National Sales Executive

Paradigm • Walnut Creek, CA

5d • 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 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 Clinical Solutions products within the Case Management offerings. This role will also receive compensation by helping to close all other products with the Paradigm suite of services.

Requirements

• Bachelor’s degree from an accredited educational institution.
• 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.
• 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.
• Any combination of education/experience and knowledge that demonstrate the ability to perform the functions of the position will be accepted.

Nice To Haves

• Workers’ compensation claims experience highly desirable.

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 of the national or regional accounts you would be expected to manage within your territory.
• 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.
• Conduct quarterly, semi-annual, or annual stewardship meetings to ensure ongoing health of each customer relationship.
• Conduct 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 employees, 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.
• Manage 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.

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: Mid Level
• Number of Employees: 251-500 employees