INTRODUCTION

This is a sales leader role focused on leading a team of field sales executives selling Cotiviti’s healthcare Payment Accuracy solutions in the healthcare payer space. Experience leading sales teams is required as is extensive experience calling on and selling to Health Plan “C” level executives, SVP Business Owners, procurement, VPs and directors is essential. Experience working in a leading Health Plan software and service vendor selling Payment Accuracy solutions including claim editing, data mining, coordination of benefits, clinical chart validation and/or fraud, waste and abuse detection is also key. We are looking for candidates across the US.

Responsibilities

• Sales Team Development: Drive an agenda to build, train, motivate and manage a high performing sales team. Model and drive accountability within the team for achievement of sales goals.
• Lead the team in the successful identification and conversion of sales opportunities in new accounts into closed business.
• Achieve or exceed team sales booking goals through new logo acquisition and cross selling of new product to existing client accounts as defined by the organization’s leadership and strategic imperatives.
• Define and drive the business development process for assigned market. Develop strategies, budgets and accurate sales forecasts to execute business plans and deliver on commitments.
• Identify new market/customer opportunities for growth through prospecting, growth and competitive displacement.
• Establish multi-level relationships with potential customer decision makers and meet regularly to manage the sales process and reinforce Cotiviti’s relationship with the prospects.
• Ensure that the sales team maintains a target list of opportunities, updates customer profiles and provides accurate forecasts/pipeline tracking within the Cotiviti sales process and CRM.
• Collaborate within a heavily matrixed environment in order to leverage internal resources and external contacts to drive new business leads and referrals.
• Partner with the Business Unit, Product and Marketing organizations to bring new products to market, ensure successful launch and drive early sales.
• Lead the sales team in creating unique value for prospective customers by seeking to understand their business problems, issues and opportunities in new or different ways.
• Lead the sales team in delivering winning value propositions using customer metrics rather than product features.
• Individually lead sales pursuits as necessary to ensure successful achievement of team goals.
• Develop and deliver sales solutions and customer presentations that result in increased sales by consistently and effectively reinforcing the company's value proposition and brand identity in distinctive and compelling ways.
• Create and drive a sales leadership culture where sales executives link planning and strategy tools with selling and execution skills.
• Develop and implement key metrics to drive performance in total customer focus and account development.
• Utilize performance and talent management tools as core processes for driving performance through ongoing goal setting, results measurement, individual and team development, and talent identification and deployment.
• Ensure that the sales team effectively transitioned to Client Engagement in a manner that is non-disruptive to the customer’s operation, delivers on our commitments to them, and retains them as a customer.
• Lead the sales team in supporting Client Engagement securing key, named account/product renewals.

This job description is intended to describe the general nature and level of work being performed and is not to be construed as an exhaustive list of responsibilities, duties and skills required. This job description does not constitute an employment agreement and is subject to change as the needs of Cotiviti and requirements of the job change.

QUALIFICATIONS

• Bachelor’s Degree in Healthcare, Marketing, Business or related field required.
• 7-10 years’ experience prospecting new business accounts and selling software products in a hunter sales role.
• Minimum 5+ years’ experience selling into Health Plans. 7+ years’ experience preferred.
• 3+ years leading field sales teams of 5 to 7 reps desired.
• Extensive experience calling on and selling to Health Plan “C” level executives, SVP Business Owners, procurement, VPs and directors.
• Proven track record of leading a sales team in achieving a team quota of tens of millions of dollars by closing Health Plan software system and service sales with contract values ranging from hundreds of thousands to multi-millions.
• Experience working in a leading Health Plan software and service vendor selling Payment Accuracy solutions including claim editing, data mining, coordination of benefits, clinical chart validation and/or fraud, waste and abuse detection.
• Must have a network of Health Plan account contacts at the Executive level.
• Experience selling Payment Accuracy solutions to Third Party Administrators is highly desirable.
• Excellent understanding of market penetration strategies, market development techniques, and market segmentation strategies.

Mental Requirements:

• Assessing the accuracy, neatness and thoroughness of the work assigned.
• Demonstrated ability to balance activities across multiple internal customers, campaigns, tasks, and performance pressures.
• Strong analytical skills with the demonstrated ability to research prospective customers and plan sales prospecting activities accordingly.
• Excellent oral and written skills.
• Strong interpersonal skills required. Understands that internal customers’ interests are best served through continuous prospecting and intelligence gathering activities and proactive communication with sales partners.
• Must be able to perform daily functions with little or no direct supervision.

Physical Requirements and Working Conditions:

• Remaining in a stationary position, often standing or sitting for prolonged periods.
• Repeating motions that may include the wrists, hands and/or fingers.
• Must be able to provide a dedicated, secure work area.
• Must be able to provide high-speed internet access/connectivity and office setup and maintenance.
• No adverse environmental conditions expected.

COMPENSATION

• Base compensation ranges from $165,000 to $210,000. Specific offers are determined by various factors, such as experience, education, skills, certifications, and other business needs.
• This role is eligible for commission.
• Cotiviti offers team members a competitive benefits package to address a wide range of personal and family needs, including medical, dental, vision, disability, and life insurance coverage, 401(k) savings plans, paid family leave, 9 paid holidays per year, and 17-27 days of Paid Time Off (PTO) per year, depending on specific level and length of service with Cotiviti. For information about our benefits package, please refer to our Careers page.
• Since this job will be based remotely, all interviews will be conducted virtually.

Date of posting:

Applications are assessed on a rolling basis. We anticipate that the application window will close on, but the application window may change depending on the volume of applications received or close immediately if a qualified candidate is selected.

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