Managing Director, Southeast

Company Description

PG Forsta is the leading experience measurement, data analytics, and insights provider for complex industries—a status we earned over decades of deep partnership with clients to help them understand and meet the needs of their key stakeholders. Our earliest roots are in U.S. healthcare –perhaps the most complex of all industries. Today we serve clients around the globe in every industry to help them improve the Human Experiences at the heart of their business. We serve our clients through an unparalleled offering that combines technology, data, and expertise to enable them to pinpoint and prioritize opportunities, accelerate improvement efforts and build lifetime loyalty among their customers and employees.

Like all great companies, our success is a function of our people and our culture. Our employees have world-class talent, a collaborative work ethic, and a passion for the work that have earned us trusted advisor status among the world’s most recognized brands. As a member of the team, you will help us create value for our clients, you will make us better through your contribution to the work and your voice in the process. Ours is a path of learning and continuous improvement; team efforts chart the course for corporate success.

Our Mission:

We empower organizations to deliver the best experiences. With industry expertise and technology, we turn data into insights that drive innovation and action. 

Our Values:

To put Human Experience at the heart of organizations so every person can be seen and understood. 

• Energize the customer relationship: Our clients are our partners. We make their goals our own, working side by side to turn challenges into solutions. 
• Success starts with me: Personal ownership fuels collective success. We each play our part and empower our teammates to do the same. 
• Commit to learning: Every win is a springboard. Every hurdle is a lesson. We use each experience as an opportunity to grow. 
• Dare to innovate: We challenge the status quo with creativity and innovation as our true north. 
• Better together: We check our egos at the door. We work together, so we win together. 

Job Description

The Managing Director’s primary responsibility is to grow revenue by selling new and additional Press Ganey solutions to our existing health system and provider clients and targeted prospects. The role is also responsible for leading the overall client strategy for assigned clients in partnership with Client Success and Advisory. This role will be accountable for retention by securing long term renewals of existing contracts.

Qualified candidates will live in the Southeast region of the United States, ideally based in SC, GA, FL or AL. 

Duties and Responsibilities

• Serve as the overall strategic relationship manager for the client and be responsible for retaining existing client revenue through outstanding relationships at all levels, especially within the executive suite. 
• Deliver consistently on financial growth targets (quota) for new and expansion business within your defined clients and/or territory.
• Create comprehensive client &/or territory plans that outline strategies for achieving client objectives and financial growth targets (quota). 
• Gain and maintain a comprehensive understanding of the entire product portfolio, including features, benefits, and use cases. 
• Understand how the products compare to competitors’ offerings, including strengths and weaknesses. 
• Participate in all required training sessions, workshops, and webinars provided by the company and complete any required certifications and tests to demonstrate proficiency in product knowledge and sales techniques. 
• This is an individual contributor role that will succeed by leading teams through influence.
• Analyze client needs and market trends to identify opportunities for growth and expansion within the client and/or territory.
• Develop strategies to generate new business leads in partnership with marketing and Inside Sales.
• Prepare and deliver compelling sales presentations and product demonstrations to prospective contacts and new client contacts at existing clients.
• Create and present detailed sales proposals tailored to the specific needs of enterprise clients.
• Negotiate terms of sales agreements to maximize revenue and profit.
• Work cross functionally across Press Ganey, specifically partnering with Client Success and Advisory, to fulfill the client value proposition and address client needs/concerns. 
• Build and strengthen relationships with key stakeholders across various levels of the client organization especially within and across the C-suite.
• Maintain up-to-date records of all sales activities and client interactions in the Customer Relationship Management (CRM) system.

Qualifications

• 5-10 years of account management or sales experience
• Understanding of the unique opportunities and challenges within Health Care.
• Excellent interpersonal, communication, listening, and presentations skills.
• Solid working knowledge of strategic planning, execution of strategy, business development and sales.
• Demonstrated solid leadership qualities and organizational skills.
• Must be results driven.
• Strong relationship building skills.

Education: Bachelor’s degree or equivalent experience.

Flexible to travel up to 50% or more.

Additional Information

Don’t meet every single requirement? Studies have shown that women and people of color are less likely to apply to jobs unless they meet every single qualification. At PG Forsta we are dedicated to building a diverse, inclusive and authentic workplace, so if you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles.

Press Ganey Associates LLC is an Equal Employment Opportunity/Affirmative Action employer and well committed to a diverse workforce. We do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity, veteran status, and basis of disability or any other federal, state or local protected class. 

Pay Transparency Non-Discrimination Notice – Press Ganey will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 

The expected base salary for this position ranges from $101,000 – $170,000. It is not typical for offers to be made at or near the top of the range. Salary offers are based on a wide range of factors including relevant skills, training, experience, education, and, where applicable, licensure or certifications obtained. Market and organizational factors are also considered. In addition to base salary and a competitive benefits package, successful candidates are eligible to receive a discretionary bonus or commission tied to achieved results. 

All your information will be kept confidential according to EEO guidelines.

Our privacy policy can be found here: https://www.pressganey.com/legal-privacy/ 

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