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Company

Arcadia · 9 hours ago

Sales Director

United States

Full-time

Remote

Director/Executive

7+ years exp

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AnalyticsData Integration

Hiring Manager

Anderson Centeno

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Responsibilities

Payor – generating new business opportunities by identifying, engaging, and closing new accounts in the Payor Healthcare Market (Commercial and Public Payors) with national and regional reach.

Provider - generating new business opportunities by identifying, engaging, and closing new accounts in the Provider Groups, Health Systems, IDN’s and Clinically Integrated Networks.

Conduct research to expand prospect list using Definitive, LinkedIn Sales Navigator, and other methods

Identify and develop leads and opportunities from multiple sources including prospect lists, discovery, and individual research

Build and cultivate prospect relationships by initiating communications and conducting follow-up qualification to move opportunities into the sales funnel

Perform thorough needs assessment and identify prospects pain points to determine how Arcadia’s solutions address those needs

Own and drive contract creation, legal review, and signature process with internal operations and key client executives

Identify and assist in resolving challenges that could prevent account retention, expansion, and referrals

Build relationships with C-level and purchasing executives at key prospects in support of sales and growth activities.

Collaborate effectively with internal stakeholders from Product Management, Sales Operations, Operations and Finance throughout the course of each deal.

Ensure all accounts you are working on have documented pursuit plans and participate in regular account review meetings with the VP of Sales and line-of-business (LOB) leaders.

Provide accurate financial projections to executive leadership for opportunities in your pipeline.

Manage and maintain an accurate sales funnel in the system-of-record for Arcadia (Salesforce.com)

Qualification

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Business DevelopmentSales StrategyHealthcare SalesContract NegotiationSalesforce.comRelationship ManagementData Analytics KnowledgeValue-Based Care Knowledge

Required

Bachelor’s degree in business, healthcare administration, engineering, or a related discipline

A minimum of 7 years’ experience with a demonstrated track record of accomplishments in payor/health sales and business expansion

Within the Payor space, have a broad network of relationships with Commercial, Regional, Health Plans and well known in the payor community. Experience consistently securing multi-year, multi-million-dollar contracts with Payor organizations

Excellent presentation, written and verbal communication skills

Must be able to build and maintain strong relationships with C-level information technology executives, physicians, executives, leaders and staff at health plans, health systems, and healthcare provider groups

Proven results running long sales cycles (9-15 months) in enterprise settings

Excellent communicator with the ability to persuasively articulate competitive advantages of Arcadia’s research data solutions

Strong knowledge base and stays abreast of major healthcare issues and trends in data analytics and value-based care

Must be able to work within Arcadia’s sales process to manage a pipeline of qualified sales opportunities across an assigned market and accurately project total contract value, revenue spread, and close dates for those opportunities

This position requires frequent travel to customers and prospects in an assigned market