Director, Sales, Payer

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🔥 0 minutes ago

🇺🇸 United States – Remote

💵 $149k - $208.7k / year

⏰ Full Time

🔴 Lead

🤑 Sales

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MCG Health

WebsiteLinkedInAll Job Openings

201 - 500 employees

⚕️ Healthcare Insurance

☁️ SaaS

🏢 Enterprise

Healthcare Insurance • SaaS • Enterprise

MCG Health is a company that provides evidence-based clinical decision support and care management solutions for healthcare organizations. They offer software and services that help payers, providers, and patients make informed and effective care decisions. MCG Health works with government healthcare agencies, provider networks, and healthcare software vendors to integrate their guidelines into clinical workflows and utilization management. Their solutions are designed to help improve patient outcomes and streamline care coordination across various healthcare settings.

📋 Description

• Provide strategic direction and leadership to the sales team to achieve revenue, renewal, and retention goals aligned with organizational objectives. • Develop and implement payer-focused sales strategies, tactics, and initiatives to drive revenue growth, increase market share, and expand MCG's presence within health plans and payer organizations. • Consistently achieve or exceed annual revenue objectives, including new sales, renewals, and retention benchmarks within assigned quotas. • Forecast sales performance, analyze market and sales data, and utilize insights to drive decision-making and business results. • Maintain disciplined use of sales metrics, pipelines, CRM tools, and performance analytics to effectively manage the business. • Collaborate with Account Management, Marketing, Product Management, Finance, Legal, and other internal stakeholders to align sales efforts with enterprise objectives and deliver a seamless customer experience. • Lead and oversee payer-focused RFP responses, coordinating cross-functional resources to develop compelling and competitive proposals. • Conduct market research and competitive analysis to identify payer market trends, customer priorities, emerging opportunities, and competitive threats. • Partner with Sales Leadership to develop and deploy segment-specific sales strategies, tools, and messaging that effectively align MCG solutions with payer business objectives. • Negotiate and oversee contracts, pricing, and commercial terms with health plans, managed care organizations, government programs, and other payer entities to secure new business and maintain existing relationships. • Support the development and execution of strategies for industry conferences, payer-focused trade associations, and MCG-sponsored events. • Represent MCG at industry events, conferences, client meetings, and market-facing activities. • Recruit, develop, coach, and mentor a team of payer sales executives, ensuring strong sales execution and professional growth. • Lead the identification, development, and implementation of AI-enabled tools, resources, and best practices that enhance sales effectiveness, improve operational efficiency, support account strategy, and enable Sales Executives to deliver a consistent, high-value customer experience while ensuring compliance with company policies and responsible AI use. • Establish clear performance expectations, monitor team performance, provide ongoing coaching, and address performance issues when necessary. • Foster a collaborative, inclusive, and high-performance culture that supports employee engagement, accountability, and results. • Partner with Sales Operations to support forecasting, business analysis, process improvement, territory planning, and strategic sales initiatives. • Champion the effective use of AI-enabled sales tools, analytics, and automation capabilities to improve pipeline management, forecasting accuracy, sales productivity, and customer engagement.

🎯 Requirements

• Bachelor's degree in Business Administration, Marketing, Healthcare Administration, or a closely related field. • At least 10 years of experience in enterprise software, healthcare technology, or healthcare services sales, demonstrating a consistent track record of revenue growth and quota attainment. • At least 5 years of experience leading and developing high-performing sales teams. • Significant knowledge of the healthcare payer market, including health plans, managed care organizations, utilization management, care management, and healthcare operations. • Knowledge of evidence-based clinical guidance, utilization management processes, and the role of clinical decision support solutions within payer organizations. • Advanced proficiency with CRM platforms, sales analytics, forecasting methodologies, and Microsoft Office applications. • Ability to travel up to 40% of the time to client sites, conferences, industry events, and MCG-sponsored meetings.

🏖️ Benefits

• 💻 Remote work • ✈️ Travel expected 2-3 times per year for company-sponsored events • 🩺 Medical, dental, vision, life, and disability insurance • 📈 401K retirement plan; flexible spending and health savings account • 🏝️ 15 days of paid time off + additional front-loaded personal days • 🏖️ 14 company-recognized holidays + paid volunteer days • 👶 up to 8 weeks of paid parental leave + 10 weeks of paid bonding leave • 🌈 LGBTQ+ Health Services • 🐶 Pet insurance