Senior Account Executive - Eastern Region
About The Position
This position will serve as a Senior Account Executive responsible for overseeing multi-state operations and leading a team of Account Executives and Member Relations Specialists. The Senior Account Executive will have direct accountability for all key performance indicators (KPIs) across assigned markets, ensuring superior management of existing accounts, driving growth into new business, and developing team members to achieve organizational goals. Daily activities will include managing strategic executive contacts across multiple state territories, overseeing service delivery levels, mentoring and coaching direct reports, identifying new service opportunities, driving engagement/education initiatives to increase waiver sign-ups, and supporting the Growth Team in registering net new and partner-generated sales activities. This position will work directly with potential or existing clients as well as StationMD's internal staff, including but not limited to, Growth, Operations, and Leadership to align efforts and communications.
Requirements
- Bachelor's Degree required
- At least 10 years of experience in sales and account management
- A minimum of 5 years in a leadership role managing teams
- Proven track record of leading and developing high-performing teams across multiple geographic regions
- Demonstrated success in achieving and exceeding KPIs in a multi-market environment
- Strong ability to identify needs of potential clients and offer company-based solutions to provide a positive ROI
- Advanced proficiency in Microsoft Office Suite
- Possess excellent analytical skills, problem-solving skills, and decision-making capabilities
- Ability to work in a fast-paced environment, manage competing priorities, and meet tight deadlines
- Expert-level working knowledge of the Salesforce platform, including implementation best practices, systems analysis procedures, project techniques, and practices
- Possess excellent oral and written communication skills with the ability to present to executive-level stakeholders
- Ability to read, interpret, and negotiate contract language
Nice To Haves
- Master's preferred
- Experience in I/DD or healthcare industry strongly preferred
- Energetic, strategic thinker, relationship builder, outcome-driven, and strong leadership presence
Responsibilities
- Lead, mentor, and develop a team of Account Executives and Member Relations Specialists across multiple state territories
- Establish performance expectations, conduct regular performance reviews, and provide ongoing coaching and feedback to direct reports
- Foster a collaborative team environment that promotes professional growth and accountability
- Ensure adequate staffing, training, and resource allocation across assigned markets
- Act as a key leader on StationMD's Team with direct responsibility for delivery of StationMD's financial and strategic goals across multiple state markets
- Manage strategic accounts through initial design, onboarding, client advocacy, and growth of programs and services, including assisting with challenging client requests or issue escalation and training when needed
- Lead account management activities directed at achieving StationMD's sales, profitability, cash flow targets, and business goals for all accounts within assigned territories
- Drive account management outcomes resulting in additional scope of service per client and strong renewal rates with higher Total Contract Value
- Own and be accountable for all KPIs across assigned multi-state markets, including but not limited to: Utilization rates, Waiver sign-up targets, Client retention and renewal rates, Revenue growth and Total Contract Value, Client satisfaction metrics, Team performance metrics
- Develop and implement strategies to meet or exceed all market-specific KPIs
- Create and maintain dashboards and reporting mechanisms to track performance across all territories
- Provide regular KPI updates and strategic recommendations to VP of Growth and Engagement
- Strategically engage to increase waiver sign-ups for StationMD services across all assigned markets
- Support designated new sales efforts by assisting in net new sales opportunities, partnering with the VP of Growth and Engagement on moving prospects along the sales pipeline
- Support partnership sales activities, including connecting with StationMD's strategic partners and supporting the VP of Growth and Engagement
- Utilize Salesforce for account management sales activities, business processes/workflows, standardized reports, scorecards, targeting, market analytics, prospecting, and ad-hoc reports
- Serve as a partner to Medical Team and Operations to maintain current contractual obligations and identify growth opportunities
- Collaborate with team members to create and deliver client-facing reports that clearly identify contractually obligated goals, objectives, and value
- Act as liaison to marketing to support StationMD's go-to-market activities, including development of use cases, white papers, demos, and reports
- Actively support and promote the company's core values and objectives through all interactions
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What This Job Offers
Job Type
Full-time
Career Level
Senior
