• "Surgical" Sales Executive (MI, OH, KY)

    Location US-OH-Cincinnati
    Job ID
    Sales - All Openings
    Pos. Type
    Full Time
  • Company Overview

    At Nuance, we empower people with the ability to seamlessly interact with their connected devices and the digital world around them.  We are creating a world where technology thinks and acts the way people do by designing the most human, natural, and intuitive ways of interacting with technology.


    Our nimble technology uses analytics and advanced algorithms to transform the inanimate into animate and reduce complicated processes into simple ones.


    Join our Healthcare team...caring for clinicians the way they care for patients. Beyond words. We create technology that lets clinicians capture and document care quickly and easily so they can focus their attention on their patients.


    Job Summary

    The Nuance Healthcare Account Executive (AE) is responsible for an assigned territory selling the value proposition for all of Nuance’s healthcare solutions. The AE is expected to foster effective relationships with the senior executives and influencers at IDN’s and hospitals, with experience working in a matrixed environment to deliver comprehensive solutions to the healthcare marketplace.  The AE will develop prospects through obtaining an understanding of organizations’ clinical documentation plans and EHR deployment, managing strategic selling opportunities, problem solving, presenting software product solutions and closing sales, while exceeding assigned territory quota.

    The AE is expected to create and foster relationships with the CFO’s, CIO’s, CMO’s, CMIO’s as well as other senior executives and influencers within hospitals, with experience working in a matrixed environment to deliver comprehensive solutions to the healthcare marketplace.
    Responsibilities include developing prospects by aligning an organization's financial and quality needs with the Nuance solutions and demonstrating the value proposition.   Managing strategic selling opportunities, problem solving, presenting solutions and closing sales, while exceeding assigned territory quota.
    Must be able to meet account / territory coverage requirements assigned by the healthcare division, develop and implement key account plans and develop/implement a strategic business plan for the territory assigned. Must be able to work with partners and resellers as appropriate.

    This person will be responsible for the MI, OH, KY territory.


    Knowledge, Skills and Abilities:


    Required Skills: Minimum of 6+ years, selling medical devices or software solutions and services to physicians in the surgical setting and to the C-Suite within a Hospital setting.


    • Demonstrates a clear understanding of financial and quality pressures within Healthcare.
    • Demonstrated experience selling into the Fortune 500 Healthcare and Clinical Marketplace.
    • Extremely consultative approach in selling.
    • Possesses a creative mindset to shapes creative custom deals.
    • Demonstrated solution selling skills and ability to align value proposition within messaging. Strong foundation using account planning strategies including, Miller-Heiman, Spin, Sandler, Solution Selling or other recognized sales methodologies/certifications.
    • Skilled at penetrating into new accounts at the C-Suite level and exceeding multi-million dollar annual sales quotas.
    • Strong ability to forecast and accurately manage accounts, opportunities, activity in CRM. Knowledge of salesforce.com a plus.
    • Ability to partner with multiple sales channels both internally (product experts, Sales Engineers, Product Specialists) and externally (channel partners).
    • Demonstrated analytical skills, including ROI quantification and justification.
    • Ability to work in ambiguous environments and make decisions.
    • Excellent communications & influencing skills required.
    • BS with Masters/MBA or MHA is desirable.


    Preferred Skills:


    • Preferred experience in selling to surgeons or proceduralists, hospital financial, revenue cycle, and/or quality solutions.


    Additional Information

    Nuance offers a compelling and rewarding work environment. We offer market competitive salaries, bonus, equity, benefits, meaningful growth and development opportunities and a casual yet technically challenging work environment. Join our dynamic, entrepreneurial team and become part of our continuing success.


    Nuance Communication Inc.  is an equal opportunity employer.  We evaluate qualified applicants without regard to race, age, color, religion, sex, national origin, disability, veteran status, gender identity, sexual orientation and other legally protected characteristics. The EEO is the Law poster and its supplement is available here. If you need a reasonable accommodation because of a disability for any part of the employment process, please call 781-565-5000 – Human Resources Department and let us know the nature of your request and your contact information.

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