VP, Sales (HIMSS Analytics)

HA Sales
Chicago, Burlington, VT or Home-Based

Position Purpose

Consider joining the talented staff at HIMSS as our VP, Sales for HIMSS Analytics as we provide the highest quality data and analytical expertise to support improved decision-making for healthcare providers, healthcare IT companies and consulting firms. In this role, you will provide leadership, direction and coordination of sales for HIMSS Analytics’ suite of products, including the Logic market intelligence tool, custom market research, syndicated research, maturity model validation services and other products as developed/launched to both the vendor and provider markets. This position develops and implements sales strategy for new and existing products and clients and integrates them into our revenue system. Monitors and analyzes sales activity against goals. Leads, directs and manages the Sales department to meet or exceed sales revenue, client satisfaction, campaign performance, profitability and budgetary objectives. This position is recognized as a key member of the senior management team and interacts with internal stakeholders, clients and prospective clients at all staff and managerial levels.

Primary Accountabilities

  • Leads all revenue generation as the VP, Sales a helping to set strategic direction of division.  Envisions, identifies and executes opportunities to drive revenue, keeping Executive Management team abreast of changing market conditions. Develops and executes a revenue strategy heavily focused on driving new subscription revenue, client retention, and expansion of custom market research to strategic accounts.
  • Creates and launches new products and overhauling existing portfolio products. Provides and presents key information to the HIMSS Analytics Board of Directors to enable the Board to serve in their leadership and visionary responsibilities.
  • Builds and retains a high performing sales team. Champions a sales culture of accountability, consultative selling and collaboration. Coaches staff with sales negotiations and presentations to new and existing clients. Develops and reviews sales proposals.  Develops, documents and enforces sales policies, procedures and best practices.
  • Collaborates and works closely with internal product leads to develop and drive new product/program development and scalability.  Develops and implements go-to market strategy for new products/programs and brands.  Develops and maintains key account relationships, working with the sales team; the HIMSS strategic partnership team and stakeholders across HIMSS SBUs to ensure Analytics enjoys strong relationships with key customers.  Works across business units (International, Media, annual conference membership) to drive client facing strategic alignment.
  • Develops and maintains accurate sales pipeline, forecasting and senior management reports on revenue activity.  Monitors department’s key performance indicators such as revenue by product type; revenue to monthly, quarterly and annual plan; closure rate and profit percentage.  Identifies and implements strategies if revenue is not on target.
  • Provides direction and partners with the Marketing and Business Development team to develop materials and outreach and to ensure all brand and sales enablement material is accurate and compelling.
  • Oversees adoption and active use of CRM software (salesforce).  Assists in development of third party relationships as required.

Required Qualifications

  • A Bachelor’s degree, or equivalent experience, in business administration, sales and marketing or related field.
  • A minimum of 15 years of related work experience in a sales leadership role. 
  • At least 5 years of experience managing a highly successful sales team. 
  • Previous experience in a Software as a Service (SaaS), market research or data analytics company, preferably in healthcare information technology.
  • Demonstrated success in developing and executing the sales process and achieving sales goals.
  • Highly developed and seasonal skills in consultative selling, selling intangible products, ability to bundle products and services. Strong skills in:  development of account strategies, revenue forecasting, project management. Strong, proven skills in creating custom solutions for clients involving multiple product offerings.
  • Outstanding analytical skills with ability to achieve results in a complex environment.
  • Excellent written and verbal communication and presentation skills. Effective listener.
  • Outstanding interpersonal skills. Strong personal integrity. Ability to build collaborative relationships. Customer focused with assertive, self-confident personality.
  • Strong motivator of teams and problem solver who takes initiative and can apply creativity to solutions.
  • Superior planning skills, both strategic and tactical.
  • This position requires some travel. Most travel is outside the local area and overnight.


Equal Opportunity Employer of Minorities, Females, Protected Veterans, and Individual with Disabilities.