The Manager, Client Engagement and Development is responsible for the development and growth of new business to increase market share. The Manager, Client Engagement and Development directs sales planning and sales implementation in support of organizational objectives and strategy.
The Manager, Client Engagement and Development will work closely with the Company President to oversee the successful implementation of sales strategies, as well as interface with members of the Excelas team in order to achieve company and client goals.
Manage the Sales Pipeline
Develop and implement a lead generation process to identify prospective clients by using business directories, leads from existing clients, relationships with industry influencers and key strategic partners, participating in professional associations and attending trade shows and conferences, etc.
Manage the Excelas lead qualification process.
Follow-up on referrals and implement the Excelas Referral Program.
Build relationships with qualified leads via phone calls, emails, and face to face meetings in order to listen for discovery and identify needs and pain points
Develop and deliver sales conversations and presentations to qualified leads highlighting the Excelas value propositions and emphasize product and service features based upon analyses of client needs, and on technical knowledge of service capabilities.
Resilient and relentless in the pursuit of new business by following up with prospects in an organized and systematic manner until the sale is closed.
Close the Sale
Initiate, follow, and document the Excelas Client Journey, including executing formal Business Associate Agreements and Statements of Work.
Gather, organize and analyze information for targeted new clients in order to thoroughly prepare for walkthroughs and to formulate new client proposals. Ensure timely follow-up to provide additional information, answer questions, and resolve outstanding issues.
Lead the negotiation process and close the sale.
Complete the Project Start Up Form which contains the expectations set forth for each client i.e. clear details, critical timeframes, and special requests.
Collaborate internally and externally during the Client Journey to ultimately and seamlessly transition a new client from new client to an existing client under Client Services.
Oversee the maintenance and documentation of the contact management database, record client contacts, and update progress and sales activity on a daily basis.
Maintain an in-depth working knowledge of Excelas processes and work products.
Create and conduct training sessions, lunch and learns, etc. to engage prospects.
Develop and facilitate ongoing learning opportunities for current clients and their staff.
Attend, present, and participate in industry conferences as required.
Provide input into the development of new work products and services based upon client feedback and changing market trends.
Proactively research competitive activities and evaluate and adjust sales plans as necessary to ensure preservation of market share.
Research, prepare and maintain all sales forecasts, plans and reports.
Develop and track key performance indicators for areas of responsibility, generating reports on a regular basis.
Prepare management metrics and report at weekly and monthly meetings.
Develop sales-specific guidelines and training materials and assure they are followed consistently.
Participate in staff meetings, management meetings and strategic planning sessions, creating and implementing tactical plans.
Prepare departmental updates for the employee newsletter and monthly staff meetings.
Manage specials projects as they relate to business development and sales.
Participate in self-evaluation based on job objectives.
Travel as needed.
Perform other duties as assigned.
The Manager, Client Engagement and Development must have a Bachelor’s degree. JD or legal sales experience is preferred, as well as experience in healthcare. The Manager, Client Engagement and Development must have a minimum of 7 years of demonstrated successful sales experience. Formal sales training is preferred. The candidate will have proven track record driving new revenues, achieving/exceeding annual revenue goals, and building client relationships. The candidate will be proficient in sales reporting and negotiating. This position requires an individual who is self-motivated and results driven. They must also have the ability to collaborate internally and with decision makers within target organizations. Strong customer focus is a must. The candidate will be an excellent communicator with exceptional presentation and problem-solving abilities. Strong proficiency in computer applications including but not limited to: Microsoft Office Suite and Windows. The Manager, Client Engagement and Development must be highly motivated, persuasive and a team player. The candidate will embrace the aggressive pursuit of new business.