • Home office based
  • Extensive travel (80%) throughout territory is required
  • Customer sites, specifically hospitals including the ER, ICU, OR, Clinics, patient recovery wards, and administrative offices
  • Be able to move/lift demonstration equipment (Crated products: 250 lbs with wheeled assistance, boxed equipment and related tools: up to 50 lbs.)
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