Senior Sales Executive

The Senior Sales Executive – Payor is responsible for driving revenue growth by targeting and managing strategic and national managed care organizations, HMOs, PPOs, Third Party Administrators, insurance companies, and other risk-managing entities. This includes growing and retaining existing payor clients and engaging and closing new payor prospects in their assigned territory. 

In their assigned market, this position will work collaboratively with the Account Management team to develop the necessary tactics and relationships to ensure high client growth, satisfaction, and retention. 

You Will:

• Plans and conducts the overall growth and revenue retention strategy for assigned payor clients in partnership with the Account Management team and under the direction of the Payor sales leadership team. 
• Sell into strategic-level opportunities, including managed care organizations, HMOs, PPOs, Third Party Administrators, and insurance companies. 
• Proactively manage and support directly assigned payor accounts, including overseeing account activities, addressing client needs, and ensuring successful account growth and retention.
• Develop and implement sales strategies to drive revenue growth from existing and new clients within the assigned territory. 
• Identify, engage, and close new payor prospects to expand the client base. 
• Meets or exceeds annual revenue targets, client relicense goals, and client satisfaction metrics for assigned payor markets/accounts. 
• Appropriately delivers meaningful and constructive responses to RFP/I’s while working collaboratively with other internal resources. 
• Actively support the division’s tradeshow and industry event strategy, including planning, execution, and follow-up activities to maximize exposure and business opportunities. 
• Consistently uses and maintains metrics, pipelines, CRM tools, and quantitative feedback to effectively manage their business. 
• Develops and maintains strong relationships with the various members of the MCG teams, including Sales Executives/Sales Operations, Contracts, Account Management, Alliance Partners, Product Management Training, and other departments. 
• Ability to translate broader strategic priorities constructively into daily tasks and tactics. 
• Deploy strong segment-driven sales strategies, tactics, and tools that effectively identify client/prospect priorities and efficiently align the sales process accordingly. 
• Participate in sales coaching, tactics, and training sessions, and remain open to learning and developing new skills under the mentorship of the Sales Leadership team. 
• Collaborate constructively and professionally with peers to achieve overall goals. 
• Demonstrate strong communication skills and engage clients and prospects effectively. 
• Gain thorough expertise in all aspects of Guideline products and technology to ensure successful client interactions and engagement. 
• Conduct thorough market research to identify potential clients, understand market trends, and recognize opportunities for business expansion. 
• Develop and maintain strong relationships with key decision-makers and stakeholders within target organizations.
• Prepare and deliver persuasive sales presentations and proposals tailored to the specific needs of each client.
• Work closely with the Account Management team and other internal departments to ensure seamless client onboarding, satisfaction, and ongoing support. 
• Lead contract negotiations with prospective and existing clients to secure favorable terms and agreements. 
• Provide regular sales reports and forecasts to senior management, tracking progress against targets and adjusting strategies as needed. 
• Accurately document all sales activities, client interactions, and pipeline updates in Salesforce to maintain comprehensive and up-to-date records. 

What We're Looking For: 

• At least 7 years of direct sales experience in the payer market with demonstrated ability to close complex sales and drive revenue growth. 
• Bachelor’s degree in Business, Marketing, Healthcare Administration, or a closely related field. 
• Extensive knowledge of the managed care, case management, and healthcare industries. 
• Demonstrated success in meeting or exceeding annual sales quotas of $4 million or more. 
• Advanced proficiency in using CRM software, such as Salesforce, to manage accounts, track sales activities, and generate reports. 
• Well-versed in the use and role of clinical guidelines by payors and providers for Utilization Management (UM) and Case Management/Population Health. 
• Experienced in managing responses to RFPs and RFIs, including follow-up activities. 
• Familiarity with complex pricing structures; knowledge of CPQ systems. 
• Ability to travel up to 65% of the time to trade shows, sales meetings, and MCG-sponsored events.

Preferred Qualifications:

• Master’s degree in Business, Marketing, Healthcare Administration, or a closely related field preferred. 
• Familiarity with the regulatory environment and compliance requirements in the healthcare and insurance sectors. 
• Excellent communication and presentation skills, with the ability to effectively engage and influence key decision-makers. 
• Ability to analyze market trends and customer needs to develop targeted sales strategies. 
• Strong interpersonal skills and the ability to build and maintain relationships with clients and stakeholders. 
• Experience or familiarity with Miller Heiman, Korn Ferry Blue Sheets, and Strategic Selling Methodology.

Pay Range: $117,100 - $163,900

Other compensation: Bonus Eligible

Perks & Benefits:

💻 Remote work

🩺 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

👶 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/