Strategic Payer Initiatives Sales Executive

Labcorp•Wilson, NC

2d•Remote

About The Position

Labcorp is seeking a Strategic Payer Initiative Sales Executive to join their team. This is a remote position covering the entire United States territory. The role focuses on driving new business and revenue growth by acquiring mid-market, national accounts, Fortune 500 payers, and channel partnerships. The executive will identify and engage with health plans and channel providers, understanding their needs related to quality performance and care gaps. They will manage the entire sales cycle, from prospecting and negotiation to contract closure and relationship management, while maintaining internal reporting and market knowledge of Labcorp's offerings. Collaboration with internal teams and the development of strategic sales plans are key components of this role.

Requirements

Bachelor’s degree
5 or more years sales experience in new business and pipeline development
3 years of payer sales experience
Ability to travel 40% of the time

Nice To Haves

Bachelor's degree
5 or more years payer sales
Experience with HEDIS, Medicare Stars, NCQA and other quality rating systems.
Salesforce experience
Presentation skills
Experience collaborating with internal teams
Consultative sales experience
Consultative, solutions oriented

Responsibilities

Drive new mid-market, national accounts, Fortune 500 payers and channel partnership business that results in additive revenue for the organization to deliver assigned annual quota.
Identify and prioritize target health plan accounts and channel partners, understanding their needs, objectives, and pain points related to quality performance and gaps in care solutions.
Build and maintain strong relationships with target account key decision-makers and stakeholders within health plans and channel providers to drive successful closure and ensure future utilization.
Manage the acquisition process, from initial customer prospecting, contract signature, and relationship management (cold calling, direct outreach and events, prospecting, networking, proposal generation, contract negotiations, conversion, etc.).
Maintain internal reporting and documentation requirements in SFDC (Salesforce.com) and other applicable areas.
Guide prospects through the buying process, understanding needs, and anticipating challenges and hurdles to ease the prospect’s ability to buy.
Increase awareness and market knowledge of Labcorp’s Gaps in Care programs and services.
Deliver engaging, compelling sales and product presentations, with a strategic account-based selling approach focused on creating unique sales strategies at the account level.
Collaborate with other sales and internal teams to develop new and existing relationships and ensure successful hand-offs for implementation and future utilization.
Successfully build and execute an annual sales plan.
Provide timely and accurate forecasts of sales prospects according to product, timeline and value.
Prepare and submit sales reports showing sales volume, potential sales, and areas of proposed opportunity and prospects.
Lead training for teams to educate on the product line and provide market updates.