Vice President

Sales and Business Development

Job Description

• Individual contributor role 

• Achieve annual sales goals, close new business 

• Develop and implement the annual sales plan, evaluate the attainment of sales/marketing goals 

• Assist in the development and creation of company sales targets and forecasts 

• Establish sales territories and quotas 

• Develop and maintain an effective organization through selection, training, compensation, motivation, termination, and review of sales staff 

• Develop prospects through networking and direct outreach to Healthcare insurance/payer companies and third-party administrators 

• Contact prospective clients by telephone or in-person to solicit business by determining their strategic, sales, IT systems, and implementation requirements 

• Conducts presentations to the client's senior-level management team, demonstrating the benefits and emphasizing product features based on analyses of customers' needs, and technical knowledge of product capabilities and limitations. Answer customers' technical questions 

• Manage prospect pipeline from interest (establishing relationship), development (understanding needs), and close. 

• Manage, track, and report on outstanding RFP and proposals  

• Participate in negotiations of major contracts, developing personal relationships with key clients 

Requirements

Experience:

  • Ten years of proven research sales experience 

  • Ten years of relevant Healthcare consulting or health insurance industry experience 

 

Technical Skills / Knowledge:

  • Alliances and a network of contacts with Healthcare payers and TPA industry 

  • Knowledge of Payer/TPA buying cycles and imperatives 

  • Sharp problem-solving, organizational, interpersonal, public speaking, and strategic   thinking skills 

  • Ability to understand a client’s underlying business needs and to develop a strategy to           fill them 

  • Exceptional verbal and written communication/presentation skills, including the ability to conduct compelling and concise demonstrations to technical and non-technical audiences, including sales staff 

  • Hands-on consultative, complex selling and negotiations experience 

  • Demonstrated proficiency in mentoring, coaching, and developing sales staff to create a results-driven, team-oriented environment