Business Development Representatives (Remote)

Description



Who We Are - Motivated by Purpose. Powered by Clinical Expertise.

Founded in 1983, we’re a clinically-driven, tech-enabled utilization management company offering expert clinical reviews, regulatory guidance, and actionable insights to healthcare organizations.

Excellence starts with our people.

WE OFFER

• A competitive compensation package.
• Benefits include healthcare, vision and dental insurance, a generous 401k match, paid vacation, personal time, and holidays.
• Growth and training opportunities.
• A team atmosphere with fun events and prizes scheduled throughout the year.

POSITION OVERVIEW

Responsible for participating in development and implementation of corporate wide marketing and sales activities.

Roles:

• Build funnel with leads for clinical review services in the health, pharmacy, third-party administrator, Taft- Hartley plans, employer self-insured, disability and worker’s compensation industries (nurse, initial medical director, specialty appeals, pharm tech, pharmacist, Quality of Care, High-Cost Specialty Drug Reviews, PA Optimization and MyCareChoices virtual second opinion).
• Partners with commercial sales and marketing teams to develop sales opportunities and grow funnel.
• Assists Customer Success reps in developing strong customer relationships, meets and exceeds sales targets, and provides world-class customer support

Major Responsibilities or Assigned Duties:

• Partner with regional sales representatives to search out new sales opportunities through new clients or new opportunities with existing clients
• Assist in developing a business strategy to maximize opportunities for clinical service offerings in health, pharmacy and other specialty areas of focus (High-Cost Specialty Drug Reviews, PA Optimization, MyCareChoices virtual second opinion, Sleep, Radiology, ABA Therapy, etc.)
• Achieve sales target and funnel growth volumes
• Advance sales funnel opportunities by (next 3 bullet points):
• Scheduling initial sales calls based on assigned geography to help penetrate markets/prospects
• Developing new contacts/relationships, probe to learn about the challenges the client may be facing and positioning initial value props to resolve those challenges
• Coordinating remote/onsite qualified appointments with sales representatives
• Assist with developing and modifying value propositions for existing and prospective business partners with messaging to solve current business challenges for clients and showcasing Organization’s differentiating factors
• Track customer contact results/outcomes and opportunities through Salesforce and applicable tools/ trackers
• Rigorous follow up and teaming with sales team on marketing and customer engagement strategies
• Develop a strong understanding of the MRIoA service portfolio to offer creative solutions to customers
• Conduct timely follow up with internal teams with adherence to all Quality and Compliance based expectations and process requirements
• Help Drive focused sales and marketing campaigns and follow up on opportunities for coverage and customer contact improvement
• Perform other sales focused tasks as needed to drive sales growth
• For Inside Sales Executive - Team Lead, add the following responsibilities or assigned duties (next 7 bullet points):
• Participate in the interview process for Commercial team member candidates, including Business Development Executives
• Onboarding of new Business Development Executives, including development of 30/60/90-day plans
• Post onboarding, provide feedback and coaching where needed, including during weekly 1:1s
• Provide feedback and input when participating in sales meetings or outbound calling campaigns with Inside Sales Executives
• Drive performance and ensure KPI targets are met by Business Development Executives
• Contribute to ongoing training and development of the Business Development Executives
• Set an example for team members of commitment, sales/calling/outreach activities, work ethics and habits and personal character

Requirements

Skills and Experience: 

• 2+ years of health industry related sales or inside sales experience (pharmacy benefit management, health plan, health insurance, third-party administrator, other health service sales experience preferred)
• Proficient in Microsoft Office Suite, specifically Microsoft Excel, PowerPoint, and Word
• Previous experience or comfortable with use of Zoom, Teams, ZoomInfo, LinkedIn Sales Navigator, Sales