Business Development
United States
Description
Business Development Executive, Healthcare
Wanted: dynamic and creative individuals ready to connect with a like-minded team. You’ll enjoy all the autonomy you need to help our clients make their digital transformation faster and more effective. Free reign for free spirits doesn’t mean you’ve got to go it alone. Over 1400 teammates from around the globe are eager to help you out when things get down to wire. Their expertise will put you on the winning path and keep you there. So get ready to kickstart your career with a team that’s connected – connected by freedom.
Position Overview
ISG is a leading technology research and advisory services firm supporting private and public sector organizations to transform and optimize their enterprises through consulting with a focus on digital and AI business transformation, operational excellence and automation.
Our Healthcare vertical supports the world's leading Providers, Payers, PBMs and Healthcare solution providers by helping them optimize their internal operations, modernize their legacy environments via digital and AI transformation, design the right technology ecosystem and meet ever-increasing customer expectations while ensuring regulatory compliance and control.
As an integral part of the Healthcare team, the candidate will have a bifurcated set of responsibilities.
- Executing business development activities in the Americas region by actively selling ISG’s range of services and capabilities to prospects within the Healthcare industry.
- Actively managing a small number of existing Healthcare clients to drive revenue and margin growth, while expanding the ISG portfolio through contact and relationship building
The position carries individual sales and personal utilization targets.
The role requires a proven ability to sell professional services including AI, digital consulting (enterprise agility, cloud, platform transformation etc.), automation and sourcing offerings to senior management including CIOs, COOs, CDOs’, CFOs, Global Business Services Leaders, CPOs, CHROs and others, and the successful candidate will have a demonstrable track record of achievement.
This role also demands the generation of the Healthcare industry visibility by speaking at conferences, events, webcasts, writing articles, blogs, etc. and other sales generating opportunities as required. While support will be available from the existing Healthcare team, it is expected that the successful candidate will be able to:
- Identify sales opportunities with both existing and new clients, across the entire ISG service portfolio and specific transformation opportunities with healthcare providers, payers, PBMs and solution providers
- Work with Healthcare colleagues to develop appropriate solutions
- Lead and support sales pursuits
- Close sales
This position reports to the Lead Partner for Healthcare Americas.
Responsibilities
- Meets / exceeds annual sales, revenue and pipeline building performance quotas
- Actively calls on prospects/clients to identify, qualify, manage and close opportunities in new and targeted existing accounts; generates deals/business for ISG Healthcare practice (e.g. Revenue Cycle Management sourcing)
- Creates and manages a robust pipeline of qualified new business opportunities sufficient to meet annual quotas
- Works closely with Healthcare leadership to translate strategic objectives into market-specific messaging and go-to-market efforts
- Actively supports the development of new ISG offerings and solutions based on industry insight and client / prospect needs
- Demonstrates strong business management including market calling, prospect selection, activity tracking, and reporting
- Determines optimal prospect / client contact strategies and develops approaches to achieve stated new business / account goals
- Provides market expertise and direction to ISG’s Events & Marketing teams to maximize lead generation and professionally manage follow-up
- Increases Healthcare leadership visibility through speaking engagements, writing articles etc.
- Applies expertise to sales process management, contact management and organizational effectiveness
- Participates in service & technology provider dialogues for lead generation
- Regularly updates sales pipeline system(s) for reporting purposes
Required Skillsets
- Travel 25 - 50% likely and required
- Rich and deep Healthcare industry experience (healthcare ITO, BPO (rev cycle, supply chain, etc.))
- Successful and demonstrable experience carrying and meeting an annual sales and revenue quota for personal production
- 10+ years of industry experience working in a strategic/targeted account sales environment managing “global” Clients and selling large consulting /professional services engagements.
- Extensive experience landing new business with new prospects to grow the Healthcare client and revenue bases
- Extensive existing network of Healthcare contacts and potential clients to be leveraged by ISG in this new role
- High energy and level of professionalism in working in the market and building and cultivating relationships
- Effective team-seller, who can collaborate and orchestrate the roles of ISG SMEs and leadership in a sales pursuit
- Able to understand and communicate the unique value proposition for each ISG service and solution
- Able to align client & ISG strategic objectives as well as ISG integrated offerings to help achieve client’s business goals
- Deep understanding of factors impacting the Healthcare industry and how ISG can help address the client’s associated business imperatives
- Strong listening and consultative problem-solving skills with an ability to visualize and shape large integrated offerings from ISG
- Best in class executive “C” level sales & communications skills. Able to converse in business value terminology and appreciate the nuances between the Healthcare sub-domains (payer versus provider, PBM, Rev Cycle, other BPO, etc.)
- Creative and strategic thinking with the ability to create and execute effective account plans, as well as plans to bring in new logos
- Effective leadership skills with demonstrable sharing of best practices
- Sincere integrity and ethics which build trustworthy relationships internally and externally with an unspoken commitment to follow-up and follow through
- Proven communications skills for both writing, speaking and presentation
- Ability to convey a professional, polished image and the highest of professional ethics while maintaining a strong company attitude
- Key traits and characteristics include high energy, empathic, transparent, consultative, hungry to succeed, strong commercial skills, strong domain knowledge and a strong personal contact network
- Bachelor of Arts or Science degree in a technical or scientific field
- MBA or other advanced degree(s) desirable
- Demonstrates strong knowledge with MS-Office suite of software applications and tools, including Microsoft Word, PowerPoint, and Project, MS-Outlook.
At ISG, we don’t just accept difference — we celebrate it, we support it, and we thrive on it for the benefit of our employees, our clients, and our communities. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. ISG is proud to be an equal opportunity workplace and we are committed to creating an inclusive environment for all employees. The more diverse and inclusive we are, the better our work will be.
The duties and responsibilities described in this job description may not be a comprehensive list. Additional tasks may be assigned to the employee from time to time and/or the scope of the job may change as necessitated by business demands.
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