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Director of Account Management, Mid Market

MedBridge

MedBridge

Sales & Business Development
Remote
Posted on Thursday, July 11, 2024
Description

Join the team shaping the future of healthcare! MedBridge is a dynamic software company working with the country’s largest healthcare providers to build technology solutions helping patients get better faster, while decreasing the overall cost of care. Our Sales team is growing and looking for an enthusiastic Director of Account Management - Mid Market to join us! We hire in the following states: AZ, CO, FL, GA, IL, IA, KS, MA, MI, MN, NC, NY, OH, OR, PA, TN, TX, UT, VA, WA, WI.

The U.S. Healthcare industry is going through a transformation. Patients want access to better healthcare tools and experiences and healthcare systems are stretched beyond capacity and adapting to the new normal after the pandemic. In this role you'll be working on the teams that are being tasked with solving these problems.

As the Director of Account Management - Mid Market at MedBridge, you will oversee the performance and development of the customer teams serving this market segment in all aspects of Account Management and Customer Success. Our data shows that when customers clearly and continually understand the value MedBridge products bring to their organizations through the world-class advisory and support services offered by our account teams, they extend and deepen their partnership. This role will report directly to the VP of Account Management.

Why work at MedBridge?

  • We are mission driven. We believe in improving access to better care, and providing superior education and digital care for medical professionals and the patients they care for.
  • We’re a fast-growing company where you’ll have opportunities to develop your career. We were named in Inc. 5,000 Fastest-Growth Company.
  • You’ll make an impact here. 300,000+ clinicians use our products daily, impacting millions of patients. In this role, you help create experiences that impact these important leaders.
  • Our customers love MedBridge! We work with 9 of the top 10 Private Practice and hospital systems nationwide, and 6 of the top 10 home health organizations. have a nearly 100% client retention rate and are continuing that work in 2024 and beyond.

In this role you will:

  • Management and oversight of the MedBridge Middle Market (MM) customer base (up to $99.9K ACV) and team, which includes:
    • GRR attainment of 92% plus per quarter
    • Account growth at (or above) quota per quarter
    • Professional development and performance management of MM customer team (5-10 team members).
    • Creation and implementation of team charter, departmental best practices and meeting cadences, client engagement cadence, customer reporting strategy and utilization/ROI data story
    • Identification of cross-sell/upsell opportunities of new products within current customer base
    • Ongoing reporting to VP & CGO via Salesforce of GRR/Expansion progress, customer churn, expansion pipeline and development, team performance.
  • You’ll live in Salesforce CRM to manage, track and drive all stages of the sales process and behavior, including forecasting and pipeline management.
  • Immerse yourself in current opportunities that the Mid-Market Account Managers are working and support them by increasing their qualitative metrics.
  • Proactively report on data to understand why we are winning and losing, and cross-functionally, communicate feedback to continually improve.
  • Develop and implement strategic initiatives which contribute to company OKRs.

What you will need to succeed:

  • 7+ years of experience leading Customer Success/Account Management teams. Sales experience is also a plus.
  • Experience managing a gross revenue quota of $20M+ annually.
  • Great familiarity and success negotiating deals above $50K in ACV.
  • A hands-on leader who leads by example and focuses on the development of their team.
  • Experience developing scalable processes and tools for contract renewals, customer reporting, upsell/cross-sell opportunities, win-back strategies, and ROI demonstration.
  • Excellent communication skills over email, chat, phone, and video calls. You have strong business acumen, actively listen, and can confidently converse with executives and key stakeholders in the sales process.
  • Strong technical aptitude. Understanding the space we are in and the products we sell is critical to success in this role, as our end-users are very technical.
  • A strong understanding of how to build account plans and track individual performance and output against those plans.
  • A collaborator who represents our biggest customers, their needs, and challenges, and identifies opportunities. You articulate this back to the business to find more success.
  • Ability to accurately forecast your business unit and anticipate/identify trends and patterns in advance.
  • Experience implementing and refining sales methodologies to adapt to the environment we work in.
  • Experience implementing professional development plans for employee growth in the Account Management/Customer Success field.
  • Experience using tools such as Salesforce.com, Google Suite, and Microsoft Office.
  • A solid understanding of business management and operations, including finance/revenue/pipeline principles.
  • An analytical thinker who knows how to turn metrics into decisions and present data in a meaningful and impactful way.
  • It's a bonus if you have personal or professional experience with another clinical education or healthcare company. While not required, it will help you gain confidence quickly in this role.

Our Culture:

  • Passion. We love what we do and we find inspiration in our passion for improving patient care with innovative products.
  • Collaboration. We seek and welcome feedback from colleagues, clinicians, and patients, knowing that collaboration leads to greater success.
  • Resourcefulness. We’re continuously iterating and optimizing for long-term success and efficiency. We think of creative ways to solve the problem at hand.
  • Quality. Quality in our work is of utmost importance; we hold ourselves and our teammates to higher standards because the quality of our work directly impacts lives.
  • Customer-centric. Our success and continued growth are driven by products customers love.
  • Personal health and wellness. MedBridge contributes generously to medical, dental, and vision benefits. Other benefits we provide are: paid sick time, paid vacation time, personal days, parental leave, short term and long term disability, an employee assistance program, and a 401(k) with a company match.
  • Professional growth. We offer an annual stipend plus two days of paid time off for you to attend the professional development course of your choice.

Salary Range: 135k - 145k base, OTE: 185k

At MedBridge, salary ranges are assigned to a job based on 3rd party salary benchmark surveys. Individual pay within this range is informed by the candidate's skills, capabilities and experience.

We embrace diversity and are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. No matter your background, your orientation, your identity expression, or whatever else makes you unique, if you want to raise the bar and join an amazing team of passionate people, then we'd love to work alongside you at MedBridge.

Now it’s your turn. If you liked what you’ve read and think MedBridge would be a great career choice for you, apply now and our Talent Acquisition team will follow up with you shortly after.