Director, Sales & Business Development - Managed Care

Job Summary

Reporting to the National VP of Sales, the Director, Sales & Business Development - Managed Care is an individual contributor, executive sales position. This individual will be responsible for selling Edgepark’s services and solutions portfolio across national and regional commercial, government, and private payor networks.

This Director, Sales & Business Development is responsible for securing new business through professional, consultative, and proactive sales activities directed at decision-makers and decision influencers at existing and new managed care accounts. This individual must be a strategic and resilient problem solver with a hunter mentality, offering deep and demonstrated expertise in managed care sales and relationship management.

The Director, Sales & Business Development – Managed Care is responsible for exceeding revenue and margin goals by acquiring new business and maximizing existing business across named accounts. This individual is expected to deliver a consultative sales approach, show innovation and creativity in deal constructs and negotiation, clearly articulate Edgepark’s unique value proposition and deploy sound go-to-market strategies.

Responsibilities

• Drive sales growth, develop account strategies, manage executive partnerships, convert sales targets, and strengthen existing relationships to achieve financial and performance goals 

• Ability to close a sale, having the communication skills, credibility, and authority to handle each account from lead generation through contract execution

• Provide leadership and strategic direction to ensure profitable growth

• Define vision, strategies, and tactics required for profitable and sustained growth across Edgepark’s managed care business

• Orchestrate initiatives focused on expansion of VBC partnerships, inclusive of program model design

• Lead account negotiations and re-negotiations of contractual programs, executing additional implementation and post-implementation requirements, identifying opportunities to streamline or improve processes

• Maintain aggressive funnel of ongoing sales opportunities across new and existing accounts leveraging a high level of financial and business acumen

• Conduct ongoing internal meetings with cross-functional stakeholders to provide visibility into pipeline, account management priorities, and contract commercialization efforts 

• Successfully negotiate contracts that balance customer priorities with Edgepark’s business interests and commercialization capabilities 

• Partner with Account Representative team to ensure alignment on account management strategies and long-range priorities

• Provide ongoing market feedback, identify opportunities for business investment/focus, and share insights into competitive activity 

• Deploy consultative approach with key accounts and targets in attempt to influence medical policies and administrative requirements 

• Develop strategic action plans by analyzing and leveraging data tools and enablement resources to help the organization achieve its financial and performance goals

Qualifications

• Minimum of 5 years of sales and/or account management experience within Managed Care, Payer Partnerships/Relations, or Healthcare Network Operations preferred

• Proven expertise and demonstrated success in driving revenue growth, exceeding sales targets, and relationship management

• A team player that will work ardently towards exceeding their own quota and deliver outstanding results

• Track record of effective contract negotiation, business development, and organizational leadership  

• Expertise in developing and implementing strategic initiatives and streamlining processes to deliver results  

• Experience in orchestrating initiatives to secure unique VBC partnerships

• Demonstrated adaptability and continuous learning desire 

• Robust understanding of customer base and business environment including experience working with multiple national and regional payers

• Strong ability to develop and maintain relationships with C-suite

• Extensive experience in consultative sales, with the ability to develop and deliver compelling value proposition

• Strong prospecting and pipeline management skills

• Ability to be a motivated self-starter, capable of independent action and business savvy

• Detail-oriented and competitive 

• Ability to multi-task with strong time management skills

• Excellent oral and written communication/interpersonal skills

• The ability to