Director of Payer Sales
The Director of Payer Sales is accountable for overall sales performance, identification and
targeting of business opportunities, and aligning sales objectives and activity with our client’s payer business
strategy. They are looking for high internal clock speed and an action-oriented leader to capitalize on their
existing health plan customer base to target new health plan logos.
Responsibilities
• Build the company’s pipeline targeting payers in the Medicaid, Medicare and DSNP lines of
business
• Meet assigned targets for profitable sales volume, and other key financial performance
objectives
• Prospect, hunt and leverage existing connections to tell our client’s story to the payer
world.
• Individual responsibility for managing and closing deals with payers through the contracting
stage
• Continue to validate product and market fit to inform growth and product strategies for various
other internal teams.
• Establish and maintain productive peer-to-peer relationships with customers and prospective
leads
• Provide feedback to senior leadership regarding new product initiatives, and marketplace trends,
and implement modifications to plans to minimize the impact of competitive activity
• Successfully generating new business; leveraging current partner relationships and developing
new relationships with the aim of generating new opportunities
• Developing and qualifying prospect lists
• Making in-person presentations and web conference presentations to prospective clients to
explain the business' products and services and their alignment with the client's needs
• Managing RFP/RFI responses and follow-ups, as well as negotiating multiple types of contracts,
including capitated, risk sharing, performance-based and transactional
• Participate in various conferences and tradeshows representing our client in the Marketplace
• Develop Opportunity Plans for each account in Salesforce.
• Continually documenting progress, conversations and next steps in Salesforce to create
transparency and insight into the sales pipeline for the executive leadership team.
Requirements
• Minimum of a bachelor's degree in business administration or a related field
• Over 7 years of B2B sales business development experience within the healthcare technology
and/or health insurance services industry, including:
• At least 3 years of selling to Managed Care/Health Payer Organizations
• Selling high-value, complex service offerings through a lengthy sales cycle in multiple
states
• Working for a growth stage startup
• A comfort level with sales CRM technology such as Salesforce and the discipline to keep
CRM current.
• Excellent presentation and writing skills
• A deep understanding of the health payer and care management landscape specifically
in government programs lines of business.
• Comprehensive contacts within health plans and in the areas we target including:
Medical Management, Case Management, Member Experience, Product Design,
Strategy, Risk Adjustment, Finance as well as other senior and c-suite relationships