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Business Development Executive-healthcare

Allscripts Australia - Melbourne, VIC

Source: uWorkin


Welcome to Allscripts! Our Mission is to be the most trusted provider of innovative solutions that empower all stakeholders across the healthcare continuum to deliver world-class outcomes. Our Vision is a Connected Community of Health that spans continents and borders. With the largest community of clients in healthcare, Allscripts is able to deliver an integrated platform of clinical, financial, connectivity and information solutions to facilitate enhanced collaboration and exchange of critical patient information.

The primary responsibility of this role (Sr Executive-Strategic Account/Allscripts Outcome Executive) is the overall value and long-term success of the Allscripts' client relationship, including strategic planning, tactical execution, contract management and issue resolution. This position is primarily responsible for managing Allscripts' existing clients, GHA and identifying prospective clients throughout Southeast Australia. The secondary objective for this role is to support the broader Allscripts strategies and initiatives throughout the region (ANZ).

Key Responsibilities include:

  • Relationship Management
  • Understanding the Allscripts solution offering for the Southeast Australia market
  • Build Allscripts' brand and credibility throughout GHA
  • Ongoing Contracting and management of contracts
  • Identifying potential new prospective partners (including academia) and clients


Relationship Management

  • Understand the client's, GHA strategic priorities and organizational goals
  • Build a relationship with the client, GHA to better understand their business objectives & upcoming challenges
  • Be a point of reference for the client to attend Allscripts and industry events (e.g. Allscripts Client Experience, HIMSS)
  • Maintain rolling 30/60/90-day tactical plans, along with longer term strategic timelines
  • Cultivate relationships with client executives, building credibility and trust
  • Conduct annual business review with client 'C-suite' to review progress against defined goals (in addition to providing quarterly updates throughout the year)

Client Outcomes/ Loyalty

  • Ensure all client goals and expectations are met and exceeded:
    • Increase adoption and satisfaction of Allscripts solutions across a wide-range of client roles (e.g. providers, nurses, administrators, executives)
    • Outcomes and quality measures as developed in collaboration with the client
  • Support ongoing relationship surveys and KLAS reporting
  • Drive plans to achieve and maintain the client as a reference site

Commercial Management

  • Manage strategic and tactical plans to deliver Allscripts solutions that align with the client's ongoing business goals:
    • Support current contracts
    • Manage cost of sale vs. budget
    • Provide timely and accurate forecasts
    • Accurately forecast sales prospects according to product, timeline, and value
    • Communicate clearly and effectively with management regarding risks and upside
    • Identify potential business opportunities ('white space' reporting)
    • Engage executives and other key stakeholders to develop new account opportunities
    • Manage deal negotiation and contracting - Understand and align planning with client's budgeting process and timelines

Client Operational Objectives

  • Ensure product and service delivery projects are on time and on budget
  • Ensure alignment with Allscripts Support department to resolve issues promptly
  • Drive reduction of client-specific product defects
  • Achieve finance and accounting goals
    • cash collection
    • License reconciliation
    • Term to perpetual license conversion
    • Client-specific, program-specific, or project-specific ROI
  • Manage escalated issues to resolution


  • Promote attendance and active participation in Allscripts and industry events.
    • ACE, HIMSS, and other events
    • Regional user groups
    • Educational workshops and webinars
    • Selective advisory boards and/or councils
  • Facilitate the creation of joint white papers, award nominations, case studies

Communication / Operational Discipline

  • Develop and maintain client engagement strategy while deploying corporate standards of excellence:
    • Host regular call cadence using Allscript' standard protocols
    • Conduct quarterly business updates using Allscripts' standard protocols
    • Deploy additional capabilities as the corporation requires
  • Leverage Client Connect (Jive) and other platforms for knowledge transfer purposes
  • Contact Management
    • Ensure all required contact information in SFDC is current, accurate, and appropriate for all levels of the client organization, with particular focus on internal senior levels
    • Ensure that SFDC accurately reflects products purchased and implemented

Academic and professional qualifications:

  • Bachelor's or Graduate degrees in Nursing, Allied Health, Applied Science, or relevant work experience


  • 7+ years' experience within healthcare in a relationship management, services, or consulting environment
  • Previous project/customer management experience
  • Strong relationship development skills
  • Strong business acumen
  • Experience working with the C-Suite
  • Ability to manage multiple projects
  • Strong team building and leadership skills
  • Strong analytical skills

Travel requirements:

  • As required both domestically and internationally (Approximately 30%-50%)

Working arrangements:

  • Works in a standard office environment and or in-home office, with responsibility


  • Clinical and/or administrative experience within an acute setting
  • Knowledge and experience with working/collaborating with GHA


  • Understanding of the business considerations of application development, support and deployment
  • Knowledge of Allscripts solutions, including Sunrise Clinical Manager and Bossnet
  • Proven leadership or technical management in an application development environment
  • Ongoing experience within the design, development & deployment of complex applications

At Allscripts, our greatest strength comes from bringing together talented people with diverse perspectives to support the technology needs of 180,000 physicians, 1,500 hospitals and 10,000 post-acute organizations across the globe. Allscripts offers a competitive total rewards package, including holidays, vacation, and medical, disability and life insurance.

We are an Equal Opportunity Employer. No job applicant or employee shall receive less favorable treatment or be disadvantaged because of their gender, marital or family status, color, race, ethnic origin, religion, disability or age; nor be subject to less favorable treatment or be disadvantaged on any other basis prohibited by applicable law.

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