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About Hearst Health FDB Zynx Health MCG Homecare Homebase mhk
About Hearst Health FDB Zynx Health MCG Homecare Homebase mhk
First DataBank, Inc
1903747 Requisition #

In Some Jobs You Take Orders. In This One, You Write History. 

Join the healthcare information technology team that’s turning drug and medical device data into knowledge used by thousands of hospitals; the majority of U.S. health plans, retail pharmacies, and pharmacy benefit managers; and millions of healthcare decision makers throughout the world. Partnering with our information system developer and healthcare institution customers, you’ll help evolve leading-edge thinking into reality and make a measurable difference in improving human health. 


We’re looking for people who are: Intelligent. Productive. Committed. Willing and able to go above and beyond. Passionate about making a difference. Innovative. Energized. And want to play an essential role in a successful company’s continued growth.


Are you ready for this exciting challenge?

The Vice President of Sales is responsible for planning, development and implementation of the organization's sales strategy; achieving sales and revenue targets; and successfully managing the sales staff. This role coordinates at the strategic and tactical level with Finance, Marketing, Executive Management and other departments in the organization as required. 

The ideal candidate will be located in either our Indianapolis or South San Francisco office, but will consider remote candidates.

Essential Functions:

  • Develop, implement and periodically update the sales strategy to drive business growth among existing customers and new prospects; develop near and longer-term sales forecasts in conjunction with the Chief Commercial Officer and the VP of Finance.
  • Develop and coordinate an appropriate sales methodology and process in order to meet/exceed company goals.
  • Further build, develop and motivate a professional sales team including recruiting, hiring and training new team members as required.
  • Working closely with the Area Directors of Sales for the Eastern and Western areas, manage day-to-day operations of sales team including maximizing effectiveness of staff deployment, conducting periodic account reviews and coaching sales staff in order to increase effectiveness and win rates.
  • Work closely with the Chief Commercial Officer and VP of Finance to set and manage sales targets and sales team member compensation.
  • Work closely with the VP of Product Management to set product-line specific goals and develop product-line specific sales strategies in order to achieve these goals.
  • Work closely with marketing to ensure sales success including development of leads generation and hand-off process, pricing strategy, targeted account promotions, and input into product development priorities.
  • Close new business deals with major accounts by coordinating requirements, developing and negotiating contracts and integrating contractual requirements into business operations.
  • Communicate sales goals and performance to senior management team and identify opportunities for senior management team members to participate in the sales process.
  • Oversee and manage the sales departmental budget.
  • Support the organization’s vision, mission and values externally and internally.

Knowledge, Skills and Experience:

  • Bachelor’s Degree required; MBA preferred.
  • Ten years of healthcare-related sales experience, ideally in healthcare information technology and/or pharmacy services, with at least five years’ sales management experience at a Director level or above.
  • Demonstrated knowledge and experience in the design and execution of sales strategies.
  • Broad knowledge of the healthcare industry, ideally with an understanding of the various customer segments that utilize drug databases.
  • Proven track record in leading sales teams and consistently achieving targeted results.
  • Experience in managing a “consultative selling process” and winning business for complex products or service offerings.
  • Demonstrated success in recruiting and hiring successful sales professionals.
  • Knowledge and experience with setting revenue expectations and structuring sales quotas and compensation plans.
  • Knowledge and experience with Salesforce (or other leading CRM system) including use of performance dashboards to set sales objectives and monitor performance.
  • Strong presentation skills, including the ability to interact with clients at a senior executive level.
  • Strong oral and written communication skills; excellent listening skills.
  • Excellent interpersonal and coaching skills; teamwork orientation and a strong fit with FDB sales and company culture.
  • Strong sales and contract negotiation skills.
  • Experience with personnel management, budget and resource development.
  • Ability to manage multiple projects and juggle multiple priorities simultaneously. 

Primary Responsibilities:

  • Develop and periodically update sales strategy and design and execute sales process to meet/exceed company goals.
  • Develop and manage professional sales team, including direct sales and channel managers, in order to meet/exceed company revenue goals.
  • Work with Marketing to design and execute successful leads management program and provide input into product development and prioritization process.
  • Work closely with the VP of Product Management to set product-line specific goals and develop product-line specific sales strategies in order to achieve these goals.
  • Work with the Chief Commercial Officer and the VP of Finance to set sales quotas and compensation plans and manage sales staff performance.
  • Communicate sales progress to senior management team and involve senior management team members in sales process when appropriate.
  • Close new business deals by coordinating requirements, negotiating contracts and incorporating contractual requirements into the business process.
  • Manage the sales departmental budget.
  • Provide leadership for the sales team and within the company and demonstrate adherence with company vision, mission and core values, both internally and externally.


Additional Requirements:

  • Travel required approximately 50%.



About FDB:

FDB is the leading provider of drug and medical device knowledge that helps healthcare professionals make precise decisions. With thousands of customers worldwide, FDB enables our information system developer partners to deliver valuable, useful, and differentiated solutions. We offer more than three decades of experience in transforming medical knowledge into actionable, targeted, and effective solutions that help improve patient safety, operational efficiency, and healthcare outcomes. For a complete look at our solutions and services, please visit www.fdbhealth.com or follow us on Twitter and LinkedIn. 

We value Integrity, Respect, Responsibility, Teamwork, and Creativity. Our offices in South San Francisco and Indianapolis have been awarded with Top Workplaces honors by The Bay Area News Group and the Indy Star, respectively, including the most recent honor awarded to our Indianapolis office in 2017, 2018, and 2019 (the Top Workplaces honors are based solely on the results of an employee feedback survey by a leading research firm that specializes in organizational health and workplace improvement). FDB offers competitive salaries and extensive benefits – including medical, dental, vision, long term disability, life insurance, and matching 401k.
FDB is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, age, or any other characteristic protected by law. 



Help Make Healthcare Better for Millions of People

At Hearst Health, we provide clarity in the complex, rapidly advancing industry of healthcare. Every day, our customers make decisions that touch millions of lives.

We help them work with precision and authority by delivering vital information into their hands.


Make your mark improving care.

Help us lead healthcare in the right direction.


Be a Leader on a Leading Team

Join us as we shape healthcare today and in the future with our software and content solutions.


Build software that helps people get the right treatment for their conditions.

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Our physicians, nurses, pharmacists, and allied health professionals engage clients and develop content that supports clinical judgment.

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Sell solutions that make a real impact to help people get the right care.

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Our leadership teams shape the strategy of each business unit, with the backing of a nearly 130-year-old corporation.

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Our solutions deliver more than information: they pool the discernment and real-world expertise of our professionals.

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