Director of Sales

This is a fully remote position, open to applicants in Florida.

📋 Description

• Spearhead the acquisition of new logos and drive revenue growth across health plans, employers, TPAs, consultants, and health systems.

• Identify, cultivate, and finalize strategic enterprise opportunities within the healthcare sector.

• Formulate territory and account strategies, buyer engagement frameworks, and sales tactics tailored to specific opportunities.

• Oversee intricate consultative sales processes that engage clinical, operational, financial, technology, procurement, legal, and executive stakeholders.

• Grasp the benefit strategies, plan designs, funding arrangements, member engagement challenges, and total cost of care goals of prospective clients.

• Establish and nurture relationships at the executive level with health plans, employers, consultants, TPAs, health systems, brokers, and strategic partners.

• Collaborate with Product, Clinical, Network, Operations, Finance, Legal, Implementation, Marketing, and Client Success teams to create tailored solutions.

• Guide internal deal teams from the development of opportunities through contracting, readiness for implementation, and transition to Client Success.

• Navigate through procurement processes, stakeholder interactions, organizational structures, and decision-making frameworks.

• Maintain the Salesforce pipeline, forecasting, and management of opportunities.

• Create pricing strategies, financial proposals, and business cases.

• Monitor competitive activities, market trends, innovations in virtual care, and developments in healthcare benefits.

• Provide market insights and customer feedback to inform product, pricing, and go-to-market strategies.

• Manage and support the development of assigned direct reports through coaching, performance evaluation, and professional growth.

• Execute other responsibilities as assigned.

⛳️ Requirements

• Proven success in meeting and surpassing enterprise sales targets in healthcare, digital health, benefits, or virtual care markets.

• Demonstrated experience in acquiring new logos and developing a pipeline through proactive business initiatives.

• In-depth knowledge of healthcare benefits, plan design, funding structures, and the purchasing processes of employers and health plans.

• Strong expertise in virtual care, digital health, and healthcare benefits ecosystems.

• Capability to navigate complex sales cycles involving multiple stakeholders and extended purchasing timelines.

• Experience in cross-functional collaboration to create customized client solutions and address operational, clinical, technical, and contractual requirements.

• Established relationships with executives in health plans, employers, consultants, TPAs, and healthcare organizations.

• Strong executive presence when engaging C-suite decision-makers.

• Excellent organizational, analytical, and project management capabilities.

• Quick learner of products, market dynamics, and healthcare trends.

• Positive, collaborative, team-oriented mindset with a strong work ethic and accountability.

• Proficient negotiation, communication, presentation, and relationship management skills.

• Experience using Salesforce and related sales technologies for forecasting and pipeline visibility.

• Familiarity with AI tools to enhance workflows and improve efficiencies.

• Ability to influence outcomes in complex organizations without direct authority.

• Over 10 years of experience in enterprise healthcare sales.

• Proven success in selling to health plans, large employers, consultants, TPAs, and healthcare organizations.

• Established history of achieving or exceeding annual sales quotas and revenue goals.

• Experience coordinating sales with clinical, operational, financial, technology, and executive stakeholders.

• Strong preference for candidates with provider network strategy or network contracting experience.

• Preferred experience in managing opportunities through implementation and client transition processes.

• Bachelor's degree is preferred.

• Ability to work from home with cable broadband or fiber optic internet, with a minimum speed of 10Mbps download and 5Mbps upload.

• Willingness to travel up to 40%.

🏝️ Benefits

• Opportunity for remote work on an occasional or permanent basis.

• Requirement for internet service when working from home: cable broadband or fiber optic service with at least 10Mbps download and 5Mbps upload.

• Up to 40% travel expected.

• Reasonable accommodation support available for the online application process.

• Tobacco-free policy and eligibility for smoking cessation programs in certain states.