RCM Sales Specialist
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Job Description
RCM Sales Specialist driving revenue growth for HST Pathways through sales cycles and consultative support. Collaborate with teams to improve revenue cycle management services and client outcomes.
Responsibilities:
- An experienced Revenue Cycle Management Sales Specialist to help our Revenue Team grow bookings and expand adoption of HST’s revenue cycle management services.
- This role will play a crucial part in helping execute revenue cycle management sales cycles.
- Revenue Cycle Sales Support & Deal Execution Support Account Executives in selling HST’s revenue cycle management services into the Ambulatory Surgery Center market, serving as the RCM subject matter expert throughout the sales process.
- Help qualify RCM opportunities within both new logo prospects and existing customer accounts, and partner with sellers to develop account strategies, opportunity plans, business cases, and deal execution plans.
- Lead RCM-focused discovery conversations to understand billing operations, collections performance, denial trends, staffing challenges, payer issues, cash acceleration, and overall revenue cycle performance.
- Present HST’s RCM services in a clear, consultative, and value-oriented manner, helping prospects and customers understand how improved revenue cycle performance can drive financial outcomes, operational efficiency, and better business visibility.
- Quantify customer pain points and articulate the financial and operational impact of improving revenue cycle performance, bringing credibility and depth to discovery, solution positioning, and executive-level discussions.
- Partner closely with Account Executives, sales leadership, demand generation, and operations teams to build and advance pipeline, support proposal development, pricing conversations, RFP responses, and executive presentations.
- Follow and help improve HST’s sales methodology as it relates to consultative RCM selling, while maintaining accurate opportunity notes, activities, and pipeline information in Salesforce.
- Cross-Functional Collaboration Collaborate with internal revenue cycle operations, implementation, customer success, product, and sales teams to align proposed solutions with customer needs.
- Partner with internal teams to ensure prospect and customer feedback is communicated clearly and used to improve positioning, solution design, and go-to-market execution.
- Work with a Revenue Team that prioritizes coaching, practice, and continuous improvement.
- Sales Enablement & Market Expertise Provide input into sales enablement materials, talk tracks, discovery guides, objection handling, and competitive positioning for RCM services.
- Train and coach sellers on how to identify RCM opportunities, ask effective discovery questions, and position HST’s RCM value proposition.
- Stay current on ASC revenue cycle trends, payer dynamics, reimbursement challenges, outsourcing trends, and competitive offerings.
Requirements:
- 5+ years of healthcare revenue cycle management experience, preferably with ambulatory surgery centers, surgical practices, physician groups, or outpatient healthcare providers.
- Experience in sales, business development, solution consulting, client-facing RCM leadership, or a similar commercial role preferred.
- Strong understanding of the revenue cycle, including patient access, coding, charge capture, billing, claims submission, payment posting, denials management, collections, A/R management, and reporting.
- Demonstrated ability to communicate with executive, financial, operational, and business office stakeholders.
- Ability to translate complex RCM issues into clear business value and financial impact.
- Experience supporting complex sales cycles with multiple stakeholders.
- Strong presentation, discovery, consultative selling, and relationship-building skills.
- Experience using CRM systems; Salesforce preferred.
- Comfortable partnering cross-functionally with sales, operations, customer success, implementation, and product teams.
- ASC, RCM outsourcing, healthcare services, or healthcare SaaS experience is strongly preferred.
- Bachelor’s degree is a plus.
Benefits:
- Remote work environment
- Health benefits paid for employees
- Flexible Paid Time Off Policy
- 11 company holidays per year
- Paid parental leave
- 401K with matching contributions
- Learning and development allowance
- A diverse, inclusive, and fun team!
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