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Medical Review Institute of America · 2 months ago

Remote Vice President of Sales - Strategic Accounts

United States

Full-time

Remote

Director/Executive

8+ years exp

Medical Review Institute of America is a clinically-driven, tech-enabled utilization management company founded in 1983. The VP of Sales is responsible for driving significant sales growth by building relationships with healthcare payer organizations and collaborating with various teams to enhance customer satisfaction and revenue growth.

Health CareManagement ConsultingMedical

Growth Opportunities

Responsibilities

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

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

Must be able to travel to client and prospective accounts; approximately 40% travel expected

Qualification

Sales strategiesHealthcare payer experienceSalesforce.com proficiencyPresentation skillsNegotiation skillsConsultative sellingCommunication skillsCollaboration skillsOrganizational skillsAttention to detail

Required

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 that 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

Bachelor's Degree