Sales Executive - Workers Compensation - Health Care - REMOTE

EK Health Services Inc.•Springfield, IL

just now•Remote

About The Position

The Sales Executive is a full-time, exempt position reporting to the Team Lead of Sales. The role is responsible for meeting or exceeding sales objectives by developing a client base and maintaining prospective customer relationships through sales calls, prospecting, networking, and referrals. Using consultative selling, the Sales Executive assesses client needs, prepares proposals and presentations, promotes company services, and closes contracts with prospective clients in the workers’ compensation and managed care markets. Regular travel within the USA is required. The Sales Executive develops and executes an individual sales plan, builds and manages a qualified sales pipeline, and manages opportunities through the full sales cycle. The role works with internal marketing, account management, implementation, and operations teams to support business development and client onboarding. The position also requires maintaining accurate activity and opportunity records in the company CRM, attending industry events subject to budget approval, and sharing market and competitive insights with leadership. The position is remote and requires a safe, HIPAA-compliant home office and a DSL, fiber, or cable internet connection; 100 Mbps or better is preferred. Equipment is provided.

Requirements

Bachelor's degree in a business-related field.
At least 4 years of experience in a selling role in the managed care and/or workers’ compensation industry.
In-depth knowledge of selling strategies and methods, sales psychology, and buying techniques.
Strong working knowledge of the company's products, competitive products, and the market.
Strong knowledge of MS Office Suite, including Word, Excel, PowerPoint, Outlook, and Teams, and of CRM systems.
Excellent leadership, communication, interpersonal, and customer service skills.
Ability to sit and use a keyboard for most of the day, with manual dexterity.
Ability to speak on the telephone intermittently throughout the day and read and write English fluently.
Ability to provide and confirm a safe, HIPAA-compliant home-office environment.
A DSL, fiber, or cable home internet connection is required.

Nice To Haves

Master's degree in a business-related field.
Knowledge of Zoho.
Home internet connection of 100 Mbps or better.

Responsibilities

Develop and execute an individual sales plan with measurable prospecting, new-client acquisition, pipeline development, and revenue goals, with results reported weekly, monthly, quarterly, and annually.
Identify, develop, and establish relationships with employers, self-insured organizations, insurance carriers, third-party administrators, public entities, brokers, and other workers’ compensation decision-makers to generate business opportunities.
Prospect for new business through direct outreach, cold calling, referrals, networking, industry relationships, and other targeted business development activities.
Build and maintain a qualified prospective-client pipeline, identify decision-makers, understand purchasing processes, and advance opportunities through the sales cycle.
Manage the full sales cycle, from prospecting and relationship development through presentations, proposal development, contract negotiations, and closing new business.
Manage sales activities within the approved sales budget.
Collaborate with marketing, account management, implementation, and operations to support business development and successful onboarding of newly acquired clients.
Meet or exceed KPIs for qualified leads, prospect meetings, pipeline growth, proposals, new clients, conversion rates, and new-business revenue.
Maintain knowledge of the company's workers’ compensation managed care services and communicate its value proposition, service differentiators, cost-containment capabilities, and claims-outcome benefits to prospective clients.
Provide industry feedback, competitive intelligence, market trends, prospective-client feedback, and emerging opportunities to the leadership team.
Track and maintain sales activities, prospect interactions, opportunities, anticipated revenue, next steps, and expected closing dates in the CRM, and validate prospect assignments before outreach.
Attend workers’ compensation conferences, networking events, and other industry functions, subject to budget approval, to generate qualified prospects and business opportunities.