Senior Sales Executive

At MCG, we lead the healthcare community to deliver patient-focused care. We have a mission-driven team of talented physicians and technical experts developing our evidence-based content and innovating our products to accelerate improvements in healthcare. If you are driven to enhance the US healthcare system, MCG is eager to have you join our team. We cultivate a work environment that nurtures personal and professional growth, and this is a thrilling time to become a part of our organization. With dynamic roles that offer meaningful impact, you'll be able to fully realize your potential. Plus, you'll enjoy world-class benefits and the security, stability, and resources of our parent company, Hearst, with over 100 years of experience.

The Senior Sales Executive – Payor is responsible for driving revenue growth by targeting and managing strategic and national managed care organizations, HMOs, PPOs, Third Party Administrators, insurance companies, and other risk-managing entities. This includes growing and retaining existing payor clients and engaging and closing new payor prospects in their assigned territory. 

In their assigned market, this position will work collaboratively with the Account Management team to develop the necessary tactics and relationships to ensure high client growth, satisfaction, and retention. 

You Will:

• Plans and conducts the overall growth and revenue retention strategy for assigned payor clients in partnership with the Account Management team and under the direction of the Payor sales leadership team. 
• Sell into strategic-level opportunities, including managed care organizations, HMOs, PPOs, Third Party Administrators, and insurance companies. 
• Proactively manage and support directly assigned payor accounts, including overseeing account activities, addressing client needs, and ensuring successful account growth and retention.
• Develop and implement sales strategies to drive revenue growth from existing and new clients within the assigned territory. 
• Identify, engage, and close new payor prospects to expand the client base. 
• Meets or exceeds annual revenue targets, client relicense goals, and client satisfaction metrics for assigned payor markets/accounts. 
• Appropriately delivers meaningful and constructive responses to RFP/I’s while working collaboratively with other internal resources. 
• Actively support the division’s tradeshow and industry event strategy, including planning, execution, and follow-up activities to maximize exposure and business opportunities. 
• Consistently uses and maintains metrics, pipelines, CRM tools, and quantitative feedback to effectively manage their business. 
• Develops and maintains strong relationships with the various members of the MCG teams, including Sales Executives/Sales Operations, Contracts, Account Management, Alliance Partners, Product Management Training, and other departments. 
• Ability to translate broader strategic priorities constructively into daily tasks and tactics. 
• Deploy strong segment-driven sales strategies, tactics, and tools that effectively identify client/prospect priorities and efficiently align the sales process accordingly. 
• Participate in sales coaching, tactics, and training sessions, and remain open to learning and developing new skills under the mentorship of the Sales Leadership team. 
• Collaborate constructively and professionally with peers to achieve overall goals. 
• Demonstrate strong communication skills and engage clients and prospects effectively. 
• Gain thorough expertise in all aspects of Guideline products and technology to ensure successful client interactions and engagement. 
• Conduct thorough market research to identify potential clients, understand market trends, and recognize opportunities for business expansion. 
• Develop and maintain strong relationships with key decision-makers and stakeholders within target organizations.
• Prepare and deliver persuasive sales presentations and proposals tailored to the specific needs of each client.
• Work closely with the Account Management team and other internal departments to ensure seamless client onboarding, satisfaction, and ongoing support. 
• Lead contract negotiations with prospective and existing clients to secure favorable terms and agreements. 
• Provide regular sales reports and forecasts to senior management, tracking progress against targets and adjusting strategies as needed. 
• Accurately document all sales activities, c