Sales Director/Senior Sales Director, Healthcare Services

ABOUT PERFORMANT:

At Performant, we’re focused on helping our clients achieve their goals by providing technology-enabled services which identify improper payments and recoup or prevent losses due to errant billing practices. We are the premier independent healthcare payment integrity company in the US and a leader across several markets, including Medicare, Medicaid, and Commercial Healthcare. Through this important work we accomplish our mission: To offer innovative payment accuracy solutions that allow our clients to focus on what matter most – quality of care and healthier lives for all.

If you are seeking an employer who values People, Innovation, Integrity, Fun, and fostering an Ownership Culture – then Performant is the place for you!

ABOUT THE OPPORTUNITY:

Hiring Range: $130,000 - $165,000

As the Senior Director of Sales, you will have the responsibility for growing our business by promoting and selling Performant solutions into the healthcare market primarily in the Midwest Region, you will be accountable for achieving assigned revenue and market expansion goals by driving the sales lifecycle and educating potential clients on how Performant’s solutions can impact their bottom line. 

Key Responsibilities

Sales Activities: 

• Meet assigned financial targets for new business. 

• Develop sales pipeline and forecast.

• Track all meetings and sales activities in CRM (Salesforce)

• Leverage relational network within an assigned territory to source leads and identify opportunities to expand Performant’s footprint and create sales opportunities 

• Cultivate product expansion opportunities with existing clients.

• Understand target company business and educate target companies on Performant offerings to identify solution opportunities. 

• Build forecasting and account strategies for assigned territory. 

• Successfully manage and execute simultaneous opportunities with sales cycles ranging from 6-18 months. 

• Deliver effective presentations to prospects and articulate Performant’s message, solutions, and key differentiators. 

• Attend no less than 4 tradeshows/conferences per year to assist at the Performant booth, attend meetings with clients and or prospects, and generate leads for new opportunities.

• Continuous evaluation of sales performance against objectives, and adjustment to territory strategies as needed to meet business objectives. 

Relationships and Collaboration:

• Build a relational network within the assigned territory without losing sight of the ability to close business.

• Build relationships and collaborate internally effectively. 

• Leads cross-functional activity required to support the sales cycle. 

Solution Delivery and Client Satisfaction:

• Partners with Implementation and Account Management to ensure successful customer implementation strategy and successful transition from sales to solution implementation. 

• Establishes feedback process with Implementation and Account Managers to support and influence solution implementation and ongoing engagement as needed.

Other:

• Serves as a positive role model and leads by example in alignment with the company mission, vision, and values. 

• Participate in developing sales tools and processes based on best business practices and sales strategy.

• Travel as required.

• Other duties and initiatives as assigned to meet business needs.

Knowledge, Skills and Abilities Needed

• Strong understanding of the healthcare industry and demonstrated ability to navigate within it to identify key stakeholders and acquire new clients. 

• Requires exceptional influencing, facilitation, and communication skills coupled with analytical and critical thinking abilities. 

• Strong understanding of and ability to manage full sales lifecycle for solutions and/or consulting services. 

• Great listening skills and patience with demonstrated ability to leverage effectively throughout the sales and customer life cycle.

• Demonstrated ability to develop and leverage a strong network within assigned territory and industry, bring stakeholders on board, and manage relationships effectively in the best interest of the business.

• Strong technical and presentation skills that can be leveraged to understand and effectively communicate P