Change Healthcare Executive Sales Director in Los Angeles, California
Executive Sales Director
The role of the Executive Sales Director is primarily responsible for selling all service aspects related to Acute Care and Physician Revenue Cycle outsourcing to Hospitals, Health Systems, academic medical centers and independent physician groups. This role includes targeted marketing and sales to existing customers as well as new client prospects in the states of California, Arizona, Colorado, Alaska, Idaho, Nevada, Oregon, Utah and Washington.
Solutions for which the sales specialist will be responsible for marketing include but is not limited to:
Patient Access and Contact Center Services
Eligibility and Enrollment Advocacy including Charity, Medicaid, Disability, Third Party/No Fault Claim and Financial Counseling)
Coding, Coding Audit, Compliance Services, and Clinical Documentation Improvement services
Denials Management, Underpayment or Audit Recovery Services
Patient Engagement and Early Out Services
Legacy Accounts Receivable Winddown and System Migration Services
Full and Partial Revenue Cycle Outsourcing
Target candidate will demonstrate an existing rolodex of prior relationships with hospital/health systems or academic medical center with greater than 75 beds or independently owned physician groups, depending upon the specific target profile size for a service(s).
Must positively represent Change Healthcare by promoting available products and services, and report any relationship or service issues that may arise to the responsible team members. Regionally collaborate with other Change Healthcare sales and account management personnel to strategize on shared accounts and markets, leverage relationships to develop consultative client engagements, and generate referrals to other departments wherever possible.
The Executive Sales Director is responsible to meet and exceed the assigned quota thresholds within a geographic territory and development of the client relationship with a focus on client C-Suite and RCM leadership. The Executive Sales Director will demonstrate the ability to strategically position product and services and a deep understanding of business aspects of the complex healthcare market.
Meet and/or exceed all assigned quotas and all performance goals; manage assigned territory independently, develop a pipeline of qualified prospects and engage in a consultative sales process with them.
Develop lead generation process within territory through use of existing tools and resources (i.e. our internal prospecting staff, marketing department programs and lead generation team, etc.). Create individualized lead generation methods and use personal industry connections both individually and in conjunction with Market Development Team resources.
Effectively manage all relevant sales activities including but not limited to pipeline, strategy, renewals, Request for Proposals (RFP’s), cross departmental issues to achieve objectives.
Provide timely and complete reporting information on the status of the territory sales plan, pipeline growth and sales progress as determined by executive management.
Maintain industry and product knowledge, adapting to changes in the market/competition, participation in regional/national meetings/forums, and driving brand/deliverable awareness within territory.
Additional responsibilities include but are not limited to:
engaging in cold calling to market product/solutions
facilitating product demonstrations
hosting in person and web based meetings
participating in professional tradeshow & presentations
assisting operations with finance modeling for new deal
conducting pricing reviews
managing proposal creation
leading contract negotiation
maintaining transparent and clear documentation of sales pipeline interactions and Next Steps within Salesforce.com
collaborating with internal sales, account management and operations teams as well as third party business partners
managing other aspect of the sales process.
Minimum Job Qualifications:
5+ years new account healthcare Business Process Outsourcing (BPO) and staffing sales and operations experience within the acute and employed healthcare outsourcing market encompassing hospital HIS knowledge, extended business office functions, and revenue cycle management
Strong track record of sales quota attainment is a requirement. Consulting Experience a plus.
Education/Training – Bachelor’s Degree or equivalent experience.
Deep knowledge of front end and patient liability revenue cycle and the placement of onsite and remote staffing resources to deliver these solutions.
Strong, modernized computer-oriented work capabilities, detail-oriented analytical instincts and polished presentation skills to any size audience with an emphasis on the use of Microsoft Office Suite of tools (Microsoft Word, Excel, PowerPoint, Outlook) and Salesforce.com CRM solutions.
Comfortable promoting “services” and “outsourcing”, as a primary product element, to optimize the Change Healthcare value proposition.
Strong and disciplined cold-calling and prospecting skills – must have a “hunters” drive and be self-reliant to identify pipeline and opportunities in the hospital, academic medical center and other provider markets.
Collaborative, inclusive style with internal Operations, Finance, Account Management, Legal, and I.T. departments
Demonstrate highly tuned consultative sales and account management strategies
Environment – Office environment, at least 60+% travel required
Physical Requirements – Travel to customers, overnight-out of town travel to Clients and Sales Meetings, travel via airplane and vehicles; sitting, standing, walking; using computer monitors, keyboards
Join our team today where we are creating a better coordinated, increasingly collaborative, and more efficient healthcare system!
Equal Opportunity/Affirmative Action Statement
Change Healthcare is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, sexual orientation, gender identity, genetic information, national origin, disability, or veteran status. To read more about employment discrimination protections under federal law, read EEO is the Law at https://www.eeoc.gov/employers/eeo-law-poster and the supplemental information at https://www.dol.gov/ofccp/regs/compliance/posters/pdf/OFCCP_EEO_Supplement_Final_JRF_QA_508c.pdf.
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Change Healthcare maintains a drug free workplace and conducts pre-employment drug-testing, where applicable, in accordance with federal, state and local laws.
Change Healthcare is an equal opportunity employer. All qualified applicant will reveive consideration for employment without regard to race, color, religion, age, sex, sexual orientation, gender identity, genetic information, national origin, disability, or veteran status.