VP of Sales (Healthcare) at Medical Review Institute of America

Job description

Description Who We Are - Motivated by Purpose. Powered by Clinical Expertise. Founded in 1983, we’re a clinically-driven, tech-enabled utilization management company offering expert clinical reviews, regulatory guidance, and actionable insights to healthcare organizations. Excellence starts with our people. WE OFFER • A competitive compensation package. • Benefits include healthcare, vision and dental insurance, a generous 401k match, paid vacation, personal time, and holidays. • Growth and training opportunities. • An award-winning remote work environment POSITION OVERVIEW Our VP of Sales is responsible for growing sales in excess of 20% annually through long-term planning and execution, along with building long-lasting relationships with Health Plans, Value-based providers, PBMs, TPA’s, Self-Insured Employers, and other healthcare payer organizations. This role is integral to the long-term success of the Company and will need to partner with the customer success, clinical, and operations teams to focus on delivering on revenue growth, customer satisfaction metrics, customer and product level profitability, and supporting the overall growth of the business. Roles: • Direct all lead generation and sales activities to impact new business growth and cross-selling at existing accounts to drive increased revenue. • Direct end-to-end sales process for all product lines and services offered by the Company to drive new revenue growth and increase opportunities for core business expansion. Major Responsibilities or Assigned Duties: • Build and demonstrate in-depth understanding of MRIoA solutions and services. • Be the industry expert for Peer-to-Peer Review sales into targeted market segmentation. • Understanding of the over-utilization issues with healthcare, the competitive landscape, the clinical terminology associated with the payer space, and individual market needs of each customer and segment to craft and communicate the appropriate value proposition. • Manage the entire end-to-end sales process, from lead generation to pipeline management through deal execution and enablement of implementation to meet or exceed the quarterly and annual sales quota. • Maintain key client relationships and expand the current client portfolio. • Build a territory plan by strategically targeting prospects and identifying opportunities that will lead to pipeline growth (e.g., email campaigns, cold calls, tradeshows, LinkedIn Sales Navigator, ZoomInfo, and working with inside sales and customer success). • Secure meetings with necessary buying influencers, including clinical directors & VPs, purchasing leadership, and C-level audiences. • Prepare and perform all product demonstrations and presentations to key stakeholders. • Define the decision-making process for each prospect including identification of champion(s), decision maker(s), and influencers, clear identification of next steps with appropriate urgency to close opportunities. • Collaborate with clinical support, product management, inside sales, and account management during the sales process and through handoff. • Provide feedback and input for marketing/product/service enhancements. • Maintain up-to-date account information in Salesforce, including contacts, opportunities, and pipeline, with appropriate placement of opportunities by sales stage, revenue amount, and close date to ensure accurate forecast. Travel: • Must be able to travel to client and prospective accounts; approximately 40% travel expected. Requirements Experience: • 8 to 10 years of demonstrated success as an individual contributor carrying a quota selling to Health Plans, TPAs, PBMs and/or specialty care management organizations. • Experience selling to healthcare payers. • Experience in the use of Salesforce.com or other customer relationship management systems. Skills • Motivated self-starter who is able to work independently and effectively from a home office environment. • Demonstrated track record of successful execution of VP/C-Suite sales strategies with the ability to personally close deals. • Excellent presentation, communication (written and verbal), and interpersonal skills. • Demonstrated ability to conduct remote meetings by phone and use of Webcam (Zoom, Teams, etc.). • Excellent negotiation, collaboration, and organization skills are required. • Ability to work both independently and as a team; highly collaborative. • Demonstrate consultative selling experience by assessing and capturing the needs of prospective clients and defining the unique value of MRIoA solutions for each prospect. • Demonstrated ability to craft and present proposals and negotiate for a win-win. • Strong attention to detail with follow-through on commitments and timelines. Education: • Bachelor’s Degree ---------------------------------------- Work Environment: Ability to sit at a desk, utilize a computer, telephone, and other basic office equipment is required. This role is designed to be a remote position (work-from-home). Diversity Statement: Diversity creates a healthier atmosphere: All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, national origin, protected veteran status, disability status, sexual orientation, gender identity or expression, marital status, genetic information, or any other characteristic protected by law. Drug-Free Workplace: This company is a drug-free workplace. All candidates are required to pass a Background Screen before beginning employment. All newly hired employees will take a Drug Screen, as well as agreeing to all necessary Compliance Regulations on their first day of employment. Employees are required to adhere to all applicable HIPAA regulations and company policies and procedures regarding the confidentiality, privacy, and security of sensitive health information. California Consumer Privacy Act (CCPA) Information (California Residents Only): • Sensitive Personal Info : MRIoA may collect sensitive personal info such as real name, nickname or alias, postal address, telephone number, email address, Social Security number, signature, online identifier, Internet Protocol address, driver’s license number, or state identification card number, and passport number. • Data Access and Correction: Applicants can access their data and request corrections. For questions and/or requests to edit, delete, or correct data, please email the Medical Review Institute at HR@mrioa.com.

Requirements

Must-haves

Who We Are - Motivated by Purpose. Powered by Clinical Expertise.
Founded in 1983, we’re a clinically-driven, tech-enabled utilization management company offering expert clinical reviews, regulatory guidance, and actionable insights to healthcare organizations.
Excellence starts with our people.
A competitive compensation package.
Growth and training opportunities.
An award-winning remote work environment
Direct all lead generation and sales activities to impact new business growth and cross-selling at existing accounts to drive increased revenue.
Direct end-to-end sales process for all product lines and services offered by the Company to drive new revenue growth and increase opportunities for core business expansion.
Build and demonstrate in-depth understanding of MRIoA solutions and services.
Be the industry expert for Peer-to-Peer Review sales into targeted market segmentation.
Manage the entire end-to-end sales process, from lead generation to pipeline management through deal execution and enablement of implementation to meet or exceed the quarterly and annual sales quota.
Maintain key client relationships and expand the current client portfolio.
Secure meetings with necessary buying influencers, including clinical directors & VPs, purchasing leadership, and C-level audiences.
Prepare and perform all product demonstrations and presentations to key stakeholders.
Define the decision-making process for each prospect including identification of champion(s), decision maker(s), and influencers, clear identification of next steps with appropriate urgency to close opportunities.
Collaborate with clinical support, product management, inside sales, and account management during the sales process and through handoff.
Provide feedback and input for marketing/product/service enhancements.
Must be able to travel to client and prospective accounts; approximately 40% travel expected.
8 to 10 years of demonstrated success as an individual contributor carrying a quota selling to Health Plans, TPAs, PBMs and/or specialty care management organizations.
Experience selling to healthcare payers.
Experience in the use of Salesforce.com or other customer relationship management systems.
Motivated self-starter who is able to work independently and effectively from a home office environment.
Demonstrated track record of successful execution of VP/C-Suite sales strategies with the ability to personally close deals.
Excellent presentation, communication (written and verbal), and interpersonal skills.

Nice-to-haves

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Benefits

Benefits detected in the listing.

Dental

Vision

401k