Job Details

Payer Sales experience required | Salary: $185-200K + OTE = $300K-350K

The AVP, Payer Sales is an individual contributor role responsible for generating sales from new logos and existing customers within an assigned region. The role will engage with a variety of healthcare risk-bearing entities to determine how the company's platform and clinical and enrollment/billing solutions can address specific business challenges. Risk-bearing entities include, but are not limited to, Health Plans, Pharmacy Benefit Managers (PBMs), Third Party Administrators (TPAs), and Accountable Care Organizations (ACOs).

Position Responsibilities

• Own the end-to-end sales process for the assigned region.
• Meet or exceed assigned sales quotas.
• Develop and commit to a detailed sales plan aligned to quarterly targets.
• Create and maintain an accurate sales pipeline utilizing Salesforce.
• Lead the end-to-end coordination of RFI/RFP processes.
• Interface with internal presales teams after identifying and qualifying opportunities and drive customer engagement through the sales cycle to close.
• Partner with presales teams to ensure client requirements are addressed during demonstrations.
• Maintain effective communication and follow-up to ensure sales momentum is not lost, both internally and externally.
• Negotiate pricing within established Finance guidelines.
• Negotiate contracts in partnership with Legal and other internal stakeholders.
• Attend conferences and industry events to generate leads and develop relationships.
• Maintain accurate and timely sales records and opportunity information.

Reporting & Collaboration

• Reports to the SVP Growth and Sales
• Works as a member of the Sales and Marketing organization.
• Enlists the support of Product Management, Marketing, Client Services, Legal, Finance, and other sales and management resources as needed.
• Coordinates executive involvement in client engagements as appropriate.

Qualifications & Experience

• Minimum of 5 years of experience selling enterprise or platform-based healthcare technology software solutions, preferably in the clinical or care management space.
• Experience selling software to health plans / payers is required
• Travel to corporate office and conferences is to be expected to succeed in this role (25-40%)
• Broad understanding of healthcare regulations affecting risk-bearing entities, including CMS compliance, STARS, NCQA, and related requirements.
• Demonstrated experience selling to C-level executives.
• Proven track record of meeting or exceeding sales quotas.
• Competitive, driven, and results-oriented.
• Strong verbal and written communication skills, along with strong organizational skills and the ability to multitask and prioritize effectively.
• Proficiency with Salesforce, Microsoft Outlook, Word, PowerPoint, and Excel.
• Bachelor's degree required; Master's degree preferred.
• Candidate must be able to successfully pass a drug screen and background check