Healthcare software sales positions

MR: Is it fair to assume this boom in health IT will also create healthcare software sales jobs? What will those jobs entail? If a person is selling a single use product, they deal basically with a single customer directly. It typically takes between 12 to 18 months from initial contact to closing.

MR: What do sales professionals need to know about health IT if they want to break into the field? TB: That it is a constantly changing and complex industry. The software that I introduce to a potential customer today will be significantly different by the time that the contract is signed and the implementation is complete. Our company is always making changes to improve, expand and upgrade systems. Technology is advancing so quickly and our developers are continuously working to keep up with those changes.

Sales representatives also need to know that their job is not over once they close a deal. At Care Logistics, for example, we then work with the customer for about 8 months before we even install the system to make sure they are getting the best possible product. My job is to act as a liaison and problem solver for the life of the five year contract. MR: What type of experience will companies be looking for in a healthcare software salesperson?

Because they were failing to connect with their primary buyers, hospital CEOs, they knew they needed to hire sales support that had strong healthcare backgrounds, especially in hospital administration. Interested candidates should seek ways to learn about specific end user needs and stay focused on learning how to help those individuals achieve their goals with the software being offered.

MR: As far as qualifications go, what sets an applicant apart from other candidates when it comes to healthcare software sales? TB: Candidates should understand that they must either have a proven track record, or some compelling element that demonstrates their ability to understand and relate to the primary customer base for the product.

From my perspective, a good sales rep is well educated, knowledgeable about their industry, articulate, able to forge long-lasting relationships and able to close a deal. MR: What types of healthcare software companies should candidates focus on in their search?

TB: There are a tremendous number of companies involved in healthcare software. Nearly every device and process in the healthcare industry is software driven today.

A great source of information about what is happening and which companies are expanding is the Healthcare Information and Management Systems Society.

Candidates need to network with as many people as possible about what they should do to break into the industry. They need to get their name and face out there. Job seekers should not be afraid to call a target company directly and just ask for 20 minutes of time to get advice — everyone loves to give advice!

Demonstrable sales success consistently over achieving sales quota. Three to five years proven success in sales having met or exceeded sales goals. A minimum of three years selling into the healthcare market. We provide our healthcare customers with the software and services they…. Experience in high tech sales. Reporting to the Chief Commercial Officer in North America, this individual will leverage key account-based relationships and experience to drive data services….

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