WHAT IS A HEAD OF SALES?
The Head of Sales will spearhead the company's mission to eliminate out-of-pocket costs as a barrier to care, driving aggressive growth in revenue and market penetration. This role involves taking full ownership of the sales process, building a team from the ground up, and refining market strategies. Additionally, the Head of Sales will develop incentive plans, standardize processes, implement new sales tools, build partnerships, and act as a subject matter expert in patient financial assistance.
Need-to-Know Overview of a Head of Sales
1. Head of Sales Duties and Responsibilities
- Take ownership for the end-to-end sales process while you work on building out your own team from scratch
- Deliver engaging presentations and product demos, both remotely and in-person
- Refine market sizing, customer segmentation, lead generation, and pricing strategies
- Develop and manage an incentive compensation plan for the sales organization
- Standardize our sales processes and implement robust lead qualification criteria
- Manage the implementation of new or upgraded sales tools and technologies (e.g. CRM, market data sources, sales automation)
- Build partnerships with life sciences companies and others in the healthcare ecosystem, collaborating closely with our CEO
- Become a subject matter expert on the company’s offerings and patient financial assistance in general, acting as a trusted resource to all customers and partners
- Contribute to marketing and other communication materials
- Attend industry conferences and develop your existing network of contacts among health systems
2. Head of Sales Ability, Experience and Educations
- Bachelor's degree preferred
- 5-10+ years of experience selling to notable enterprise healthcare customers (large hospitals and health systems) in a SaaS environment, including 4+ years in a leadership role with accountability for revenue growth
- Track record of personally closing and coaching your teams to close six-figure deals
- Experience hiring sales teams and building sales tools/processes from the ground up
- Experience selling to life sciences companies strongly preferred
- Experience working with patient support programs, such as hubs or co-pay assistance programs preferred
- Experience implementing sales tools and technologies with minimal IT support
- Proven ability to manage complex client relationships with multiple stakeholders
- Strong analytical mindset, including a command of CRM reporting and Excel
- Exceptional written and verbal communication
- Startup mentality, with an eagerness to seek new solutions and to take on responsibilities outside your job description
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