Director Key Accounts

Paradigm•Walnut Creek, CA

5d•Remote

About The Position

We are seeking a full-time, remote Director Key Accounts position. This position is accountable for meeting sales targets and achieving superior customer satisfaction that supports carrier/client retention and development. This includes providing leadership to the Paradigm Management Team (PMT) around carrier/client issues and requests, serving as primary communication contact, and managing the sales process for patient specific contracts in a proactive manner. Frequent nationwide business travel may be required. This role will focus on managing and expanding existing business and supporting the penetration efforts of sales leads with new logos. Position is responsible for meeting bookings targets as assigned.

Requirements

Education: Bachelor’s degree from an accredited educational institution.
Experience: Three to five years’ sales/customer service/account management experience at a minimum.
Three years related experience in insurance or a health care environment.
Strong working knowledge of the workers compensation industry.
Superior oral and written communication skills and phone presence.
Ability to read and comprehend instructions, correspondence, memos, and medical/patient reports.
Ability to write clear and persuasive correspondence and memos.
Ability to present information in one-on-one and small group situations.
Excellent analytical skills – demonstrated ability to independently identify, define, and resolve problems, ability to collect data, establish facts, and draw valid conclusions; ability to interpret a variety of instructions and deal with abstract and concrete variables; demonstrated ability to analyze difficult situations, problems, and data; ability to use good judgment and decision making skills; ability to anticipate customer needs and reactions
Excellent organization and time management skills
Any combination of education/experience and knowledge that demonstrate the ability to perform the functions of the position will be considered.

Nice To Haves

Workers’ compensation claims experience highly desirable.

Responsibilities

Meet sales goals by developing, penetrating, and maintaining bookings for each assigned account
Communicate Paradigm’s offering and value proposition in a clear and compelling way that is tailored to each client’s unique needs
Educate and prepare the PMT during the contract development process and for the CEC
Develop contract sales strategy in collaboration with the sales lead and the Director of Clinical Solutions for individual patient contracts
Present, explain, facilitate acceptance, and obtain agreement of Outcome Achievement of Paradigm contracts
Support sales lead in their penetration efforts with new logo accounts and assigned existing accounts
Support penetration efforts by up-selling/cross selling products
Deliver highly customized, quality services and solutions with the primary goal of growing revenue by managing business relationships with key accounts
Build lasting customer relationships at multiple levels of the client organization, particularly with senior claims, product, divisional managers, and CFOs and CEOs (in coordination with the sales lead), who have influence or authority over purchasing decisions
Facilitate understanding of the customer organizational structure and dynamics with the sales lead to maximize sales effectiveness.
Understand all external influencers such as TPA, reinsurers, and employers for existing and new logo accounts
Serve as primary communication contact for all assigned accounts and provide thorough and professional account services that enable the PMT to meet and exceed the customer’s expectations
Manage the implementation process for each account to ensure services are effectively delivered and account expectations are met
Achieve superior customer satisfaction through the scheduling of quarterly, bi-annual, or annual stewardship meetings in coordination with the sales lead
Collect and present client and Paradigm concerns to continuously improve the product, the ease with which business is done, and the satisfaction of both parties with the product and business relationship