VP of Sales – Healthcare
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Job Description
VP of Sales driving 20%+ growth for MRIoA, a tech-enabled healthcare utilization management company. Selling Peer-to-Peer Review services to health plans and other payer organizations.
Responsibilities:
- Grow sales in excess of 20% annually through long-term planning and execution
- Build long-lasting relationships with Health Plans, value-based providers, PBMs, TPAs, self-insured employers, and other healthcare payer organizations
- Partner with customer success, clinical, and operations teams to drive revenue growth, customer satisfaction, profitability, and overall business growth
- Direct lead-generation and sales activities for new business growth and cross-selling at existing accounts
- Direct the end-to-end sales process across all company product lines and services
- Build in-depth understanding of MRIoA solutions and services
- Serve as industry expert for Peer-to-Peer Review sales in targeted market segments
- Analyze healthcare over-utilization issues, competitive landscape, clinical terminology, and market needs to craft value propositions
- Manage lead generation, pipeline management, deal execution, and implementation handoff to meet or exceed quarterly and annual quotas
- Maintain key client relationships and expand the client portfolio
- Build territory plans and target prospects through email campaigns, cold calls, tradeshows, LinkedIn Sales Navigator, ZoomInfo, inside sales, and customer success
- Secure meetings with clinical directors, VPs, purchasing leadership, and C-level audiences
- Prepare and deliver product demonstrations and presentations
- Define prospect decision-making processes, champions, decision makers, influencers, and next steps
- Collaborate with clinical support, product management, inside sales, and account management through sales and handoff
- Provide feedback for marketing, product, and service enhancements
- Maintain accurate account, contact, opportunity, pipeline, sales stage, revenue, and close-date information in Salesforce
- Travel to client and prospective accounts, with approximately 40% travel expected
Requirements:
- 8 to 10 years of demonstrated success as an individual contributor carrying a quota selling to Health Plans, TPAs, PBMs and/or specialty care management organizations
- Experience selling to healthcare payers
- Experience using Salesforce.com or other customer relationship management systems
- Motivated self-starter able to work independently and effectively from a home office environment
- Demonstrated track record of successful execution of VP/C-Suite sales strategies with ability to personally close deals
- Excellent presentation, written and verbal communication, and interpersonal skills
- Ability to conduct remote meetings by phone and webcam using Zoom, Teams, etc.
- Excellent negotiation, collaboration, and organization skills
- Ability to work independently and as part of a team
- Consultative selling experience assessing prospective client needs and defining solution value
- Ability to craft and present proposals and negotiate for a win-win
- Strong attention to detail with follow-through on commitments and timelines
- Bachelor's Degree
- Ability to travel to client and prospective accounts; approximately 40% travel expected
- Ability to sit at a desk and use a computer, telephone, and basic office equipment
- Must pass a background screen before employment
- Must complete a drug screen and agree to necessary compliance regulations on the first day
- Must adhere to applicable HIPAA regulations and company confidentiality, privacy, and security policies
Benefits:
- Competitive compensation package
- Healthcare, vision and dental insurance
- Generous 401k match
- Paid vacation, personal time, and holidays
- Growth and training opportunities
- Award-winning remote work environment
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