National Business Development Manager - Trapollo

Herndon, Virginia
Jan 18, 2019
Account Management
Metro Area
Full Time
ROLE SUMMARYThe National Business Development Manager is instrumental in supporting Trapollo’s efforts to secure new healthcare accounts for Trapollo.  The National Business Development Manager is an essential member of the Trapollo Sales Team and is responsible for providing subject matter expertise in articulating the value of Trapollo solutions surrounding Remote Patient Monitoring and related Telehealth Services and Technology.  The National Business Development Manager assists the sales team in positioning Trapollo’s complex bundled telehealth managed services solutions.  The National Business Development Manager will present tailored solutions and value propositions to potential clients that will support customer success for improving patient care outcomes. The National Business Development Manager will assist in managing the sales process through to completion with the goals of new revenue capture, expanding the customer base, and meeting corporate revenue goals.
The position works in the field and will use a personal vehicle as needed for local travel (with reimbursement for travel).  Overnight and air travel required periodically.  Estimated overnight travel = 30-50% of total work time, often on short notice.  Most time is spent on customer consultation, requirements and proposal development and contract acquisition.  The role is part of a goal-driven, sales organization with requirements to grow revenue quickly. The National Business Development Manager will manage their own schedule and may need to work outside normal business hours when necessary. Spends majority of the week out of the office and while at the Trapollo offices, works in a cubicle or office at a desk in a Trapollo or Cox facility.
PRIMARY RESPONSIBILITIES AND ESSENTIAL FUNCTIONSEssential functions of the role include sales, account development, coordination, administration and self-development.   Primary responsibilities within these functions include:Develop and maintain subject matter expertise in functional and business value of available telehealth solutions.• Develop and maintain subject matter expertise in industry trends and market drivers leading to growing demand for telehealth.• Provide input to Trapollo’s technology development group related to key trends in marketplace and directly from sales engagements.• Present material effectively and persuasively to prospects, clients, industry leaders and other stakeholders on key solution attributes or other industry-leading programs including participating in industry trade shows.• Generates new sales opportunities by using multiple sources of sales leads and contacts• Supports achievement of sales objectives (quota) by providing subject matter expertise through sales presentations and product demonstrations• Calls on prospective customers to develop new or expanded sales opportunities and set appointments to discuss their telehealth needs, as appropriate.  • Meets with prospective and existing customers to assess their telehealth needs and estimate the amount of potential new or incremental business the account represents.  • Develops strategies, proposal, and presentations to sell complex telehealth remote monitoring consulting and solutions to customers.   • Negotiates pricing and products with new customers. Ensures that product pricing reflects pricing structures set at the corporate level.  • Serves as main point of contact and ensures customer satisfaction throughout the sales cycle.  Develops future business opportunities and gains referrals.  Makes frequent contact; maintains in-depth knowledge of customers’ business, industry, and key competitors; regularly updates needs analysis; customers as required.  • Develops and maintains sales plans for assigned accounts.  • Works with Project Manager, Service Delivery, Solutions Architect and/or Sales Support Team to determine appropriate solutions to meet large/complex customer needs and address issues regarding implementation or operations.  • Works with the client to develop the ROI for telehealth and incorporates the ROI financial projections into the Trapollo proposal.• Works with Trapollo-Cox legal to negotiate and execute contracts.  • Prepares regular expense, sales forecasts, and sales activity reports using Manages and maintains required pipeline, win/loss, and forecast data, and providing updates as required by management.  • Keeps customer database up to date by recording all activities, transactions, and communications with customers.  • Stays up-to-date on Trapollo and Cox’s products and services.  Attends job-related training to increase knowledge of Trapollo Cox and competitor telehealth services/solutions, 3rd party equipment, consultation, negotiation, and sales skills; attends strategic and/or development meetings with Sales management. Qualifications:MINIMUM• 5 or more years of professional experience required in related field; 3 or more years of experience required if candidate possesses a related advanced degree such as an MBA or related advanced degree• Requires work experience using Windows-based PCs, Microsoft Office and• Valid driver’s license, good driving record, reliable transportation• Able to complete air travel and overnight stays for business meetings and events• Excellent assignment management, relationship building, business advisory skills, business sales skills, written communication, formal presentation skills, functional competence, high impact communication, continuous learning, results delivered, and sales disposition skills in order to work effectively with teams throughout organization.REQUIRED • BS/BA required• Experience and education in healthcare and telehealth field• 5 years’ work experience in a complex, large company sales environment• Demonstrated ability to work successfully with remote management and sales support resources• Consultative selling skills and experience• Experience in team selling.  Worked with senior sales staff, sale engineers and solution architects to develop customer requirements and proposal responsesPREFERRED• MBA or related advanced degree

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Cox Communications is committed to creating meaningful moments of human connection through broadband applications and services. The largest private telecom company in America, we proudly serve six million homes and businesses across 18 states. We're dedicated to empowering others to build a better future and celebrate diverse products, people, suppliers, communities and the characteristics that makes each one unique. Cox Communications is the largest division of Cox Enterprises, a family-owned business founded in 1898 by Governor James M. Cox.

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