Director Key Accounts

Paradigm • Walnut Creek, CA

6d • Remote

About The Position

Paradigm is an accountable specialty care management organization focused on improving the lives of people with complex injuries and diagnoses. The company has been a pioneer in value-based care since 1991 and has an exceptional track record of generating the very best outcomes for patients, payers, and providers. Deep clinical expertise is the foundation for every part of Paradigm’s business: risk-based clinical solutions, case management, specialty networks, home health, shared decision support, and payment integrity programs.
We’re proud to be recognized—again! For the fourth year in a row, we’ve been certified by Great Place to Work®, and for the third consecutive year, we’ve earned a spot on Fortune's Best Workplaces in Health Care™ list. These honors reflect our unwavering commitment to fostering a positive, inclusive, and employee-centric culture where people thrive.
Watch this short video for a brief introduction to Paradigm.
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. Workers’ compensation claims experience highly desirable.
• Communication: 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.
• Reasoning Ability: 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

Benefits

• Health and wellness– We want our people to be and stay healthy, so we offer PPO, HDHP, and HMO health insurance options with Cigna and Kaiser (CA employees only).
• Financial incentives – Paradigm’s financial benefits help prepare you for the future: competitive salaries, 401(k) matching contributions, employer-paid life and disability insurance, flexible spending and commuter accounts, and employer-matched HSA contributions.
• Vacation - We believe strongly that work-life balance is good for you and for our company. Our paid time off and personal holiday programs give you the flexibility you need to live your life to the fullest.
• Volunteer time– We want our employees to engage with and give back to their communities in meaningful ways. Full and part-time employees receive one paid day per calendar year.
• Learning and development: One of Paradigm’s core values is expertise, so we encourage our employees to continually learn and grow. We support this in a variety of ways, including our new Learning Excellence at Paradigm (LEAP) program.

What This Job Offers

• Job Type: Full-time
• Career Level: Director