Sales Executive- Ortho & Physical Therapy

Job Title: Sales Executive- Ortho & Physical Therapy Job Summary: The Sales Executive – Ortho & Physical Therapy will be responsible for developing and executing sales strategies within the Orthopedic (Ortho), Physical Therapy (PT), Chiropractic (Chiro), and Durable Medical Equipment (DME) markets. The role will focus primarily on identifying, developing, and closing net new business opportunities with both mid-market healthcare providers and channel partners. The Sales Executive may also assume responsibility for a select number of existing accounts, with an expectation to manage relationships, identify expansion opportunities, and grow revenue within those accounts. Prospective channel partner opportunities will initially be supported by a named target list, which is expected to expand as RevSpring increases its presence and market penetration across these segments. Additional opportunities may come from the candidate’s existing relationships, RevSpring’s current market presence, existing customers, Marketing-generated leads, and BDR activities. This position is designed for a sales professional who is comfortable prospecting and building pipeline while also capable of navigating consultative, multi-stakeholder healthcare technology sales. Essential Functions: Develop and Execute Market and Account Sales Strategies Develop strategic sales plans for targeted prospects within the Ortho, PT, Chiropractic, and DME markets to grow the business and achieve revenue goals. Proactively identify and pursue net new business opportunities with mid-market healthcare providers and prospective channel partners. Work from an initial named list of prospective channel partners while continuously identifying additional opportunities as RevSpring further penetrates these markets. Manage and grow assigned existing accounts, identifying opportunities for expanded product adoption, additional services, and increased revenue. Work in partnership with internal support teams to develop clear sales business plans and compelling value propositions for each prospect. Evaluate existing sales strategies and efforts directed toward key client targets for effectiveness and modify approaches as needed. Recommend enhancements to current sales strategies for key prospects and market segments. Evaluate proposals and responses to Requests for Proposal (RFPs) for effectiveness and recommend compelling messaging and positioning. Partner with Marketing to develop brand strategies, product positioning, campaigns, and content targeted to prospective providers and channel partners. Drive consistent, relevant messaging to targeted prospects throughout the sales process. Build Pipeline and Close Net New Business Maintain a strong emphasis on prospecting, pipeline creation, opportunity development, and net new customer acquisition. Develop relationships with decision-makers and influencers within mid-market provider organizations and prospective channel partners. Leverage outbound prospecting, referrals, industry relationships, Marketing leads, BDR-generated opportunities, existing RevSpring relationships, and named accounts to build pipeline. Manage opportunities through the full sales lifecycle, from initial outreach and discovery through proposal, negotiation, and close. Balance a high level of sales activity with a consultative approach appropriate for complex healthcare technology and financial solutions. Present the Business Case and Value for a Complex Solution Sale Use established solution-selling methodologies to create and communicate value for each prospect. Recommend enhancements to current solution sales methods that may improve conversion and closing rates. Utilize a methodical relationship-development process to earn the trust of prospects and create opportunities to present value-based solutions. Develop financial business cases that enable prospect champions to move initiatives forward within their organizations. Present effective patient engagement solutions that benefit healthcare providers and channel partners and their respective client bases. Demonstrate how RevSpring solutions can improve collection performance, create a more favorable cost-of-collection environment, and enhance the patient experience. Leverage RevSpring ROI models, calculators, and financial analysis tools to demonstrate measurable business value. Simplify complex financial and technology solutions into clear, compelling business outcomes that can be understood by executives, operational leaders, and other stakeholders. Minimum Requirements: Specific Job Skills: Building Trusting Relationships Use appropriate interpersonal styles to establish effective relationships with customers, prospects, and partners. Work with others in a way that promotes openness and trust and gives stakeholders confidence in one’s intentions and recommendations. Executive Disposition and Communication Clearly and succinctly convey information and ideas to individuals and groups in a variety of situations. Communicate in a focused and compelling manner that influences prospect thinking and drives action. New Business Development Demonstrate the ability and willingness to prospect consistently, create new opportunities, build pipeline, and convert targeted accounts into customers or strategic partners. Comfort with proactive outbound business development is essential to success in this role. Broadening Business Value Identify trends in customers’ and prospects’ underlying issues and needs that suggest broader solutions. Maximize sales interactions to gain commitment to RevSpring services and solutions while articulating a clear path forward. Becoming a Business Advisor Create value by developing trusted business partnerships with customers and prospects, proactively identifying business opportunities, and demonstrating an understanding of each organization’s operational, financial, and political drivers. Marshalling Resources Mobilize available internal and external resources to achieve sales and organizational goals. Proactively negotiate for and access resources outside one’s immediate domain when necessary and prepare internal and external partners to support sales objectives. Sales Negotiations Demonstrate the ability to communicate with and influence healthcare executives, business owners, operational leaders, and other management stakeholders. Effectively explore alternatives and positions to reach mutually beneficial sales and service agreements that gain customer acceptance and commitment. Analytical and Financial Acumen Apply an analytical mindset to drive awareness and understanding of complex financial solutions and business cases. Simplifying Complexity Translate complex healthcare technology, financial, and patient engagement solutions into simple, understandable, and compelling value propositions. Market Development Develop knowledge and relationships within the Orthopedic, Physical Therapy, Chiropractic, and DME markets, identifying emerging prospects, potential partners, and additional areas of opportunity as RevSpring expands its presence. Travel Up to 50% travel may be required based on customer, partner, and business needs. Education: Bachelor’s Degree Required Experience: Minimum of 3 years of successful sales experience , preferably within healthcare technology, revenue cycle, patient engagement, financial technology, analytical solutions, or a related field. Supervision: N/A Certifications: N/A Language Skills: Ability to read, analyze and interpret general business periodicals, professional journals, technical procedures or governmental regulations. Ability to write reports, business correspondence and procedure manuals. Ability to effectively present information and respond to questions from a variety of both internal and external sources. Physical Capabilities: Standard categories The physical capabilities described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear. The employee is occasionally required to stand and walk. The employee must occasionally lift and/or move up to 10 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus. RevSpring is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status. Note: This Job Description may not describe all of the job responsibilities and standards assigned to this position. The duties may change from time to time. RevSpring does not discriminate against any group in hiring or employment practices. Nothing in this job description constitutes a contract for employment. #LI-DNI #LI-DNP