Sales Director

TeleMed2U

12d

About The Position

Reporting to the Chief Revenue Officer, the Director or Payor Sales will play a key role in new business development activities, including targeted health plan growth and acquisition of new logos according to TeleMed2U’s ideal customer profile (ICP). The sales director will work collaboratively with all parts of TeleMed2U’s business to effectively deliver on TeleMed2U’s value proposition and prospective client KPIs, including but not limited to a seamless and easy-to-navigate member experience, increased member satisfaction/NPS, improved clinical outcomes (e.g., HEDIS, STARS), realized cost of care savings, executions against value-based care (VBC). Etc. The Director of Payor Sales will serve as the eyes and ears for prospective clients, driving strategies for 1) achieving company revenue growth goals, 2) effectively winning against key competitors, 3) leveraging market feedback for new product development and roadmap prioritization, 4) productizing health plan reporting/data needs to improve the sales process, and 5) supporting the company’s move to more value-based care (VBC) arrangements.

Requirements

Minimum 10 years of payor experience
Bachelor’s degree
Proficient experience with a CRM system (e.g., Salesforce, HubSpot, etc.)
20-25% travel
Organizational, management, administrative, and interpersonal skills that exhibit maturity, leadership, empathy, and teamwork
Expertise leading complex or at-risk sales opportunities/renewals
Track record of achieving sales results within a competitive environment
Aptitude for solving problems and collaborating with C-suite and health care executives
Strong presentation and communication skills (verbal and written)
Ability to work effectively with others, including collaboration across teams

Nice To Haves

Strong consultative sales experience with the ability to move deals through the pipeline effectively and efficiently
Proven experience managing large payors and identifying relevant stakeholders/decision-makers quickly

Responsibilities

Responsible for new business acquisition related to TeleMed2U’s Ideal Customer Profile (ICP), including but not limited to: National health plans, BCBS plans and associated LOBs (commercial, Medicare, Medicaid), Managed Care Organizations (MCOs), Payor partners, VBC organizations, Multi-segments (pay-viders / integrated delivery networks)
Create awareness of TeleMed2U’s services and value drivers, qualify potential opportunities, and achieve targeted annual revenue growth across the markets identified above
Demonstrate a consultative approach for solving business problems and positioning TeleMed2U’s specialty care services against the competition
Identify and understand prospective client objectives/KPIs, challenges, and leadership priorities, including but not limited to understanding quality, compliance, and regulatory challenges that affect plans; uncovering potential barriers related to budget, authority, need, and/or timing; and informing go-to-market strategy to support maximizing health plan satisfaction and ROI
Manage the sales process related to RFPs and strategic proposals, including strategic alignment / positioning of key themes and winning angles; executive leadership preparation, meeting participation, and talk tracks; and all communications through contract closing
Collaborate with CRO and Finance to recommend pricing for new opportunities
Foster deep, meaningful health plan relationships with C-suite and executives throughout the sales process and contracting to ensure a seamless handoff to client success and the implementation team
Follow CRM protocols, including but not limited to keeping all health plan account, contact, opportunity, and activity related data up-to-date
Maintain an accurate pipeline with deal stages and next steps for forecasting and financial planning purposes
Collaborate with TeleMed2U client success, implementation services, technology/producing, finance/pricing, and legal (as needed) to identify, solution, and contract new revenue
Support conference planning and events, and represent TeleMed2U in-person