Managing Director, Health Plan Sales

Company Description

PG Forsta is the leading experience measurement, data analytics, and insights provider for complex industries—a status we earned over decades of deep partnership with clients to help them understand and meet the needs of their key stakeholders. Our earliest roots are in U.S. healthcare –perhaps the most complex of all industries. Today we serve clients around the globe in every industry to help them improve the Human Experiences at the heart of their business. We serve our clients through an unparalleled offering that combines technology, data, and expertise to enable them to pinpoint and prioritize opportunities, accelerate improvement efforts and build lifetime loyalty among their customers and employees.

Like all great companies, our success is a function of our people and our culture. Our employees have world-class talent, a collaborative work ethic, and a passion for the work that have earned us trusted advisor status among the world’s most recognized brands. As a member of the team, you will help us create value for our clients, you will make us better through your contribution to the work and your voice in the process. Ours is a path of learning and continuous improvement; team efforts chart the course for corporate success.

Our Mission:

We empower organizations to deliver the best experiences. With industry expertise and technology, we turn data into insights that drive innovation and action. 

Our Values:

To put Human Experience at the heart of organizations so every person can be seen and understood. 

• Energize the customer relationship: Our clients are our partners. We make their goals our own, working side by side to turn challenges into solutions. 
• Success starts with me: Personal ownership fuels collective success. We each play our part and empower our teammates to do the same. 
• Commit to learning: Every win is a springboard. Every hurdle is a lesson. We use each experience as an opportunity to grow. 
• Dare to innovate: We challenge the status quo with creativity and innovation as our true north. 
• Better together: We check our egos at the door. We work together, so we win together. 

Job Description

The Managing Director is responsible for leading the overall relationship with health plan clients to ensure that client value is realized, as well as identifying, pursuing, and securing new business opportunities to drive company growth of Press Ganey solutions.

Duties & Responsibilities:

• Serve as the overall relationship manager for the client and be responsible for retention of existing client revenue through developing outstanding relationships across all levels of the organization, especially within the executive suite.
• Lead the client value strategy, navigating the C-suite and other business leaders, to ensure the client is maximizing the relationship. 
• Identify sales opportunities and engage with the sales team to partner on securing growth.
• Develop and implement effective business development strategies to generate net new business.
• Identify and target potential clients through market research, networking, and lead generation.
• Conduct presentations and demonstrations to prospective clients to showcase our solutions.
• Manage the sales pipeline ensuring targets are met.
• Analyze market trends and competitor activities to identify new opportunities and adjust strategies as needed.
• Responsible for meeting regularly with the C-Suite (including ongoing Executive Briefings) to align with the strategy and goals of the client organization.
• Demonstrate deep knowledge of client and develop recommendations based on clients’ business needs and usage patterns.
• Work cross functionally across Press Ganey to fulfill on client value proposition and address client needs/concerns. This includes facilitating on-demand and proactive guidance for the client.
• Provide market insights and strategic advice.
• Understand client Partnership Dashboard (including Voice of Client and internal client health assessment) and implement plans to address.

Qualifications

• 5-10 years sales experience 
• Experience in selling to health plans (payers) and TPAs (Third-party Administrator)
• Understanding of Health Plans, including Star Ratings, HEDIS measures, Medicare, Medicaid, etc.
• Excellent interpersonal, communications, listening, and presentations skills.
• Solid working knowledge of strategic planning, execution of strategy, business development and sales
• Demonstrated solid leadership qualities and organizational skills
• Flexible to work between the hours of 8AM ET and 5PM ET including week