Help Us Improve Diabetes Care

Don’t settle for the status quo, consider a career with Glytec.

Vice President Sales

Waltham, MA

If you are a seasoned enterprise solution sales leader with a proven track record in the hospital/health system vertical, we encourage you to consider the Vice President Sales position with Glytec.

Our company is the pioneer of personalized digital therapeutics. Our patented and FDA-cleared software-as-a-medical-device solutions improve the safety and health of people with diabetes whether in the hospital or at home. Many of the country's leading healthcare providers have partnered with us, including AdventHealth, Novant Health, HonorHealth, Sentara Healthcare and CHI, among others.

The Vice President Sales will manage a team of sales professionals responsible for revenue generation through new client acquisitions and existing client expansions. The successful candidate will be comfortable serving as a “player-coach” in a high-growth, entrepreneurial environment. He or she will contribute to the creation and execution of a strategic, highly predictable and accountable sales organization grounded in solution/value-based methodologies and adept at seamlessly interfacing with c-suite and clinical executives.

Primary Responsibilities:

  • Construct detailed sales plans and business objectives that attain corporate goals.
  • Prepare monthly, quarterly and annual forecasts plus ongoing pipeline analysis. Ensure target accounts, activities and priorities consistently align with highest-yield opportunities.
  • Set goals and expectations for sales representatives, maximizing performance though personalized support, coaching and feedback. Assist with cultivating and maintaining client relationships; performing discovery, due diligence and needs assessments; and developing, spearheading and closing deals.
  • Facilitate preparation, delivery and negotiation of pricing proposals, sales agreements, contract addendums, and statements of work in collaboration with other executive team members.
  • Regularly host conference calls, web demonstrations, onsite meetings and presentations, diligently tailoring content and agendas to audience members, with consideration given to functional roles, workflows, pain points and other pre-determined interests. Coordinate cross-functional participation from other internal departments as needed.
  • Serve as liaison between sales representatives, executive team and other Glytec personnel. Confer with and seek assistance from Quality Initiatives, Clinical Services, Project Management, Integrations, IT and other teams to address lines of inquiry and requests for information related to use models, clinical workflows, technical matters, etc.
  • Ensure sales representatives utilize salesforce CRM to record all activity and to maximize efficiency and productivity, adhering to departmental and corporate policies and guidelines.
  • Represent company at various trade shows, scientific conferences and other events.
  • Utilize all available channels to keep apprised of innovations, advancements, regulations, competitive activities and general marketplace goings on as pertain to diabetes and glycemic management solutions as well as healthcare industry and health information technology at large.
  • Recommend product enhancements based on knowledge acquired through field interactions and competitive/market intelligence gathering.

Qualifications:

REQUIRED

  • Fifteen or more years' experience in healthcare IT (enterprise software solution) sales to hospital/health system vertical.
  • Five or more years' experience at vice president or higher level, with responsibility for management of at least three field sales representatives and $10 million or more CARR.
  • Five or more years' experience in clinical solution sales requiring active involvement of (and buy-in from) clinical executives such as Chief Medical Officer, Chief Nursing Officer, Chief Quality Officer, Chief Pharmacy Officer, Chief Safety Officer and SVP Patient Care Services as well as physicians, nurses and other clinicians.
  • Bachelor’s degree or higher.
  • Documented track record of meeting or exceeding revenue goals.
  • Proven ability to build relationships among clinical and non-clinical personnel at all organizational levels, with emphasis on c-suite.
  • Demonstrated success in managing complex sales cycles of six to 18 months or longer.
  • Artful negotiator with drive-to-the-finish-line mentality.
  • Exceptional interpersonal and communication skills (both verbal and written); viewed as compelling, persuasive, motivating and inspiring. Highly effective at delivering right message at right time.

PREFERRED

  • Experience closing new business with total contract values of $1 million or higher.
  • Knowledge of diabetes and glycemic management.
  • Clinical or healthcare administration credentials (MD, DO, PharmD, PhD, MSN, MHA or other).
  • Knowledge of EMR and other clinical information systems.
  • Knowledge of systems integration and HL7.

Working Conditions:

  • Work in Waltham, Massachusetts office or remotely from home (i.e., virtual office within 150 miles of Boston, Massachusetts).
  • Willing and able to travel 50-75%. Not customary 9-to-5 schedule or 40-hour work week; evening and weekend hours routinely required to meet client and company needs.
  • Must live near major airport.
  • Must be able to manage responsibilities within distributed, matrix organization (many employees and fellow executives work remotely or in different office locations).

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