Director, Sales, Payer

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

📋 Description

• Provide strategic leadership and direction to the sales team to meet revenue, renewal, and retention targets that align with the goals of the organization.

• Create and implement sales strategies, tactics, and initiatives focused on payers to promote revenue growth, enhance market share, and expand MCG's footprint within health plans and payer organizations.

• Consistently meet or surpass annual revenue targets, including new sales, renewals, and retention goals within assigned quotas.

• Anticipate sales performance, analyze market and sales data, and leverage insights to guide decision-making and achieve business results.

• Maintain a disciplined approach to using sales metrics, pipelines, CRM tools, and performance analytics for effective business management.

• Collaborate with Account Management, Marketing, Product Management, Finance, Legal, and other internal teams to synchronize sales efforts with enterprise objectives and ensure a seamless customer experience.

• Lead and manage payer-focused RFP responses, coordinating cross-functional resources to create compelling and competitive proposals.

• Conduct market research and competitive analysis to pinpoint payer market trends, customer priorities, emerging opportunities, and competitive challenges.

• Partner with Sales Leadership to formulate and implement segment-specific sales strategies, tools, and messaging that effectively align MCG solutions with payer business goals.

• Negotiate and manage contracts, pricing, and commercial terms with health plans, managed care organizations, government programs, and other payer entities to secure new business and sustain existing relationships.

• Assist in 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 robust sales execution and professional development.

• Spearhead the identification, development, and implementation of AI-enabled tools, resources, and best practices that enhance sales effectiveness, improve operational efficiency, support account strategy, and empower Sales Executives to deliver a consistent, high-value customer experience while adhering to company policies and responsible AI usage.

• Set clear performance expectations, monitor team performance, provide ongoing coaching, and address performance issues as necessary.

• Cultivate a collaborative, inclusive, and high-performance culture that promotes employee engagement, accountability, and results.

• Collaborate with Sales Operations to assist with forecasting, business analysis, process improvement, territory planning, and strategic sales initiatives.

• Advocate for the effective use of AI-enabled sales tools, analytics, and automation capabilities to enhance pipeline management, forecasting accuracy, sales productivity, and customer engagement.

⛳️ Requirements

• Bachelor’s degree in Business Administration, Marketing, Healthcare Administration, or a related field.

• A minimum of 10 years of experience in enterprise software, healthcare technology, or healthcare services sales, showcasing a consistent record of revenue growth and quota achievement.

• At least 5 years of experience in leading and developing high-performing sales teams.

• Extensive knowledge of the healthcare payer market, encompassing health plans, managed care organizations, utilization management, care management, and healthcare operations.

• Familiarity with 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.

• Willingness to travel up to 40% of the time to client locations, conferences, industry events, and MCG-sponsored meetings.

🏝️ Benefits

• 💻 Remote work

• ✈️ Travel anticipated 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