Senior Sales Consultant for Physician office

We are seeking a highly motivated, results-driven, and experienced Healthcare SaaS Sales Representative to sell healthcare technology solutions and related services to independent physician practices, medical clinics, and healthcare organizations.

The ideal candidate must have proven experience selling Electronic Health Record (EHR) systems, Practice Management Systems (PMS), medical billing applications, care coordination platforms, or other healthcare technology solutions to physician offices.

The candidate will be responsible for identifying prospective customers, generating leads through cold calling and email campaigns, scheduling product demonstrations, conducting follow-ups, managing the sales pipeline, negotiating with decision-makers, and closing new business.

This is a target-driven sales position that requires consistent prospecting, strong communication skills, persistence, and the ability to convert opportunities into paying customers.

The successful candidate must understand physician office workflows, recognize the operational challenges faced by medical practices, and effectively communicate how our software applications and services can improve practice efficiency, streamline administrative processes, and support business growth.

2. Products and Services to Be Sold

The Sales Representative will be responsible for promoting and selling the following products and services to physician practices:

A. Electronic Health Record (EHR) Application

• Electronic medical records and clinical documentation solutions.
• Patient charting and medical history management.
• Clinical workflow management and documentation.
• E-prescribing and other available clinical functionality.
• Patient engagement and communication features.
• Interoperability and related healthcare technology capabilities.

B. Practice Management System (PMS)

• Appointment scheduling and calendar management.
• Patient registration and demographic management.
• Insurance eligibility and verification workflows.
• Charge capture and billing workflow management.
• Claims management and revenue cycle integration.
• Administrative reporting and practice performance monitoring.

C. Medical Billing Application and Services

• Medical billing and claims management software.
• Insurance claim submission and tracking.
• Payment posting and accounts receivable management.
• Denial management and revenue cycle workflow solutions.
• Outsourced medical billing services, where applicable.
• Revenue cycle management solutions for physician practices.

D. Care Coordination Application

• Care coordination and patient management solutions.
• Chronic Care Management (CCM) workflows.
• Remote Patient Monitoring (RPM) solutions, where applicable.
• Patient outreach and care management support.
• Clinical follow-up and care coordination workflows.

The Sales Representative should develop a strong understanding of the features, benefits, and business value of each product to effectively position the right solution for each prospective customer.

3. Key Job ResponsibilitiesA. Lead Generation and Prospecting

The Sales Representative will be responsible for consistently generating new business opportunities.

Responsibilities include:

• Identify and develop a targeted list of independent physician practices, medical clinics, specialty practices, and other qualified healthcare prospects.
• Conduct outbound cold calls to physician offices, practice administrators, office managers, physicians, and other relevant decision-makers.
• Generate leads through email campaigns, professional networking, online research, and other approved marketing channels.
• Research prospective practices to understand their specialty, size, operational needs, existing software, and potential business challenges.
• Identify practices that may be interested in replacing their existing EHR or PMS, improving their medical billing processes, or adopting care coordination solutions.
• Engage front-office staff and gatekeepers professionally to reach the appropriate decision-makers.
• Develop relationships with physicians, practice managers, administrators, and other stakeholders involved in purchasing decisions.
• Maintain a consistent pipeline of qualified prospects and new business opportunities.

B. Cold Calling and Appointment Setting

The candidate must be comfortable making a high volume of outbound calls every day.

Responsibilities include:

• Make at least 100 outbound cold calls per working day to targeted physician practices and healthcare organizations.
• Clearly communicate the purpose of the call and the business value of the company's products and services.
• Use effective opening statements and consultative selling techniques to generate interest.
• Overcome gatekeeper objections and identify the appropriate decision-maker.
• Ask relevant questions to understand the prospect's current EHR, PMS, medical billing, and care coordination processes.
• Identify customer pain points, including billing inefficiencies, claim denials, administrative workload, workflow challenges, and limitations of existing software.
• Qualify prospects based on their needs, interest, decision-making authority, and potential readiness to purchase.
• Schedule at least 2 product demonstration appointments per working day with qualified prospects.
• Confirm appointments and communicate relevant prospect information to the product demonstration team.
• Maintain accurate records of calls, conversations, objections, and scheduled appointments.

C. Product Demonstration Coordination and Sales Development

The Sales Representative will guide qualified prospects through the sales process from initial interest to purchasing decision.

Responsibilities include:

• Understand the capabilities and business benefits of the company's EHR, PMS, medical billing, and care coordination solutions.
• Coordinate product demonstrations with the appropriate product specialist or demonstration team.
• Prepare prospects for demonstrations by identifying their business requirements and current operational challenges.
• Ensure that the demonstration team understands the prospect's needs before each scheduled appointment.
• Participate in demonstrations when required to explain product benefits and address commercial questions.
• Follow up with prospects after demonstrations to collect feedback, clarify concerns, and determine the next steps.
• Identify the products and services that best match each prospect's needs.
• Communicate the value proposition in terms of workflow improvement, administrative efficiency, revenue cycle performance, and business growth.
• Maintain communication with prospects throughout the sales cycle to prevent opportunities from becoming inactive.

D. Follow-Up and Pipeline Management

Consistent follow-up is essential to converting interested prospects into customers.

Responsibilities include:

• Make at least 100 follow-up calls per working day to existing prospects, previously contacted practices, demonstration attendees, and active sales opportunities.
• Follow up with prospects who have expressed interest but have not yet scheduled a demonstration.
• Contact prospects after demonstrations to discuss their feedback, outstanding questions, and purchasing timelines.
• Follow up on proposals, pricing discussions, product evaluations, and pending purchasing decisions.
• Address objections related to pricing, implementation, product functionality, migration, training, and switching from an existing vendor.
• Maintain a structured follow-up schedule for every active sales opportunity.
• Use a CRM system to document all sales activities, communication history, customer requirements, and next steps.
• Ensure that no qualified sales opportunity is neglected because of poor follow-up or inadequate documentation.
• Re-engage previously inactive prospects when appropriate.

E. Sales Conversion and Closing

The candidate will be responsible for converting qualified opportunities into new customers and generating recurring SaaS revenue.

Responsibilities include:

• Achieve a minimum target of 2 closed sales per month.
• Develop and execute a closing strategy for each qualified opportunity.
• Present pricing, subscription plans, product packages, and related services based on company guidelines.
• Communicate the business benefits and return on investment of the proposed solution.
• Identify and engage the appropriate decision-makers, including physicians, practice owners, and administrators.
• Handle sales objections confidently and professionally.
• Negotiate commercial terms within authorized pricing and contractual guidelines.
• Follow up on proposals and agreements until the prospect reaches a final decision.
• Coordinate with implementation, onboarding, billing, and customer support teams to facilitate a smooth transition after the sale.
• Maintain accurate records of closed deals, expected revenue, subscription value, and sales forecasts.

F. Customer Relationship Development

Although the primary responsibility is acquiring new customers, the Sales Representative should establish strong customer relationships that support long-term business growth.

Responsibilities include:

• Maintain professional relationships with physician practices and healthcare decision-makers.
• Understand customers' current operational needs and future technology requirements.
• Identify opportunities to cross-sell or upsell additional applications and services.
• Recommend complementary solutions when they provide genuine business value to the customer.
• Coordinate with customer success and support teams to address sales-related concerns.
• Maintain communication with newly acquired customers during the initial onboarding and implementation stages, as appropriate.
• Identify referral and expansion opportunities within existing customer relationships.

G. Sales Reporting and CRM Documentation

The candidate must maintain disciplined and accurate records of all sales activities.

Responsibilities include:

• Record daily outbound calls, follow-up calls, conversations, and appointment outcomes in the CRM.
• Maintain accurate contact details for physicians, practice managers, administrators, and other decision-makers.
• Document prospect requirements, objections, competing solutions, and purchasing timelines.
• Maintain an updated pipeline of new leads, qualified prospects, scheduled demonstrations, proposals, and closing opportunities.
• Submit daily activity reports and periodic sales performance reports.
• Track progress against daily, weekly, and monthly targets.
• Provide realistic sales forecasts and communicate potential obstacles to the Sales Manager.
• Maintain complete and organized documentation to support team collaboration and management review.

Pay: $50,000.00 - $60,000.00 per year

Benefits:

• 401(k)
• Health insurance
• Paid time off

Work Location: In person

Salary : $50,000 - $60,000