Senior Director Healthcare Sales Dach

Senior Director of Healthcare Sales, DACH

Summary:
The Senior Director of Healthcare Sales /DACH will be responsible for all aspects of leading and managing the DACH Sales team with the objective of meeting or exceeding the Healthcare Sales targets established for the DACH market. The Senior Director should have a broad understanding of the portfolio of Nuance Healthcare Solutions including, but not limited to Dragon Medical One, PowerMic Mobile, Dragon Medical Advisor, Dragon Ambient eXperience, and EHR Optimization services.

The Senior Director is expected to foster effective relationships with the senior executives and influencers at client and target healthcare facilities, with experience working in a matrixed environment to deliver comprehensive solutions to the healthcare marketplace.

Responsibilities include strategic sales planning for the defined markets, developing account executives, managing strategic selling opportunities of all account executives, and problem solving.

Perform tasks related to securing and keeping the products, tools, and processes that you are responsible for securing.

The Senior Director of Healthcare Sales for the DACH is responsible for:

- Delivering against FY bookings, ARR and revenue targets
- Generating and sustaining sales pipeline that is 2-4x FY booking targets
- Driving value-based sales and ensuring the team follows Nuance's opportunity and sales processes.
- Partner with Marketing to execute against marketing generated leads
- Provide accurate sales forecasts on a weekly basis
- Collaborating with the Customer Success Organization to build out effective account management program to support ‘land & expand’ growth strategies
- Manage and set clear, measurable performance goals for all direct reports.
- Diligently monitor budgets, sales in progress, pipeline activity, and new prospects/opportunities using pipe-line sales cycle management techniques.
- Oversee the ongoing record maintenance and adoption and use of all sales opportunities and activities in Nuance’s forecasting/CRM SFDC system.
- Identify emerging markets and product demands and communicate those to team members who then translate this information into sales strategies and tactics for their assigned accounts.
- Work with team members to devise strategies for underperforming market segments or customers and evaluate if and how to adjust sales tactics accordingly.
- Play an active role in developing their employees.
- Recruit as needed to expand their team to support increased sales levels and bring additional Sales and Professional Services resources to the delivery and customer support process.

Knowledge, skills and qualifications
- Education: BS or Equivalent
- Minimum of 15 years' overall experience: 3-5 years managing a sales team and 10 years selling software solutions or services into healthcare facilities

Required Skill:

- Ability to develop and mentor sales executives and be successful managing a team of 5-15 employees
- Possesses a clear understanding of the inpatient and ambulatory market, with a strong background in building teams to support high volume sales plans, eCommerce experience a plus.
- Demonstrates a clear understanding and passion for the current competitive landscape in Clinical Documentation, Coding, Medical Transcription/Medical Records, Clinical Language understanding.
- Extremely consultative in the selling process and able to effectively train in that area. Possesses a creative mindset to shapes creative custom deals.
- Demonstrated solution selling skills and able to competently explain all Nuance Healthcare Solutions and align it to the client’s long-term strategic needs. 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 and exceeding multi-million-dollar annual sales quotas.
- Ability to partner with multiple sales channels both internally (product experts, Sales Engineers, Product Specialists) and externally (channel partners and resellers).
- Demonstrated analytical skills, including ROI quantification and justification
- Ability to work in ambiguous environments and make decisions.
- Excellent communications & influencing skills required

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