Strategic Payer Initiatives Sales Executive

Labcorp•USA - Remote - North Carolina, NC

7d•$85,000 - $115,000•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. The role focuses on driving new business and revenue growth within mid-market, national accounts, Fortune 500 payers, and channel partnerships. The executive will identify and engage target health plan accounts and channel partners, understanding their needs related to quality performance and care gap solutions. Building and maintaining strong relationships with key decision-makers is crucial for successful closure and future utilization. The role involves managing the entire acquisition process, from prospecting and proposal generation to contract negotiations and conversion. Internal reporting and documentation in Salesforce.com are required. The executive will guide prospects through the buying process, increase awareness of Labcorp’s Gaps in Care programs, and deliver compelling sales presentations using a strategic account-based selling approach. Collaboration with internal teams is essential for successful implementation and utilization. A key part of the role is building and executing an annual sales plan and providing timely sales forecasts and reports. The executive will also lead training sessions to educate teams on the product line and provide market updates.

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

Established relationships within oncology practices and hospital systems.
Experience navigating complex healthcare systems, including IDNs and hospital networks.
5 or more years payer sales experience
Proven network within the payer market and industry associations with ability to effectively navigate the payer ecosystem.
Strong understanding of quality performance including HEDIS, Medicare Stars, NCQA and other quality ratings systems.
Experience selling quality performance improvement or gaps in care solutions to payers is strongly preferred.
Intellectually curious, self-motivated, and engaging with a self-directed entrepreneurial spirit and a bias to action.
Demonstrated ability in consultative and solution-oriented selling, with exceptional closing skills and a strong focus on understanding client needs to articulate and deliver value (ROI).
High degree of communication and business acumen skills to build meaningful relationships, establish credibility, and lead through influence.
Experience using Salesforce for sales data

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.