Regional Sales Executive

Paradigm • Atlanta, GA

2d • $95,000 - $120,000 • Remote

About The Position

Paradigm is an accountable specialty care management organization focused on improving outcomes for people with complex injuries and diagnoses. The company provides risk-based clinical solutions, case management, specialty networks, home health, shared decision support, and payment integrity programs.

The full-time Regional Sales Executive (RSE) is a remote role for a candidate living in the Atlanta or Kansas City area. The position is accountable for meeting sales targets and delivering customer satisfaction that supports retention, expansion, and acquisition. The RSE sells and supports the full suite of case management services, manages and expands existing business, grows a book of business through new-logo sales in an assigned territory, and meets assigned sales quotas. The role requires travel as needed and use of a personal or leased automobile for work-related tasks, with minimum insurance coverage maintained.

Requirements

• Bachelor’s degree from an accredited educational institution.
• At least three to five years of customer service, account management, or outside sales experience.
• At least three years of 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 or patient reports.
• Ability to write clear and persuasive correspondence and memos and present information in one-on-one and small-group settings.
• Excellent analytical skills, including independently identifying, defining, and resolving problems; collecting data, establishing facts, and drawing valid conclusions; interpreting varied instructions and abstract and concrete variables; analyzing difficult situations and data; exercising sound judgment and decision-making; and anticipating customer needs and reactions.
• Any combination of education, experience, and knowledge demonstrating the ability to perform the position’s functions will be accepted.
• Must live in the Atlanta or Kansas City area.
• Must maintain minimum insurance requirements for a personal or leased automobile used for work-related tasks and undergo an initial Motor Vehicle Report review.

Nice To Haves

• Workers’ compensation claims experience is highly desirable.

Responsibilities

• Meet or exceed sales goals by developing, maintaining, and expanding referrals from current accounts and assigned new-logo prospects.
• Meet other performance goals established in a manager’s plan or personal goal plan.
• Build a pipeline of new-logo and existing-client opportunities sufficient to meet or exceed sales goals.
• Identify, acquire, and penetrate new-logo accounts within the assigned territory as appropriate.
• Determine daily priorities for managing existing accounts and acquiring new accounts to achieve referral goals, adapting focus to territory needs.
• Enter sales and account information into Salesforce or another company-sponsored CRM weekly.
• Conduct quarterly, semi-annual, or annual stewardship meetings to maintain customer relationships.
• Hold strategy sessions with the VP of Sales and other relevant stakeholders before key account or new-logo opportunities.
• Map customer organizational structures and dynamics, understand external influencers, and adjust sales strategies accordingly.
• Maintain knowledge of the territory’s competitive landscape, including competitors’ employees, products, strengths, weaknesses, size, and accounts.
• Monitor healthcare, delivery-system, market, product-development, and competitive changes, and modify strategies and tactics as appropriate.
• Participate in trade shows, conferences, and other marketing-related events, gathering relevant information and contacts.
• Identify cross-selling opportunities across Paradigm divisions and inform managers so cross-division strategy meetings can be held.
• Manage account implementation, unless account management is involved, to ensure services are delivered effectively and expectations are met.
• Follow account manager and national sales executive instructions for managing or selling to accounts and prospects in the territory.
• Maintain minimum required insurance coverage for a personal or leased automobile used to complete work tasks and complete an initial Motor Vehicle Report review.
• Participate in company-sponsored or manager-directed sales training or improvement programs.
• Travel as required to meet business objectives.
• Use AI tools to support daily tasks, improve efficiency, and enhance output quality; adopt new technologies as trained and follow established processes and guidelines.
• Develop a broad and deep understanding of Paradigm, its products, operations, and customers; collaborate to meet customer needs and take accountability for service quality.

Benefits

• PPO, HDHP, and HMO health insurance options through Cigna; Kaiser options for California employees only.
• 401(k) matching contributions.
• Employer-paid life and disability insurance.
• Flexible spending and commuter accounts.
• Employer-matched HSA contributions.
• Paid time off and personal holidays.
• One paid volunteer day per calendar year for full-time and part-time employees.
• Learning and development opportunities, including the Learning Excellence at Paradigm (LEAP) program.

What This Job Offers

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