Attributes of the Senior Sales Executive:

• Intentional and forward thinking: always on the lookout for new leads and opportunities. Actively seek out potential clients rather than waiting for leads to come to them.
• Determination and perseverance: must possess relentless drive to achieve sales targets. Rejection and setbacks do not move you but drive you to try harder or go down a different path.
• Internal drive to succeed: must thrive in a rapidly changing environment where you are generating your own leads and closing deals. Independently driven to succeed without needing constant supervision but able to work in a team environment where we all collaborate continuously.
• Deliberate planning and execution: making sure that your goals align with the prospects that are being pursued thoughtfully, while being able to walk away from deals that are not worth our time or energy. Having the capacity to invest your time and energy exactly where it pays the most dividends.
• Excellent Communication Skills: Effective communication is crucial not only when dealing with prospects, but also with the internal team. Must be able to craft a value proposition that resonates with our prospects and solves their current business challenges, even when they do not know what those are yet.
• Creative and Adaptable: must be resourceful and creative in their approach to finding new leads. They leverage various channels such as networking events, cold calling, social media, and referrals to expand their client base.
• Performance driven: the success of the SSE Is measured by quota attainment. This individual consistently meets and exceeds quota and is 100% focused on delivering results while constantly improving their performance.
• Versatile: our current market is constantly changing with new technology competition entering nVoq’s space. The SSE is constantly adapting to these changes, while growing in their sales and business acumen to stay ahead of the competition.

Territory, quota expectations, OKR’s:

• Territory: the SSE will cover all home health, hospice, and palliative organizations nationally with the exceptions of “key accounts” that are managed by the VP of business development.
• Quota: this role will have an attainable but aggressive quota which aligns with the company’s growth objectives and is uncapped from a compensation standpoint.
• OKRs, or “objectives and key results,”: nVoq uses OKR’s which is a goal setting methodology that can help teams set measurable goals. We use this to guide thoughtful conversations and direct actions related to our individual and overall company goals.

Sales approach:

• Strategy: Use consultative sales approach to understand the client’s current business challenges in order to present specific tailored solutions.
• Communication/Objection handling: As a foundation of this role, it is expected that you are adept at communicating the nVoq value proposition to prospects considering our technology. This includes being able to demonstrate our solutions’ business impact, as well as straightforward objection handling.
• Attend and staff industry events specifically targeted for our prospect base with the primary goal of establishing relationships in the industry and gaining new leads to build the pipeline. The SSE will be part of the initiative-taking strategy for outreach and communication before each event occurs, while collaborating with marketing and partner enablement teams.

Tools, familiarity, and expectations:

• Sales playbook: Develop and manage your leads and opportunities using the nVoq Sales Process. This includes following the nVoq Sales Playbook for lead management and opportunity development. The SSE will ensure timely disposition and qualification of leads. Per the Sales Playbook, the SSE will establish and deliver a collaboration plan for each deal in accordance with the timing of the sales cycle.
• Demo skills: the SSE will be responsible for their own demos. Pre-demo discovery is imperative to ensuring a quality and impactful demo that resonates with the prospect. You will partner with the Clinical Technology Advocate (CTA) to provide a comprehensive demo and sales strategy for closing business.
• Lead management: the SSE will be responsible for lead generation and management. While attending trade shows generates leads, there is additional activity needed to make sure the quota is attained. Marketing will be responsible for creating social media content, advertising, etc. but is not the #1 driver of leads: this is the responsibility of the SSE.
• Microsoft Dynamics, SalesLoft: Utilize Customer relationship management (CRM) software (Microsoft Dynamics) to efficiently track sales activities, monitor pipeline progression, and provide accurate sales forecasts.

An SSE is expected to maintain good lead and opportunity pipeline hygiene. Good hygiene ensures each lead or opportunity assigned to the SSE are reviewed and updated as necessary in Microsoft Dynamics weekly.

Cross team collaboration: 

• Internal team collaboration:  essential collaboration with marketing, product, and engineering is required for several reasons: we are looking to optimize sales while supporting future roadmap enhancements from client feedback.
• Engage in networking functions by attending industry events, partner tradeshows and conferences with appropriate follow up and participation during the events.

Qualifications:

• Bachelor’s degree in business administration, Marketing, or related field (preferred).
• Proven track record of exceeding net new annual recurring revenue quotas in a B2B sales environment.
• Strong negotiation, communication, and people skills.
• Ability to thrive in a fast-paced, target-driven environment.
• Initiative-taker with Excellent time management and organizational abilities.
• Proficiency in Customer relationship management software
• Willingness to travel as needed, no more than 20%

To Apply

Interested candidates with the proper qualifications are requested to apply through LinkedIn.

nVoq is an Equal Opportunity Employer (EOE).