Senior Sales Executive, Provider
$121k - $170k USD
At MCG, we lead the healthcare community to deliver patient-focused care. We have a mission-driven team of talented physicians and technical experts developing our evidence-based content and innovating our products to accelerate improvements in healthcare. If you are driven to enhance the US healthcare system, MCG is eager to have you join our team. We cultivate a work environment that nurtures personal and professional growth, and this is a thrilling time to become a part of our organization. With dynamic roles that offer meaningful impact, you'll be able to fully realize your potential. Plus, you'll enjoy world-class benefits and the security, stability, and resources of our parent company, Hearst, with over 100 years of experience.
The Senior Sales Executive, Provider will be responsible for driving revenue growth focusing on typically managed care organizations, Hospitals, Medical Groups, HMO’s, PPO’s, Third Party Administrators, insurance companies, Physician groups, other organizations who manage risk, and, as assigned on a case by case basis, Accountable Care Organizations (ACO’s) Physician Groups and Integrated Delivery Systems (combined hospitals and plans), in their assigned territory by successfully growing and retaining existing provider clients and aggressively targeting, engaging and closing provider prospects. In their assigned market, this position will also work collaboratively with the assigned account management team to develop the necessary tactics and relationships to ensure high client growth, satisfaction, and retention.
You Will:
• Develop and manage execution of advanced strategies to create demand, grow pipeline and close new business and upsell sales opportunities for a territory, solution or market segment
• Proactively direct all sales activity within assigned territory of significant scope or strategic importance
• Analyze and translate market and competitive intelligence into sales strategies that anticipate trends and changing market environment
• Maintain a broad network of existing and prospective client relationships and industry partners
• Build and maintain strategic partnerships at multiple levels within the client organization
• Lead complex contract negotiations
• Meet or exceed annual revenue targets, client retention goals and client satisfaction metrics for assigned provider markets/accounts
• Appropriately deliver meaningful and constructive responses to RFP/I’s while working collaboratively with other internal resources
• Actively support the Division’s Tradeshow/Industry Event strategy and execution
• Consistently use and maintain metrics, pipelines, CRM tools, and quantitative feedback to effectively manage their business
• Develop and maintain strong relationships with the various members of the MCG teams including management, Sales Executives, Account Management, Alliance Partner, Product Management Training and Technical organizations
• Be able to constructively and positively translate broader strategic priorities into daily tasks and tactics
• With guidance from the Sales Leadership team, be able to deploy strong segment driven sales strategies, tactics and tools that effectively identify client/prospect priorities and efficiently aligns the sales process accordingly.
• Be open to learning and developing new skills under the mentorship of the Sales leadership team
• Demonstrate the ability to interact and cooperate well with all division employees
• Engage constructively and appropriately with peers to achieve overall goals
• Be an adept communicator with the ability to think on their feet and effectively engage clients/prospects
• Can travel overnight at least 50%
What We're Looking For:
• You have 5+ years direct sales experience with demonstrated ability to close sales and drive revenue growth within the hospital organizations
• You thrive in a fast-paced environment
• You have experience with enterprise software solutions and large, complex organizations
• You have experience working with providers regarding resource management and cost benefit analysis
• You manage pipeline and forecast to consistently drive sales opportunities to closure against a sales quota
• You have experience in previous negotiations involving complex contract negotiations.
• You can work collaboratively, proactively and positively with internal and external customers
• You possess a clinical background (preferred)
• You have a bachelors' degree in a related field
• You have hospital revenue cycle knowledge
• You possess significant knowledge of the managed care/case management and health care industry (preferred)
• You have experience managing RFP/RFI response and follow-up
This role will require up to 60% travel to territory locations.
Pay Range (Base): $121,000 - $170,000
This role is eligible for variable compensation.
Perks & Benefits:
💻 Remote work
✈️ Travel expected 2-3 times per year for company-sponsored events
🩺 Medical, dental, vision, life, and disability insurance
📈 401K retirement plan; flexible spending and health savings account
🏝️ 15 days of paid time off + additional front-loaded personal days
🏖️ 14 company-recognized holidays + paid volunteer days
👶 up to 8 weeks of paid parental leave + 10 weeks of paid bonding leave
🌈 LGBTQ+ Health Services
🐶 Pet insurance
📣 Check out more of our benefits here: https://www.mcg.com/about/careers/benefits/
MCG Health is a Seattle, Washington-based company and is considering remote/hybrid candidates with some travel for company-sponsored events.
The ideal candidate should be comfortable balancing the independence of remote/hybrid work with the collaborative opportunities offered by periodic in-person engagements.
We embrace diversity and equal opportunity and are committed to building a team that represents a variety of backgrounds, perspectives, and skills. Only with diverse thoughtsand ideas will we be able to create the change we want in healthcare. The more inclusive we are, the better our work will be for it.
All roles at MCG are expected to engage in occasional travel to participate in team or company-sponsored events for the purposes of connection and collaboration.
It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.
MCG is a leading healthcare organization dedicated to patient-focused care. We value our employees' unique differences and are an Equal Employment Opportunity (EEO) employer. Our diverse workforce helps us achieve our goal of providing the right care to everyone. We welcome all qualified applicants without regard to race, religion, nationality, gender, sexual orientation, gender identity, age, marital status, veteran status, disability, pregnancy, parental status, genetic information, or political affiliation. We are committed to improving equity in healthcare and believe that a diverse workplace fosters curiosity, innovation, and business success. We are happy to provide accommodations for individuals. Please let us know if you require any support.