Essential Duties and Responsibilities:
- Market Research: Conduct comprehensive research within your designated vertical and/or region. Identify the correct contacts and multiple entry points for sales opportunities.
- Collaborative Strategy: Work closely with cross-functional teams, including Marketing and Product, to refine our ideal customer profile. This collaboration will help target and position our value proposition effectively, generating new interest in our products.
- Pipeline Development: Rapidly establish a robust pipeline of qualified opportunities. Progress these opportunities through the sales process efficiently while ensuring accurate forecasting
- Pipeline Management: Maintain a healthy and accurate pipeline, and be prepared to provide quarterly forecasts. Conduct deal-specific and account plan reviews as part of your reporting duties
- Value Proposition Presentation: Skillfully position and present our data subscriptions, including local/county-level wastewater data and national subscriptions covering respiratory illnesses (COVID, Flu, RSV). Target departments of public health, healthcare systems, hospitals, universities, retirement communities, long-term care facilities, and other relevant entities
- Wastewater Intelligence Programs: Effectively promote wastewater intelligence programs that provide real-time consumption data on high-risk substances such as fentanyl, cocaine, methamphetamine, xylazine, and an expanding list of other substances and treatment drugs (e.g., naloxone, methadone, buprenorphine)
- Account Growth: Collaborate closely with the Account Management and Customer Experience team to ensure the retention of existing accounts and explore opportunities for expanding with new products.
Education and Work Experience:
- Sales Experience: A track record of over 10 years, demonstrating successful sales of Data as a Service (DAAS) or Software as a Service (SAAS).
- Preferred Vertical Expertise: Familiarity with selling into the public sector, particularly state and local government, and/or a background in selling to healthcare enterprises, healthcare providers, and residential/congregate living facilities such as universities, long-term care, and skilled nursing facilities, is highly desirable
- RFP and Procurement Expertise: Proven experience in navigating and responding to Requests for Proposals (RFPs) and a solid understanding of complex contract and procurement processes. Familiarity with government funding mechanisms like ELC (Emerging Infections Program Epidemiology and Laboratory Capacity) funding and Opioid Abatement Funding is advantageous.
- Sector Knowledge: An excellent grasp of business, healthcare, and/or public health concepts is preferable to excel in this role.
- Formal Education: A Bachelor's Degree is a requirement for this position.
Physical Requirements and Special Demands:
- Extended Periods of Standing or Sitting: This role may require you to stand or sit for extended periods, adapting to the demands of the day.
- Effective Communication: Clear and effective communication is essential. You will be expected to speak and listen attentively during video conferencing sessions for several hours each day
- Limited Travel: Some travel is part of the role, accounting for less than 25% of your time. This may include face-to-face customer meetings and attendance at conferences.