At HIMSS, we are a catalyst for change in the health and wellness ecosystem. Guided by our vision to realize the full health potential of every human, everywhere, and our mission to reform the global health ecosystem through the power of information and technology, we embrace transformation as our “why” and technology as our “how.” As one of the largest and most experienced global healthcare associations, we know that true progress requires fresh perspectives, bold solutions, and collective action. Join HIMSS and be part of reimagining the future of health and wellness!
This position is responsible for developing and driving revenue and relationships in a geographic and named-account territory. The Sales Director, Integrated Solutions, is responsible for selling the entire HIMSS portfolio of integrated marketing solutions (Demand Generation, Digital Media, Strategic Marketing Services, Market Insights, Events, Corporate Memberships, etc.) in their assigned territory by growing and managing established accounts while building new ones.
The successful candidate will employ a consultative sales approach, develop sales strategies, and demonstrate expertise in solution vs. product selling. This candidate will understand current digital marketing strategies and best practices, and how to apply them in a data-enriched environment. Candidate must perform a thorough needs analysis and effectively map client needs to our solutions to build campaign strategies that achieve clients’ goals. Candidates must also demonstrate the ability to build and sustain confidence and trust throughout the sales process – from discovery through campaign recommendations, reporting and analysis, renewal, and upsell.
This role focuses on selling marketing solutions, not creating or executing marketing campaigns. For clarity, this role is posted externally as Sales Director, Integrated Marketing Solutions. Internally, the position aligns with our Senior Account Executive job level and career path.
Essential Functions:
Create and drive revenue through existing relationships, professional networking, and dedicated prospecting.
Achieve, if not exceed, budgeted revenue goals monthly, quarterly, and annually.
Based on in-depth effective client discovery, map HMG solutions to client goals and budgets.
Create, deliver, and present recommendations on best utilizing the HIMSS product suite via F2F meetings, phone calls, and online discussions.
Launch new integrated programs and solutions within the market, educating customers on the HIMSS full capabilities and bringing in product specialists when needed to drive revenue growth.
Discover and map all relevant budgets within client organizations (Marketing, PR, Social, Content Creation, Events, Demand Generation—public and Private—product Budgets, etc.). Identify all sales and marketing-related budgets and decision makers within key client organizations as they relate to Healthcare IT vertical audiences and products—for example, branding, lead generation, corporate marketing, F2F events, social media, content marketing, sales enablement, PR, product promotion, new product launches, research, etc. Respond to inbound lead inquiries, convert leads to contacts, and create new Opportunities.
Develop and execute an annual/quarterly/monthly business plan to meet goals and business objectives for growth across all assigned solutions and products.
Identify critical clients with whom we are not doing business and develop a contact strategy that results in needs analysis and new business opportunities.
Use Salesforce, Outreach, and other sales tools daily to track client communications and activity.
Accurately manage and forecast a sales pipeline using Salesforce.
Develop a strategy to communicate to all accounts in the assigned territory exhibiting at the HIMSS Annual Conference, effectively presenting marketing opportunities aligned with the conference to secure sales revenue.
Must be able to travel at least 25% of the time to assigned territory and other events (as outlined above).
Work to create engaged relationships with senior-level decision makers within clients vs. gatekeepers. Engage with agency contacts to drive new business and uncover non-client direct opportunities.
Work to uncover and identify new opportunities within the market for HIMSS based on client intel and feedback shared with the VP of Sales.
Communicate client and program needs with dedicated Client Success support to ensure accurate program execution, launch, and follow-up.
Assist Client Success and Finance with outstanding billing/finance needs related to account payments.
Work with marketing and production teams to build engaging proposals that match prospective client needs and budgets and achieve marketing objectives for our clients.
What you will need to be successful:
Bachelor’s Degree preferred.
Minimum of ten (10) years of successful digital advertising experience
Documented experience selling a full suite of integrated marketing solutions – from research to integrated campaigns, content marketing, and social and F2F events.
Consistently above quota performance
Ability to leverage contacts within organizations to identify decision-makers and find new sources of revenue.
Experience successfully creating and executing sales strategy and growing a territory of $2.5m and up.
Experience building successful integrated sales proposals.
Ability to work cross-functionally within the organization.
Outstanding communication skills, including demonstrated negotiation skills, exemplary consultative selling skills, and the ability to effectively present to executive-level decision-makers.
Excellent management skills, well-organized, and results-oriented
Clear understanding of the current media landscape-digital, content, print, video, events, demand gen
Consultative sales approach. Must exemplify a need-based selling strategy when dealing with clients. Ability to secure sales meetings with senior-level brand/clients and agency contacts.
Comfortable with the use of technology-cloud drives; virtual meeting platforms; mobile devices, as well as desktop environments
Understand product, ad technology, and marketing automation - both opportunities and limitations of platforms
Effectively educate media buyers on the HIMSS value proposition and its opportunities.
Why we love HIMSS, and why you will too!
Comprehensive benefits package including medical, dental, and vision insurance, plus a 401(k) retirement plan with company match.
Flexible working arrangements and the opportunity to work fully remote or hybrid.
Generous paid time off - including unlimited vacation time, discretionary time (for sick days, doctor appointments, etc.), time off to volunteer, and summer hours!
Employee wellness programs, including an annual reimbursement to support physical, mental, and overall personal wellness.
The opportunity to do meaningful work in a mission-driven organization.
A diverse, collaborative, and winning team environment where your contributions matter.
An emphasis on continuous learning and development including access to on demand, self-guided online courses.
We are guided by our values of Curiosity, Belonging, Tenacity, Integrity, and Simplicity in how we work, how we lead, and how we support each other every day.
Are you a Changemaker?
Together, we’ll do amazing things for healthcare.
HIMSS is an Equal Opportunity Employer: Vets/Disabled
#LI-Remote