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Inside Sales Representative, Healthcare

January 24, 2014 - February 09, 2014
Location:Duluth, GA
Employment Type:Full Time
Description:BASIC PURPOSE:
Increase revenue in the existing customer base through the sales of hardware, software, and services as well as prospecting, through telephone calls, and email to new clients and existing customers to generate qualified leads.

Increase revenue from new and existing customers in Healthcare, Senior Living and Business & Industry. Consistently meet sales activity and quota targets on a monthly, quarterly and annual basis. Maintain accurate customer records including contact and site information.


• Solicit existing customers to sell additional hardware, software, and services
• Solicit prospective customers to generate new business
• Maintain reference information regarding customers that will allow us to identify similar organizations.
• Report data and information received from prospects
• Coordinate proposals for requests generated from new and existing customer solicitations
• Establish and qualify client’s buying criteria (WITY) in order to properly position products and services
• Conduct product demonstrations
• Follow up on proposals sent out and leads passed on to outside sales
• Update Net Suite with all information received through communication with existing and prospective customers
• Meet with Account Executives and Managers to discuss sales strategy for identified opportunities and schedule sales presentations and product demonstrations
• Respond to requests from customers for information and presentations
• Remain knowledgeable and up-to-date on changes and developments in the VM market segments
• Build and manage personal Territory Sales Plan (TSP) for Healthcare and B&I
• Meet and exceed sales goals by using a strategic, consultative selling approach to identify, target and penetrate account opportunities for new or expanded business
• Conduct analysis as required for the sales call, including review of institution mission, budget, digital initiatives and other relevant information for call preparation
• Accurately forecast and manage a rolling 12 month pipeline (by quarter) reflecting planned opportunities and activities
– Forecast and report current month and quarterly commitments
• Effectively plan, schedule and manage activities to support the sales process, including direct sales presentations including:
– Plan a rolling 4-week view of sales activities
– Report on client/prospect activities, results and next steps

• Maintain reporting database for accurate reporting of sales numbers
• Meet and exceed assigned quarterly annual targets and quota
• 25% travel for product presentations.


• Bachelor’s degree in a technical or business discipline or equivalent experience
• Minimum of 3 years of experience in technology sales, sales support, or existing Horizon product knowledge
• Excellent communication skills, both written and oral
• Superior knowledge of accessing and using the Internet, HTML and MS Office tools; knowledge of computer systems, communication tools and Horizon software products
• Outstanding needs analysis, problem solving, and solution crafting skills in addition to product presentation
• Strong relationship building skills
• Ability to manage time efficiently
• Attention to detail and strong follow-up skills
• Proficiency in windows based applications and contact management software

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