National Sales Executive

Paradigm•Walnut Creek, CA

6d•Remote

About The Position

We are seeking a full-time, remote National Sales Executive. The National Sales Executive (NSE) position is accountable for meeting sales targets through the selling of new customers and new products within existing national customers. The position may also include managing large accounts for a period of time until a National Account Manager is introduced. This includes the sales of Specialty Network, Case Management and Care at Home services.

Requirements

Education: Bachelor s degree from an accredited educational institution.
Experience: Five to seven years national sales 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.
Any combination of education/experience and knowledge that demonstrate the ability to perform the functions of the position will be accepted.

Responsibilities

Meet sales goals by selling new logo prospects.
Meet sales goals by selling or expanding product offerings within current large national account customers, as assigned by the manager.
Meet sales goals by creating new leads with National payers and bringing on new National accounts.
Meet or exceed other performance goals per manager s plan. The manager will provide a plan annually that the NSE is expected to meet 100% to obtain 100% of their commission expectation.
Communicate Paradigm s mission, offerings and value propositions in a clear and compelling way that is tailored to each client s unique needs.
Utilize Salesforce tool as prescribed by sales leadership.
Participate in quarterly, semi-annual, or annual stewardship meetings to ensure ongoing health of each customer relationship as needed.
Participate in strategy sessions ahead of key accounts or new logo opportunities with key stakeholders that may be helpful in closing the sale.
Work with internal and external stakeholders to solve client problems.
Map and understand customer organizational structure and dynamics and adjust sales strategy to maximize effectiveness. Understand all external influencers such as TPA, reinsurers, and employees.
Maintain a good understanding of the competitive landscape. This includes knowledge of product offerings, strengths, weaknesses, size, and accounts.
Proactively identify changes in industry, healthcare, delivery systems, market trends, product development and competitive pressures to develop and modify strategies and tactics accordingly.
Participate in marketing-related activities such as trade shows, conferences and events and obtain key information and contacts.
Support cross-selling opportunities within the Paradigm Enterprise by understanding all product offerings and potential opportunities.
Serve as primary sales leader for all accounts closed.
Work with the National Account Managers (if necessary) to provide key detail and input involving the accounts.
Participate in the implementation process for each account to ensure services are effectively delivered and account expectations are met.
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.
Position requires driving of personal or leased automobiles for completion of task. Employee must maintain minimum insurance requirements for coverage.
Build strategic sales plan and discuss with manager at monthly or quarterly intervals.
Participate in any company sponsored or manager directed sales training or sales assisting programs.
Travel as required to meet business objectives.
Must complete mandatory employee training as directed by Human Resources.