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Client Executive, National/Enterprise Accounts

Sales & Business Development
201015 Requisition #
At Experian Health, our employees have the opportunity to shape more than products – they shape the future of U.S. healthcare. Experian Health is a pioneer for innovations leading the way in revenue cycle management, identity management, patient engagement, and care management for hospitals, physician groups, labs, pharmacies and other risk-bearing entities. Our success relies on people who are given the freedom to imagine new frontiers in the rapidly changing healthcare space and push the boundaries of innovation. Help us realize our vision of applying data for good and changing the healthcare landscape for the better – for all of us.

Job Summary:
The Client Executive is the Client owner, the key point of contact and the face of Experian Health responsible for maintaining end-to-end accountability for assigned clients throughout the client lifecycle. Client Executives are accountable for revenue protection and growth through client retention, upselling and regular engagement driving client satisfaction and loyalty.

Job Duties:
• Owns Executive and decision-maker relationships at clients’ organizations
• Serves as the key point of contact to clients and engages in independent executive-level client interaction demonstrating the knowledge of Experian Health product suites and expertise in problem solving
• Maintains end-to end accountability for assigned clients across the entire lifecycle including during implementation and ensuring overall client satisfaction through proactive monitoring, measuring, and client management
• Responsible and accountable for renewals and upselling by expanding into whitespace of existing clients’ accounts. Actively pursues upsell opportunities with an outcome of revenue growth while ensuring increased retention across the assigned client portfolio
• Identifies key buying stakeholders within clients and solicits appointments with key contacts, establishing and cultivating strategic relationships
• Educates clients on Experian Health product portfolio, explaining how Experian Health products and solutions align with clients’ needs
• Generates opportunity plan for account expansion: clients’ needs, value proposition, and account background. Maintains client and opportunity information in the CRM system.
• Nurtures and closes leads by conducting onsite and virtual demos at client sites
• Maintains accountability for scoping, contracting and closing via partnership with the Pre-Sales/Sales Engineering team
• Understands Experian Health capabilities and effectively manages clients’ expectations to ensure seamless implementation and adoption post-buy through go live
• Solicits clients’ feedback and applies the Voice of the Customer insights to develop effective client management, renewal and expansion strategies
• Partners with Client Relationship Managers in the responsibility for building and maintaining relationships with clients and ensures their business needs are appropriately met– the face of Experian Health
• Ensures the client adheres to Experian Health policies and procedures by acting as the client advocate and liaison to other internal Experian Health teams
• Works in coordination with internal teams for additional product support or technical expertise as needed throughout client engagement
• Thoroughly understands competitive product offerings and can articulate the differentiation of Experian Health products from competitors’
• Understands market trends, industry best practices and technical developments to strengthen Experian health value propositions, linking market insights to clients’ priorities
• Other duties as assigned

& Skills: The ideal candidate for this role will have:

• Outstanding written and verbal communication skills – active listening, establishing rapport and overcoming objection
• Executive presence and C-level presentation skills
• Strategic thinking and proficient in tactical planning, excellent project management and time management skills
• Team player, ability to collaborate across groups
• Ability to multi-task in a high pressure, performance driven environment
• Flexibility in working with changing needs of organizations
• Self-motivation and the capability of working independently with minimal direction

Education & Experience:
• Demonstrated success in selling and negotiating contracts
• Demonstrated success in cultivating client relationships
• Demonstrated success in relationship management and consultative selling aptitude
• Excellent Microsoft office and Salesforce or similar CRM skills
• Bachelor’s degree preferred
• Minimum of 5 years of experience in healthcare IT industry

Special Skills and Knowledge:

Also a plus:
• Healthcare Revenue Cycle Sales and/or Account Management experience

Experian is an Equal Opportunity Employer. Anyone needing accommodation to complete the interview process should notify the talent acquisition partner. The word "Experian" is a registered trademark in the EU and other countries and is owned by Experian Ltd. and/or its associated companies.
EOE including Disability/Veterans

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