| Manager Sales Education ( MSE) IT Vendor | |
| Reference #25681 | |
| Permanent Position | |
| Posted on 12/12/2006 | |
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| Description:
The Manager of Sales Education position is created to educate the company's sales organization so that it is positioned to be the elite sales force in healthcare IT with the knowledge and tools necessary to meet or exceed sales targets and objectives. Typical Duties: - Develop and over-see the deployment of a comprehensive multi-phase sales education program for all new hires including Senior Account Executives(SAEs), Area Vice Presidents (AVPs) and Clinical Sales Consultants(CSCs). - Develop a program to educate new Clinical Sales Consultants (CSCs) on sales skills including territory management and strategic selling. - Work closely with marketing to leverage the competitive research and analysis to develop comprehensive, sales focused competitive information file organized by HIS and Niche competitors. - Provide content and manage a weekly competitive update - Monitor internal blog/Inbox for all company employees to submit competitor information, new letters, executive summaries etc. - Closely track won/lost deals and interview the SAE and AVP as appropriate to keep competitor information up to date.. All competitive information should be kept up to date on an ongoing basis as time permits, but no less than at least once a quarter. - Continually monitor and update quarterly executive summaries, cover letters, .ppts and other customer facing correspondence material to ensure consistency and professionalism in how Picis is positioned in our sales efforts. - Develop and oversee a program of SAE certification on ED and OR demos and company overviews. - Continue the migration of the continuing sales education efforts to more of a focus group and peer to peer training education approach. - Oversee the continuing education program for existing SAEs and AVPs to ensure all sales personnel are kept abreast on new product enhancements, industry trends, regulatory requirements, strategic positioning, competitive information and company positioning using tools such as monthly webinars etc. - Responsible for coordinating the agenda and all activities associated with the bi-annual national sales meetings. - Work with AVPs to assist of the coordination of sales education events related to area sales meetings. - Develop and implement a strategy of SAE certification for areas identified as critical to SAE success. This will include certifying a small group of SAEs as domain experts that can be available to mentor new hires or other SAEs that may need help. - Establish relationships with third party business education organizations to supplement the companys internal sales efforts (i.e. negotiation skills, writing skills, presentation skills etc.) - Work closely with the AVPs and SAEs to identify educational needs to assist in the development of a customized educational program for each SAE. - Work closely with sales support, marketing and customers to ensure we efficiently leverage clinical consulting, marketing and customer resources in sales education efforts. Decision Making Authority and Dimension: The MSE, in coordination with the SVP will make decisions relative to the sales education efforts as described above. The MSE will work closely with sales support to ensure efficient and effective use of clinical consulting and other company and customer resources. The MSE will work closely with the SVP to ensure all sales education activities fall within budget guidelines and in accordance with all company expense and budget policies. Relationship to Others: The MSE will report to the SVP of Sales. The MSE will not have any direct reports at this time but will work closely with the AVPs, marketing and sales support to develop content and update necessary information. |
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| Required Skills:
The MSE should have strong healthcare IT background, should be highly organized with excellent written and verbal communication skills. The MSE should have a minimum of 5 years Healthcare IT industry experience preferably with Sales Education and/or Sales and Marketing Experience. |
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| Education:
Bachelors Degree |
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Contact
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| Marsha Tatt |
| 404-724-4100 |
| marshatatt@bellsouth.net |
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