Strategic Account Executive - Health Plans / PBMs

Surescripts serves the nation through simpler, trusted health intelligence sharing, in order to increase patient safety, lower costs and ensure quality care. We deliver insights at critical points of care for better decisions — from streamlining prior authorizations to delivering comprehensive medication histories to facilitating messages between providers.
 

Job Summary 

The Strategic Account Executive – Health Plans / PBMs plays a key role in driving new business development, expanding sales within existing customer accounts, and maintaining long-term client relationships. The Strategic Account Executive will build and sustain strategic partnerships that foster mutual growth, profitability, trust, loyalty, and innovation. The Account Executive is responsible for identifying and pursuing sales and business development opportunities across both existing accounts and new relationships. Specific responsibilities may vary depending on the client or account. Key duties include identifying and developing opportunities through new and existing channels, developing proposals, negotiating, and executing contracts, and driving account strategy. The Account Executive will utilize the organization’s full suite of enterprise resources and capabilities to deliver value-driven solutions that align both customer needs and company goals. 

Responsibilities 

• Sell the company’s healthcare tech products and services to new and existing customers. 

• Function as a trusted advisor and customer advocate to develop and manage strong relationships with key individuals and top decision makers in partner firms and/or territories.

• Identify and execute strategies that grow and enhance the Surescripts Network Alliance. Earn buy-in internally and with clients to mutually achieve business objectives and solve pain points. 

• Meet and exceed revenue targets as articulated by assigned annual and long-term corporate business objectives. 

• Identify, negotiate, and close opportunities to achieve quota.

• Monitor market conditions, product innovations and provide competitive insights to internal stakeholders. 

• Engage clients in innovation-focused discussions and pilot opportunities to drive early adoption of new products/technology. Negotiate and close agreements that support business development.

• Exhibit a deep understanding of the Healthcare industry and, specifically, Health Plan, PBM and other entities that serve payers. 

• Exhibit a deep understanding of Surescripts services, products, and capabilities. 

• ·Collaborate with internal partners during the sales process such as Product Innovation, Legal, Finance, Security, Marketing and Account Management. 

• Represent Surescripts in relationship building, consultative, and social capacity at appropriate trade shows, conferences, and industry events. 

• Prepare and maintain records for leads and performance toward goals, including close dates, implementation dates, close/won success using Salesforce and at regularly scheduled sales management meetings. 

• Drive a corporate culture of urgency, simplicity, and sales success with team and peers by supporting the company culture. 

Qualifications 

Basic Requirements: 

• Bachelor's degree or equivalent experience. 

• 10+ years of Health Plan and Healthcare IT experience including strategically selling into the large payer market. 

• Experience selling workflow solutions, data assets and network capabilities. 

• 10 + years of experience closing complex $500K+ deals. 

• Experience managing sales cycles up to 12 months in length. 

• Experience with contract negotiations.

• Experience leading through a sales process with complex partners. 

• 5 + years of individual experience leading account development. 

• Proficiency with Salesforce and Microsoft tools, including Co-Pilot.

Preferred Qualifications: 

• Experience selling value-based care solutions, data analytics solutions or interoperability solutions. 

• Advanced degree such as a PharmD, MBA or other Masters level credential 

• Experience with strategic and solutions selling methodologies.