Senior Sales Executive

Full-time - Mid Level

Remote - State College, PA

51-100 employees

About the position

The Senior Sales Executive - Payor at MCG is responsible for driving revenue growth by targeting and managing strategic and national managed care organizations, HMOs, PPOs, Third Party Administrators, insurance companies, and other risk-managing entities. This role involves growing and retaining existing payor clients while engaging and closing new payor prospects within the assigned territory. The position requires collaboration with the Account Management team to ensure high client growth, satisfaction, and retention, making it a critical role in enhancing the US healthcare system.

Responsibilities

• Plan and conduct the overall growth and revenue retention strategy for assigned payor clients in partnership with the Account Management team.
• Sell into strategic-level opportunities, including managed care organizations, HMOs, PPOs, Third Party Administrators, and insurance companies.
• Proactively manage and support directly assigned payor accounts, overseeing account activities and addressing client needs.
• Develop and implement sales strategies to drive revenue growth from existing and new clients within the assigned territory.
• Identify, engage, and close new payor prospects to expand the client base.
• Meet or exceed annual revenue targets, client relicense goals, and client satisfaction metrics for assigned payor markets/accounts.
• Deliver meaningful and constructive responses to RFP/I's while collaborating with internal resources.
• Support the division's tradeshow and industry event strategy, including planning, execution, and follow-up activities.
• Maintain metrics, pipelines, CRM tools, and quantitative feedback to manage business effectively.
• Develop and maintain strong relationships with various members of the MCG teams.

Requirements

• At least 7 years of direct sales experience in the payer market with demonstrated ability to close complex sales and drive revenue growth.
• Bachelor's degree in Business, Marketing, Healthcare Administration, or a closely related field.
• Extensive knowledge of the managed care, case management, and healthcare industries.
• Demonstrated success in meeting or exceeding annual sales quotas of $4 million or more.
• Advanced proficiency in using CRM software, such as Salesforce, to manage accounts and track sales activities.
• Well-versed in the use and role of clinical guidelines by payors and providers for Utilization Management (UM) and Case Management/Population Health.
• Experience in managing responses to RFPs and RFIs, including follow-up activities.
• Familiarity with complex pricing structures and knowledge of CPQ systems.
• Ability to travel up to 65% of the time to trade shows, sales meetings, and MCG-sponsored events.

Nice-to-haves

• Master's degree in Business, Marketing, Healthcare Administration, or a closely related field preferred.
• Familiarity with the regulatory environment and compliance requirements in the healthcare and insurance sectors.
• Excellent communication and presentation skills, with the ability to effectively engage and influence key decision-makers.
• Ability to analyze market trends and customer needs to develop targeted sales strategies.
• Strong interpersonal skills and the ability to build and maintain relationships with clients and stakeholders.
• Experience or familiarity with Miller Heiman, Korn Ferry Blue Sheets, and Strategic Selling Methodology.

Benefits

• Remote work
• Medical, dental, vision, life, and disability insurance
• 401K retirement plan; flexible spending and health savings account
• 15 days of paid time off + additional front-loaded personal days
• 14 company-recognized holidays + paid volunteer days
• 8 weeks of paid parental leave + 10 weeks of paid bonding leave
• LGBTQ+ Health Services
• Pet insurance