At Bluesight, our mission is to create groundbreaking solutions that increase efficiency, safety and visibility for health systems, hospital pharmacy, and pharmaceutical manufacturers. We empower our customers to deliver the right medicine to the right patient at the right time, every time. We are a high growth healthcare information technology company with a start-up 'vibe' but over 3,000 customers using our proven solutions.
The customer Renewals Manager focuses on the latter half of the customer lifecycle: securing contract renewals, negotiating terms, and minimizing revenue churn. The Renewals Manager will be measured on ability to eliminate churn before and at the point of renewal while fostering the success, growth, and expansion of each customer account. The territory encompasses a customer base worth $30M to $40M in total recurring revenue – retaining this revenue at the highest rate possible while partnering with those customers and internal teams, like Customer Success and Sales, to ensure their success is absolutely pivotal to Bluesight’s continued growth.
Representative Responsibilities and Functions
- Demonstrate strong organization to manage the renewal lifecycle, from quoting, internal approvals, negotiation, and contracting
- Manage and negotiate all existing renewal contracts for customer accounts, effectively communicate contract terms, path to value, and position Bluesight for a positive outcome
- Strong project management practices, including the management of multiple renewal engagements, all commencing a minimum of 90 days prior to renewal date
- Maintain accurate and up-to-date data in CRM, such as contact details, forecasting, correct pricing, and pipeline management.
- Assist customers with requests related to renewal maintenance, and invoicing.
- Foster relationships with your client base
- Achieve and exceed established dollar and unit retention targets (by customer and by product) and upsell/cross sell expansion
- Probing for additional sales opportunities on all customer calls
- Develop a thorough understanding of the customers unique business goals and needs
- Lead quarterly account review sessions with Bluesight Commercial Leadership to communicate customer risk, overall health, and areas of business expansion
Required Qualifications
A minimum of 5 years of account management and renewal experience, including forecasting, contract proposal/pricing creation, negotiation, and contract execution
Demonstration of a client service focus to all interactions
Ability to effectively operate with high energy and flexibility in a fast-paced, constantly evolving team environment
Excellent organizational and problem-solving skills, detail-oriented, self-motivated, resourceful, and reliable
Ability to quickly establish rapport and build relationships
Exceptionally strong communication skills. You must possess the ability to communicate well both internally and externally
Ability to read situations and people and react accordingly
Proven ability to meet deadlines and deliver results in a timely manner
Experience with Salesforce preferred
Experience in SaaS industry required, Healthcare SaaS experience preferred
