Account Director, Provider Market

Account Director, Provider Market

United States * Virtual Req #337

Friday, January 26, 2024

About FinThrive
FinThrive is advancing the healthcare economy. We rethink revenue management to pave the way for a healthcare system that ensures every transaction and patient experience is addressed holistically. We're making breakthroughs in technology-developing award-winning revenue management solutions that adapt with healthcare professionals, freeing providers and payers from complexity and inefficiency, so they can focus on doing their best work. Our end-to-end revenue management platform delivers a smarter, smoother revenue experience that increases revenue, reduces costs, expands cash collections, and ensures regulatory compliance across the entire revenue cycle continuum. We've delivered over $10 billion in net revenue and cash to more than 3,245 customers worldwide. When healthcare finance becomes effortless, the boundaries of what's possible in healthcare expand. For more information on our new vision for healthcare revenue management, visit finthrive.com

Award-winning Culture of Customer-centricity and Reliability
At FinThrive we're proud of our agile and committed culture, which has led to certification as a "Great Place to Work" since 2017. We're honored to have been ranked #21 among the Best Workplaces in Healthcare for 2023, and we know that it's our collective dedication that makes FinThrive an exceptional place to work.

• Find balance with our remote-friendly organization
• Take time to recharge and pursue your passions
• Be part of a positive and supportive work environment
• Grow and excel your career with training and education

What you will do

• Serve as a strategic technology solutions expert to prospects and clients Uncover and articulate prospect business issues, problems, power relationships, etc.
• Differentiate and set FinThrive apart from the competition and ensure consistent achievement of revenue and margin quotas
• Target, open, and close net new logo named accounts across key sub-segments
• Leverage the Salesforce CRM to manage and accelerate the sales process
• Ensure ongoing proficiency with FinThrive's Technology solutions through education, role-playing, course completion, and assessments
• Prioritize dedicated time each week to refine selling skills and prospecting
• Maintain extensive knowledge of territory accounts
• Build an effective territory sales strategy by planning each week's activities in advance based upon prospect prioritization, market research, and competitive intel
• Leverage Salesforce and other tools to build a personalized strategy for each key prospect, uncover and understand potential business problems, manage key contacts, manage sales stages, etc.
• Navigate complex health care organizations to identify key decision-makers and build a sales plan to uncover and address business issues with speed to value with the right influencers and buyers across multiple intersections
• Ensure a healthy funnel by actively prospecting and managing a funnel of opportunities through Salesforce, building strong follow up plans, and organizing daily activity to ensure appropriate coverage across each part of the sales cycle
• Build an effective prospecting plan with a documented approach for daily activity including cold calling and warm lead cultivation
• Prepare a formal weekly status report of this activity to review with territory management
• Conduct market and competitive research; meet with current customers to understand the strengths and opportunities of the product line; participate in renewals that may require a value proposition discussion and collaborate with cross-functional teams, including Client Success, in the protection of existing revenue while identifying growth opportunities
• Grow territory by networking in the market, including attendance at relevant association events, and engaging with hospital C-Suite executives to develop and deepen strategic relationships and provide a consultative approach to designing FinThrive solution sets that drive optimal results and value
• Identify clients that are targets and build strategic prospecting plans to ensure a full pipeline to drive steady growth
• Collaborate with internal business partners and leverage internal resources as sales accelerators
• Partner with product management to help shape future roadmap in order to best serve these new industries
• Collaborate with Marketing on industry specific content needs and targeted demand generation campaigns

What you will bring

• 5+ years of field selling experience involving complex and/or enterprise solutions; with SaaS sales expertise or large-scale technology solutions in the front, middle or back-end revenue cycle
• Entrepreneurial Mindset - ability to take a "CEO" approach to running your territory
• Hunter mentality - appetite for targeting, pursuing, and closing new accounts
• Ability to identify and sell around strategic business initiatives
• Dynamic Presentation Skills - ability to engage & hold the attention of c-level executives for 30-90 minutes both virtually and live
• Experience managing 6-9-month sales cycles targeting c-level executives
• Proven ability to close six and seven-figure contracts
• Commitment to being a lifelong learner
• Demonstrated ability to successfully create an account-by-account action plan
• Demonstrated ability to understand client challenges and customize appropriate offerings
• Demonstrated ability to consistently achieve revenue targets
• Demonstrated ability to drive results and achieve desired metrics
• Experience collaborating successfully between both internal cross-functional teams and external clients, as part of a solutions-based team sales process
• Travel Required: Up to 75%

What we would like to see

• Bachelor's Degree
• HFMA Certification
• Salesforce CRM knowledge

FinThrive's Core Values and Expectations

• Demonstrate integrity and ethics in day-to-day tasks and decision making, adhere to FinThrive's core values of courage, authenticity, respect, excellence, and service, operates effectively in the FinThrive environment and the environment of the work group, maintain a focus on self-development and seeks out continuous feedback and learning opportunities
• Support FinThrive's Compliance Program by adhering to policies and procedures pertaining to HIPAA, FDCPA, FCRA, and other laws applicable to FinThrive's business practices; this includes becoming familiar with FinThrive's Code of Ethics, attending training as required, notifying management or FinThrive's Helpline when there is a compliance concern or incident, HIPAA-compliant handling of patient information, and demonstrable awareness of confidentiality obligations

Physical Demands

The physical demands and work environment characteristics described here are representative of those that an employee must meet to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• While performing the duties of this job, the employee is occasionally required to move around the work area; sit; perform manual tasks; operate tools and other office equipment such as computer, computer peripherals and telephones; extend arms; kneel; talk and hear
• Must occasionally lift and/or move up to 15 pounds
• Must be able to talk, listen and speak clearly on telephone or video calls
• Mental Demands: the employee must be able to follow directions, to get along with others, and handle stress
• Work environment: The noise level in the work environment is usually minimal
• Ability to safely and successfully perform the essential job functions consistent with the ADA, FMLA and other federal, state and local standards, including meeting qualitative and/or quantitative productivity standards
• Ability to maintain regular, punctual attendance consistent with the ADA, FMLA and other federal, state and local standards

FinThrive is an Equal Opportunity Employer and ensures its employment decisions comply with principles embodied in Title VII, the Age Discrimination in Employment Act, the Rehabilitation Act of 1973, the Vietnam Veterans Readjustment Assistance Act of 1974, Executive Order 11246, Revised Order Number 4, and applicable state regulations.

2023 FinThrive. All rights reserved. The FinThrive name, products, associated trademarks and logos are owned by FinThrive or related entities. RV062623TJO

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