Careers

Job Description
Humedica is looking for a smart, motivated sales leader to work with its strategic partners, the American Medical Group Association (AMGA) and Anceta, the AMGA’s informatics subsidiary, to launch and grow a nationwide sales effort among the country’s leading multi-specialty medical group practices and IDNs.

The AMGA represents the nation's largest, most prestigious medical practices, independent practice associations, and integrated health care delivery systems.  The AMGA improves health care for patients by supporting multispecialty medical groups and other organized systems of care.  Approximately 95,000 physicians practice in AMGA member organizations and deliver health care to approximately 96 million patients in 49 states.  Headquartered in Alexandria, Virginia, AMGA is the strategic partner for medical groups, providing a comprehensive package of benefits, including political advocacy, educational and networking programs and publications, benchmarking data services, and financial and operations assistance. As part of its efforts to use data and technology to create a better health care system, the AMGA founded Anceta, a medical informatics subsidiary, which assists members with data warehousing, analytic, and benchmarking activities through its “Collaborative Data Warehouse” (CDW).  This CDW enables AMGA members to compare clinical best practices and outcomes at an unmatched level of clinical and operational detail. 

Humedica is a cutting edge, health care informatics company focused on developing and delivering the next generation of clinical informatics and analytic systems.  By focusing on the power of data, we hope to provide health care professionals with useful, timely, well-organized insights that improve the quality, safety and efficiency of health care.  As the AMGA’s exclusive technology partner, Humedica is building the informatics platform and products that serve the AMGA’s Collaborative Data Warehouse.

We are looking for a strategic sales leader focused on ambulatory care and integrated delivery settings who is highly entrepreneurial and is excited to build a national sales effort in collaboration with Anceta and the AMGA.  Leveraging the AMGA’s long history of organizational collaboration around quality and operational improvement at the most senior levels (CEO, CMO, COO, etc.), this sales leader will work closely with the leadership of Anceta and the AMGA to recruit participants from among the AMGA membership.  As the long-term, exclusive partner of the AMGA/Anceta, Humedica has exclusive access in a variety of settings (national conferences, meetings, etc.) to key decision makers focused on the CDW and committed to its success.

Our ideal candidate will combine deep market knowledge and customer expertise with a consultative sales approach.  A successful candidate will have a proven track record with the knowledge and communications skills necessary to close business with senior clinical leaders.  This person will be fully integrated into the sales operations at Anceta and entirely focused on recruitment/sales among the AMGA membership.  As such, this candidate must have experience in working with and optimizing a strategic sales channel.  Most critically, this candidate must have both the communication skills and domain knowledge to communicate with the highest levels of operational and clinical leadership within our target client group.  This person will be headquartered at the AMGA/Anceta offices in Alexandria, Virginia with significant travel to AMGA members and to the Humedica offices in Boston, MA.

This is a significant opportunity for a strategic sales leader who can take advantage of this unique and exclusive opportunity.


Qualifications

• Deep knowledge of health care in outpatient and integrated delivery settings
• Proven track record of success in significant health software/informatics sales
• Experience in executing a ground up, pre-revenue sales strategy
• Capacity to build and manage a diversified pipeline of prospects with precision in a highly uncertain environment
• Capable of quickly assessing sales prospects and able to eliminate inappropriate candidates quickly
• Deep knowledge and understanding of the decision-making and budgeting processes in health care organizations
• Ability to adapt quickly to a complex sales process
• Ability to quickly assess decision dynamics within complex organizations
• Ability to ramp quickly toward full effectiveness in a fast moving business environment with multiple competing priorities
• Highly strategic thinker with the ability to identify and capitalize on the shortest path to value
• Able to communicate and represent the products and the company with a high degree of integrity
• Mastery of a consultative sales approach
• Capable of digesting the technical features of a sophisticated health care informatics system and to translate and communicate that information into an effective benefit message to key decision makers
• Able to work collaboratively with the Product and Client Management teams to communicate market intelligence and client needs
• Able to develop a strategic sales relationship with the AMGA/Anceta
• Knowledgeable about legal and regulatory requirements affecting medical groups including: HIPAA, The HITECH Act, PQRI, etc.

Responsibilities

• Work with the AMGA/Anceta to quickly develop a national sales strategy in line with overall business goals
• Lead immediate execution of that strategy
• Work with Humedica and AMGA leadership to optimize our current strategic sales channels as appropriate
• Manage and execute a highly effective sales pipeline
• Effectively demonstrate the product platform and capabilities
• Collaboratively develop and execute activities to rapidly fill the sales pipeline
• Manage an effective assessment and conversion strategy within the pipeline
• Grow significant revenue based upon sales
• Represent the expertise and ethos of the AMGA and Humedica in the market
• Build the knowledge-based reputation of the AMGA and Humedica to customers and prospects
• Continually probe client and prospect needs and bring these insights back to Humedica as part of its product development process
• Achieve monthly, quarterly and annual sales goals

Typical Activities May Include

• Negotiating the terms of an agreement and closing sales
• Grow significant revenue for Anceta and Humedica based upon sales
• Becoming knowledgeable about current aspects of operational and clinical quality improvement and safety in ambulatory settings
• Developing and maintaining deep knowledge of the product suite
• Gathering market and customer information
• Developing and maintaining relationships with prospects via marketing activities, meetings, telephone calls and emails
• Identifying key decision leaders (KDLs) within prospects
• Visiting potential customers to prospect for new business
• Identifying key sales process milestones for each prospect (budget cycle, decision makers, organizational committees, etc.)
• Writing business proposals
• Making sales presentation and demonstrating the product
• Representing the organization at trade exhibitions, events and demonstrations
• Advising on forthcoming product developments and discussing special promotions
• Reviewing sales performance of self and team, aiming to meet or exceed targets
• Gaining a clear understanding of customers' businesses and requirements
• Making accurate, rapid cost calculations, and providing customers with quotations
• Feeding future buying trends back to Humedica
• Supporting other sales team members to reach overall sales goals

Requirements

• Significant travel required

About the Position
Reporting Relationship:  This position will report to Humedica’s Vice President & General Manager of Provider Markets.

Compensation for this position is significant for the right candidate and will include a base salary, commission, stock options and comprehensive benefits.


About the Partnership
Humedica and the AMGA/Anceta have partnered to offer the first nationwide collaborative data warehouse and analytic platform. The partnership brings together the industry’s most advanced clinical informatics platform and the experience of the country’s leading medical groups to deliver a powerful solution that:

• Facilitates comparative analytics and benchmarking by aggregating data from participating medical groups into a single, standard clinical ontology;
• Supports organizations develop, compare, and share best practices and performance improvement strategies through our unique collaborative programs;
• Integrates clinical, claims, and financial data to generate a complete view of members’ patient populations;
• Provides disease-specific clinical classification and advanced analytics to define appropriate patient cohorts, treatment pathways, outcomes, and associated costs; and
• Provides treatment effectiveness and outcomes analysis to support evidence-based process improvements

Apply Now by submitting your resume and cover letter.