[Hiring] Strategic Payer Initiatives Sales Executive @Labcorp
Role Description
Labcorp is seeking a Strategic Payer Initiative Sales Executive to join our team. The territory for this remote position covers all of the United States territory.
• Drive new mid-market, national accounts, Fortune 500 payers and channel partnership business that results in additive revenue for the organization to deliver assigned annual quota.
• Identify and prioritize target health plan accounts and channel partners, understanding their needs, objectives, and pain points related to quality performance and gaps in care solutions.
• Build and maintain strong relationships with target account key decision-makers and stakeholders within health plans and channel providers to drive successful closure and ensure future utilization.
• Manage the acquisition process, from initial customer prospecting, contract signature, and relationship management (cold calling, direct outreach and events, prospecting, networking, proposal generation, contract negotiations, conversion, etc.).
• Maintain internal reporting and documentation requirements in SFDC (Salesforce.com) and other applicable areas.
• Guide prospects through the buying process, understanding needs, and anticipating challenges and hurdles to ease the prospect’s ability to buy.
• Increase awareness and market knowledge of Labcorp’s Gaps in Care programs and services.
• Deliver engaging, compelling sales and product presentations, with a strategic account-based selling approach focused on creating unique sales strategies at the account level.
• Collaborate with other sales and internal teams to develop new and existing relationships and ensure successful hand-offs for implementation and future utilization.
• Successfully build and execute an annual sales plan. Provide timely and accurate forecasts of sales prospects according to product, timeline and value. Prepare and submit sales reports showing sales volume, potential sales, and areas of proposed opportunity and prospects.
• Lead training for teams to educate on the product line and provide market updates.
Qualifications
• Bachelor’s degree
• 5 or more years sales experience in new business and pipeline development
• 3 years of payer sales experience
• Ability to travel 40% of the time
Requirements
• 5 or more years payer sales experience
• Proven network within the payer market and industry associations with ability to effectively navigate the payer ecosystem.
• Strong understanding of quality performance including HEDIS, Medicare Stars, NCQA and other quality ratings systems.
• Experience selling quality performance improvement or gaps in care solutions to payers is strongly preferred.
• Intellectually curious, self-motivated, and engaging with a self-directed entrepreneurial spirit and a bias to action.
• Demonstrated ability in consultative and solution-oriented selling, with exceptional closing skills and a strong focus on understanding client needs to articulate and deliver value (ROI).
• High degree of communication and business acumen skills to build meaningful relationships, establish credibility, and lead through influence.
• Experience using Salesforce for sales data
Benefits
• Employees regularly scheduled to work 20 or more hours per week are eligible for comprehensive benefits including: Medical, Dental, Vision, Life, STD/LTD, 401(k), Paid Time Off (PTO) or Flexible Time Off (FTO), Tuition Reimbursement and Employee Stock Purchase Plan.
• Employees regularly scheduled to work less than 20 hours, Casual, Intern, and Temporary employees are only eligible to participate in the 401(k) Plan.
• Employees who are regularly scheduled to work a 7 on/7 off schedule are eligible to receive all the foregoing benefits except PTO or FTO.
Labcorp is seeking a Strategic Payer Initiative Sales Executive to join our team. The territory for this remote position covers all of the United States territory.
• Drive new mid-market, national accounts, Fortune 500 payers and channel partnership business that results in additive revenue for the organization to deliver assigned annual quota.
• Identify and prioritize target health plan accounts and channel partners, understanding their needs, objectives, and pain points related to quality performance and gaps in care solutions.
• Build and maintain strong relationships with target account key decision-makers and stakeholders within health plans and channel providers to drive successful closure and ensure future utilization.
• Manage the acquisition process, from initial customer prospecting, contract signature, and relationship management (cold calling, direct outreach and events, prospecting, networking, proposal generation, contract negotiations, conversion, etc.).
• Maintain internal reporting and documentation requirements in SFDC (Salesforce.com) and other applicable areas.
• Guide prospects through the buying process, understanding needs, and anticipating challenges and hurdles to ease the prospect’s ability to buy.
• Increase awareness and market knowledge of Labcorp’s Gaps in Care programs and services.
• Deliver engaging, compelling sales and product presentations, with a strategic account-based selling approach focused on creating unique sales strategies at the account level.
• Collaborate with other sales and internal teams to develop new and existing relationships and ensure successful hand-offs for implementation and future utilization.
• Successfully build and execute an annual sales plan. Provide timely and accurate forecasts of sales prospects according to product, timeline and value. Prepare and submit sales reports showing sales volume, potential sales, and areas of proposed opportunity and prospects.
• Lead training for teams to educate on the product line and provide market updates.
Qualifications
• Bachelor’s degree
• 5 or more years sales experience in new business and pipeline development
• 3 years of payer sales experience
• Ability to travel 40% of the time
Requirements
• 5 or more years payer sales experience
• Proven network within the payer market and industry associations with ability to effectively navigate the payer ecosystem.
• Strong understanding of quality performance including HEDIS, Medicare Stars, NCQA and other quality ratings systems.
• Experience selling quality performance improvement or gaps in care solutions to payers is strongly preferred.
• Intellectually curious, self-motivated, and engaging with a self-directed entrepreneurial spirit and a bias to action.
• Demonstrated ability in consultative and solution-oriented selling, with exceptional closing skills and a strong focus on understanding client needs to articulate and deliver value (ROI).
• High degree of communication and business acumen skills to build meaningful relationships, establish credibility, and lead through influence.
• Experience using Salesforce for sales data
Benefits
• Employees regularly scheduled to work 20 or more hours per week are eligible for comprehensive benefits including: Medical, Dental, Vision, Life, STD/LTD, 401(k), Paid Time Off (PTO) or Flexible Time Off (FTO), Tuition Reimbursement and Employee Stock Purchase Plan.
• Employees regularly scheduled to work less than 20 hours, Casual, Intern, and Temporary employees are only eligible to participate in the 401(k) Plan.
• Employees who are regularly scheduled to work a 7 on/7 off schedule are eligible to receive all the foregoing benefits except PTO or FTO.