Account Executive, Market Intelligence – Payer
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Job Description
Account Executive generating new business opportunities in Payer Healthcare market for Arcadia's Market Intelligence Solutions. Focus on engaging and closing accounts with Commercial and Public Payors on a regional and national scale.
Responsibilities:
- Generating new business opportunities by identifying, engaging, and closing new accounts in the Payor Healthcare Market (Commercial and Public Payors) with national and regional reach
- Own the end-to-end sales cycle from prospecting to close of business
- Conduct research to expand prospect list using MMIT, LinkedIn Sales Navigator, and other methods
- Identify and develop leads and opportunities from multiple sources including prospect lists, discovery, and individual research
- Build and cultivate prospect relationships by initiating communications and conducting follow-up qualification to move opportunities into the sales funnel
- Perform thorough needs assessment and identify prospects pain points to determine how Arcadia’s solutions address those needs
- Own and drive contract creation, legal review, and signature process with internal operations and key client executives
- Identify and assist in resolving challenges that could prevent account retention, expansion, and referrals
- Build relationships with C-level and purchasing executives at key prospects in support of sales and growth activities
- Collaborate effectively with internal stakeholders from Product Management, Sales Operations, Operations and Finance throughout the course of each deal
- Ensure all accounts you are working on have documented pursuit plans and participate in regular account review meetings with the Director, Growth and line-of-business (LOB) leaders
- Provide accurate financial projections to executive leadership for opportunities in your pipeline
- Manage and maintain an accurate sales funnel in the system-of-record for Arcadia (Salesforce.com)
Requirements:
- Bachelor’s degree and/or equivalent experience in business, healthcare administration, engineering, or a related discipline
- A minimum of 5 years’ experience with a demonstrated track record of accomplishments in provider tech sales and business expansion
- Within the Payer space, have a broad network of relationships Commercial, Regional, Health Plans and well known in the payor community. Experience consistently securing multi-year, 6-7 figure contracts with Provider organizations
- Excellent presentation, written and verbal communication skills
- Must be able to build and maintain strong relationships with C-level information technology executives, physicians, executives, leaders and staff at health plans, health systems, and healthcare provider groups
- Proven results running long sales cycles (6-18 months) in enterprise settings
- A hunter’s mentality with experience owning the end to end sales cycle from prospecting to closed business
- Excellent communicator with the ability to persuasively articulate competitive advantages of Arcadia’s research data solutions
- Strong knowledge base and stays abreast of major healthcare issues and trends in data analytics and value-based care
- Must be able to work within Arcadia’s sales process to manage a pipeline of qualified sales opportunities across an assigned market and accurately project total contract value, revenue spread, and close dates for those opportunities
- Ability to travel 10% of the time
Benefits:
- An opportunity to help our health care crisis by assisting with the adoption of value-based care
- The ability to compete with a top KLAS rated solution set
- High visibility and impact role supporting Arcadia’s rapid growth
- Be a part of a mission driven company that is transforming the healthcare industry by changing the way patients receive care
- A flexible, remote friendly company with personality and heart
- Employee driven programs and initiatives for personal and professional development
- Be a member of the Arcadian and Barkadian Community
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