Senior Executive Director Sales- Payer

Tegria

3d • $150,000 - $175,000

About The Position

As a Senior Executive Director, Payer Sales, your work at Tegria will focus on generating revenue through acquiring new customers and maintaining and growing existing accounts. This role prospects and qualifies payer market leads, engages with potential clients, presents offerings, negotiates profitable contracts, and closes deals. This role serves as the primary point of contact for their existing accounts, maximizing their satisfaction, addressing their needs, resolving delivery issues, and identifying upselling or cross-selling opportunities. We’re seeking a relationship-driven hunter who thrives on building new business and delivering payer-focused healthcare IT professional services. This role is ideal for someone experienced in closing large, multi-stakeholder deals with payers, adept at navigating long sales cycles, and skilled at uncovering opportunities in every conversation. If you excel at consultative selling and are motivated by uncapped earning potential, we’d love to hear from you. An effective Senior Executive Director, Payer Sales will help the organization on a whole achieve success through: Living our Tegria values: Respect Every Person, Act with Integrity, Strive for Better, Embrace Change, Deliver as a Team

Requirements

• Bachelor's degree in Marketing, Business Administration, Computer Science, other relevant field or equivalent combination of education and experience.
• 15+ years of relevant experience achieving and/or exceeding quotas.
• Proven track record of payer services sales success in an IT corporate sales role.
• Proven experience in client relationship management, account management, or customer success roles.
• Is broadly networked within the industry and has demonstrable expertise with corporate IT sales and a mastery of sales techniques.
• Able to complete extremely large or complex sales without supervision.
• Able to identify and cultivate sales from new and/or existing clients.
• Highly knowledgeable about the company’s offerings and the industry; may specialize in certain areas.
• Able to identify and assess client needs and recommend effective solutions.
• Takes initiative, is self-motivating, and driven to achieve and exceed sales goals.
• Strong prospecting and lead generation skills, demonstrating the ability to identify and engage potential clients.
• Able to assimilate complex concepts and apply them appropriately in complicated selling situations.
• Able to consistently close large value sales; sets track record of closing more sales than losing sales.
• Excellent communication, negotiation, and presentation skills.
• Strong interpersonal and communication skills, with the ability to establish rapport and build trust with clients.
• Adept using CRM systems and sales tools.
• Demonstrated ability in mentoring less experienced team members.
• Exceptional problem-solving abilities and a proactive approach to addressing client concerns.
• Detail-oriented and organized, capable of managing multiple client accounts simultaneously.
• Instills excellent impression of Tegria on customers.
• Healthcare IT experience

Nice To Haves

• Academic and large heath system/IDN experience
• Formal sales methodology

Responsibilities

• Prospecting and Lead Generation in the Payer space: Utilizing various methods, including cold-calling, networking, referrals, and digital outreach, to identify and engage potential customers.
• Qualifying Leads: Assessing potential leads to determine their fit with our products/services, ensuring they meet the criteria for a mutually beneficial relationship.
• Consultative Selling: Understanding the unique needs and pain points of potential payer clients, and effectively presenting how our solutions can address these challenges, demonstrating a deep understanding of our offerings.
• Account Growth: Identifying upselling and cross-selling opportunities within existing accounts. Collaborating with the delivery team to present additional solutions.
• Needs Assessment: Conducting regular check-ins with clients to understand their evolving requirements and tailoring solutions accordingly. Proactively addressing any potential issues or gaps in their current setup.
• Customer Retention: Developing strategies to enhance customer loyalty and reduce churn. Providing exceptional customer service and support to ensure clients' ongoing satisfaction with our products/services.
• Pipeline Management: Maintaining a well-organized sales pipeline by accurately tracking and documenting leads, opportunities, and interactions using the CRM system. May assist in reviewing others’ pipelines.
• Collaboration: Working closely with internal teams, including delivery and customer support to ensure a smooth handover of closed deals for implementation, to relay client feedback, and to promote seamless client experiences. Contributing to product enhancement discussions.
• Targets and Reporting: Carrying a high level of revenue responsibility, consistently achieves or exceeds monthly and quarterly sales targets. Providing regular reports and updates on sales activities, progress, and forecasts. Keeping detailed records of client interactions, transactions, and feedback in the CRM system. Providing regular reports on account performance and opportunities. May conduct briefings with senior leaders.
• Market Intelligence: Staying updated on industry trends, competitors, and market dynamics to adapt strategies and maintain a competitive edge.
• Product Knowledge: Maintaining an in-depth understanding of our products/services and how they align with clients' objectives. Effectively communicating product updates and improvements to clients. May offer recommendations to improve company offerings.
• Client Relationship Management: Building and maintaining strong relationships with existing clients. Serving as the primary point of contact for their inquiries and concerns.
• Customer Advocacy: Acting as a client advocate within the company, ensuring that clients' voices and needs are heard and addressed in a timely manner.
• Team Support: Leveraging your expert-level skill set to serve as a thought leader on the team. Mentoring less experienced team members. May assist others on critical/complicated sales.

Benefits

• Top talent deserves top rewards. We’ve carefully curated a best-in-class benefits package, meant to meet you wherever you are in your life and career.
• Your health, holistically. We offer a choice of multiple health and dental plans with nationally recognized networks, as well as vision benefits, a total wellness program, and an employee assistance program for you and your family.
• Your financial well-being. We offer competitive wages, retirement savings plans, company-paid disability and life insurance, pre-tax savings opportunities (HSA and/or FSA), and more.
• And everything in between. Our lifestyle benefits are unrivaled, including professional development offerings, opportunities for remote work, and our favorite: a generous paid-time-off program, giving you the flexibility to plan a vacation, take time away for illness (or life’s important events), and shift your schedule to accommodate those unexpected curve balls thrown your way.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive
• Number of Employees: 501-1,000 employees