Director of Sales – Payer Sales

This is a fully remote position, open to applicants in California, +1 more state.

📋 Description

• Create and implement strategic sales initiatives to enhance NaviNet's presence within both new and existing payer partnerships.

• Discover, cultivate, and finalize new business prospects across national and regional health plans, managed care entities, and payer service organizations.

• Establish and nurture credible relationships with payer stakeholders and senior executives across various functions, including operations, claims, eligibility and benefits, utilization management, provider relations, digital transformation, interoperability, contact center, procurement, and more.

• Employ a consultative sales methodology to identify customer requirements and promote NaviNet's payer-provider collaboration and administrative workflow solutions.

• Oversee intricate sales processes from prospecting and discovery to solution development, presentation, negotiation, contracting, and closing.

• Create business cases, account strategies, proposals, and pursuit plans that showcase NaviNet's operational, financial, and strategic advantages.

• Negotiate and finalize complex enterprise contracts.

• Build credibility with senior and C-suite executives through a thorough understanding of payer operations, provider needs, healthcare technology, and market dynamics.

• Collaborate with Sales, Product, Marketing, Client Success, Implementation, and executive leadership teams to develop customer-specific strategies and deal actions.

• Independently oversee pipeline development, prospecting, outreach, follow-up, CRM tasks, forecasting, meeting preparation, and internal coordination.

• Navigate intricate customer landscapes and formulate solutions that align with payer priorities and NaviNet's offerings.

• Stay informed about healthcare payer and provider operations, interoperability, administrative workflows, digital transformation, and market trends.

• Provide market insights, customer feedback, and emerging payer/provider requirements to NantIQ to guide sales strategy, solution positioning, product development, and innovation.

⛳️ Requirements

• Bachelor's degree in business administration (sales), Healthcare Administration, Information Technology, Life Sciences, or a related area.

• Over 5 years of progressive sales or business development experience in healthcare software, SaaS, healthcare technology, or similar sectors.

• Demonstrated success in selling to large national and regional payer organizations.

• Experience in business development, client relations, strategic partnerships, account expansion, or enterprise sales.

• Direct involvement with payer operations, provider relations, network management, claims, utilization management, technology, and other vital stakeholders.

• Proven history of consistently meeting or surpassing sales objectives and delivering measurable outcomes.

• Experience in selling SaaS, healthcare technology, payer-provider collaboration, or administrative workflow solutions.

• Strong understanding of payer and provider operational priorities, including administrative efficiency, workflow automation, provider experience, interoperability, compliance, network collaboration, and administrative cost management.

• Capability to establish strategic relationships with director, senior director, and executive-level payer stakeholders.

• Ability to manage complex, enterprise-level sales processes from prospecting to closing.

• Highly self-motivated and adept at managing multiple opportunities with minimal daily supervision.

• Proficient in CRM systems and committed to maintaining precise account records, pipeline activities, forecasting, and opportunity status.

• Strong commercial acumen and ability to qualify opportunities, overcome deal obstacles, engage subject matter experts, and allocate resources effectively.

• Excellent communication, organizational, presentation, collaboration, curiosity, and follow-through skills.

• Ability to adapt to evolving customer needs, technology landscapes, and complex healthcare operations.

🏝️ Benefits

• 50/50 OTE commission structure.

• Flexible remote work options.

• Up to 35% travel for client interactions, conferences, and events.