Job Description

Job Description

JOB SUMMARY:

The Junior Sales Executive will complete a comprehensive training program. Upon completion, the Junior Sales Executive will be responsible for the achievement of company goals by growing revenue by obtaining net new customers, along with retaining and growing sales of our current population health management solutions risk bearing entities.

The ideal candidate for this position will have the drive to learn how to identify sales opportunities, qualify leads, build a pipeline of qualified prospects, identify prospect needs and pain points, present solutions, create proposals, negotiate contracts and close sales within integrated healthcare delivery networks, Health Systems, ACO’s, payers, CINs, and Group Practices. __

TRAINING PROGRAM:

• Complete assigned readings including Miller Heiman – Consultative Selling to build foundational sales skills
• Participate in structured training programs, including PowerPoint slide deck presentations, and product demo and talk tracks
• Learn and operate key systems, including but not limited to Salesforce, MS Office Suite, Lightbeam Application, Care Management tool used within the LCS division
• Develop an understanding of HIT standards, terminology, market trends and competitive environment
• Shadow and assist in 3 customer site visits to observe real-word application of our tools and solutions
• Visit clients and assist with Care Management (CM) processes to gain hands-on experience
• Join RVPs on visits to prospective clients to observe consultative selling and relationship-building in action

JOB RESPONSIBILITIES:

• Identify sales opportunities
• Learn how to build and maintain a pipeline of qualified prospects
• Create and perform sales presentations/demonstrations of Lightbeam software and solutions to potential clients
• Create proposals, negotiate contracts, and close sales
• Represent the company at various events and trade shows
• Improve and refine processes to increase sales and facilitate integration of new accounts as contracts are closed
• Meet and/or exceed objectives
• Help maintain accurate and up-to-date information in the prospect database on revenue potential, close probability, etc. for all prospects
• Develop a solid understanding of the organization and our products and services
• Understand and stay up to date on Lightbeam’s strengths and weaknesses as compared to competitors
• Understand and stay up to date on competitive products and services within the marketplace
• Learn to communicate the company’s value proposition and begin developing comfort speaking to executive-level contacts.
• Build and leverage strong relationships with key customers to fully understand their business situation to move the account(s) beyond standard selling
• Join other team members on “high value” customer/prospect calls to observe and learn consultative selling techniques
• All other job-related duties as assigned
• Work to promote Lightbeam team culture ****

QUALIFYING JOB KNOWLEDGE, SKILLS, & ABILITIES:

• No sales or healthcare experience required; any related exposure is a plus
• Familiarity or strong curiosity about healthcare trends, including value-based care and care management; prior knowledge is a plus but not mandatory
• Desire to learn how to engage with executive-level stakeholders and contribute to meaning conversations
• Proven track record of building relationships
• Eagerness to learn, take initiative, and engage with clients and internal teams
• Comfortable working towards goals related to sales activity, client engagement, and performance metrics
• Comfortable using technology and learning software tools
• Willingness to be coached on how to manage complex sales processes involving multiple stakeholders
• Exposure to or interest in consultative and solution-based selling techniques, including learning to communicate ROI and value
• Eager to learn how to negotiate and support the contract process within a structured sales environment
• Ability to travel 50% or greater

COMPETENCY REQUIREMENTS:

• Strong desire to develop presentation, collaboration, verbal, and written communication and interpersonal communication skills
• Motivated early-career professional with an interest in strategic business growth
• Willingness to learn financial and ROI-based selling concepts
• Open to coaching on how to effectively communicate with executive-level stakeholders
• Strong personal presence
• Detail oriented
• Highly competitive and performance driven
• High energy and drive
• Ability to take accountability, without hesitation, and is open to feedback for continuous growth
• Is honest, forthright, and trustworthy
• Maintains high standards of ethical conduct

EDUCATION:

• Bachelor’s degree in Sales and/or Marketing, Business Administration, related health field or equivalent experience

Lightbeam Internal Use Only:

Position Security Classification

CRITERIA: POSITION RISK LEVEL

High Risk (if any of these are true)

Access to Restricted information, including PHI and PII

Elevated access privileges

Access to the Security Infrastructure

Medium Risk

Access to Confidential , but not to Restricted information

Low Risk

Access to Unclassified information only

Sales Jr. Sales Executive: Risk Level: Low

CRITERIA: SECURITY ROLES & RESPONIBILITIES

**Security Roles & Responsibilities: **

· Approve security-related changes

· Execute security-related changes

· Not applicable

Policy/procedures for Lightbeam

Cyber Security Incident Response (CSIRT) team

Sales Jr. Sales Executive: Not Applicable (Security Related Changes)

SECURITY ROLE-SPECIFIC TRAINING

Annual Incident Response Exercises