Director of Sales

This is a fully remote position, open to applicants in Florida, +5 more states.

📋 Description

• Drive the acquisition of new logos within a designated territory through strategic prospecting, the development of executive relationships, and disciplined management of the sales pipeline.

• Create and implement strategies for the territory and accounts, including buyer engagement plans and specific sales motions for opportunities.

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

• Comprehend the strategies for prospect benefits, plan designs, funding arrangements, member engagement challenges, and total cost of care objectives to effectively position MDLive solutions.

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

• Work in collaboration with Product, Clinical, Network, Operations, Finance, Legal, Implementation, Marketing, and Client Success teams to develop tailored solutions and execute the customer lifecycle.

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

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

• Maintain pipeline, forecasting, and opportunity management using Salesforce.

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

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

• Provide insights from the market and customers to inform product development, pricing strategies, and go-to-market initiatives.

• Manage and mentor assigned direct reports through coaching, performance management, and professional development.

• Perform additional duties as assigned.

⛳️ Requirements

• Proven success in meeting and surpassing enterprise sales quotas within healthcare, digital health, benefits, or virtual care sectors.

• A demonstrated history of acquiring new logos and developing pipelines through proactive business development efforts.

• Profound understanding of healthcare benefits, plan design, funding arrangements, and the buying processes of employers and health plans.

• Strong knowledge of the virtual care, digital health, and healthcare benefits landscape.

• Capability to manage complex, detail-oriented sales cycles that involve multiple stakeholders and extended purchasing timelines.

• Experience in collaborating with cross-functional teams to create customized client solutions while navigating operational, clinical, technical, and contractual requirements.

• Established relationships at the executive level within health plans, employers, consultants, TPAs, and healthcare organizations.

• Strong executive presence with a proven ability to engage C-suite decision-makers.

• Outstanding organizational, analytical, and project management skills, with the ability to handle multiple priorities concurrently.

• Ability to quickly grasp new products, market dynamics, and trends in healthcare.

• A positive, collaborative, team-oriented mindset, accompanied by a strong work ethic and a high level of accountability.

• Excellent negotiation, communication, presentation, and relationship management capabilities.

• Experience using Salesforce and related sales technologies to ensure accurate forecasting and pipeline visibility.

• Familiarity with utilizing AI tools in daily operations to enhance workflows and create efficiencies.

• Ability to effectively influence outcomes within complex organizations without direct authority.

• A minimum of 10 years of enterprise healthcare sales experience.

• Proven track record of selling to health plans, large employers, consultants, TPAs, and healthcare organizations.

• History of achieving or exceeding annual sales quotas and revenue targets.

• Experience selling solutions that necessitate coordination across clinical, operational, financial, technology, and executive stakeholder groups.

• Bachelor's degree preferred.

• Preferred experience in provider network strategy or network contracting.

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

• Willingness to travel up to 40%.

• Required home internet: cable broadband or fiber optic service with a minimum of 10Mbps download/5Mbps upload.

🏝️ Benefits

• Remote work arrangement.

• Up to 40% travel.

• Internet service requirement for home working: cable broadband or fiber optic with at least 10Mbps download/5Mbps upload.

• Professional development opportunities for assigned direct reports.

• Tobacco-free policy.