Director of Sales – Payer Sales

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

📋 Description

• Formulate and implement a strategic sales plan aimed at expanding NaviNet's presence within both new and existing payer relationships.

• Identify, cultivate, and secure new business opportunities with national and regional health plans, managed care organizations, and payer services.

• Forge and sustain trusted relationships with payer stakeholders and senior executives.

• Discover customer needs, operational hurdles, and strategic objectives through a consultative selling approach.

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

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

• Negotiate and finalize complex enterprise agreements.

• Establish credibility with senior and C-suite executives concerning payer operations, provider requirements, healthcare technology, and market trends.

• Collaborate with Sales, Product, Marketing, Client Success, Implementation, and executive leadership teams.

• Manage pipeline development, prospecting, outreach, follow-up, CRM activities, forecasting, meeting preparation, and internal coordination.

• Navigate intricate customer environments and devise solutions that align with payer priorities.

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

• Incorporate market intelligence, customer insights, and emerging payer and provider demands into NantIQ to guide strategy, positioning, product development, and innovation.

⛳️ Requirements

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

• Over 5 years of progressive experience in sales or business development within healthcare software, SaaS, healthcare technology, or related fields.

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

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

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

• Proven history of meeting or surpassing sales targets and delivering quantifiable outcomes.

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

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

• Capability to build strategic relationships with directors, senior directors, and executive-level payer stakeholders.

• Proficient in managing complex enterprise-level sales cycles from prospecting to closure.

• Highly self-motivated; able to oversee multiple opportunities with minimal day-to-day supervision.

• Skilled in CRM tools and maintaining accurate account records, pipeline activities, forecasting, and opportunity statuses.

• Strong commercial acumen with the ability to identify obstacles in deals and prioritize resources effectively.

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

🏝️ Benefits

• 50/50 OTE commission opportunity.

• Flexible remote work arrangement.

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