Sales Executive (Healthcare)
About FAIR Health
FAIR Health, Inc., a national, independent nonprofit organization, was established in October 2009 with the mission to help assure fairness and transparency in health insurance information. FAIR Health has created a database of over 50 billion de-identified commercial healthcare claim records—the largest in the country—which receives claims monthly and which serves as the foundation for a variety of data products, custom analytics and consumer tools. FAIR Health has also been certified by the Centers for Medicare & Medicaid Services as a national “Qualified Entity” and thus holds the entire collection of Medicare Parts A, B and D claims from 2013 to the present, which get routinely refreshed.
Our standard data modules, custom analytics and technological tools serve all participants in the healthcare sector nationwide; they are licensed to payors, third-party administrators, bill review companies, self-insured employers, government agencies, academic researchers and consultants. Our medical and dental data are used to inform statutes and regulations, healthcare cost indices, fee schedules, benefit and provider network design, practice/facility expansion, health systems research and dispute resolution, among other uses. We also offer a suite of consumer-oriented tools and resources available on our consumer website (fairhealthconsumer.org), as well as a mobile application, which can be licensed by other organizations.
Position Description
The Sales Executive will generate leads and build relationships with potential clients through prospecting and consultative sales efforts. Responsibilities include communicating the value proposition and demonstrating common or unique uses of FAIR Health data products to increase and expand sales. The selected individual will work with FAIR Health Support and Technical teams to meet customer data requirements.
The candidate will have experience in selling data products and solutions to large commercial insurance companies, health plans and large third-party administrators. Knowledge of claims processing and healthcare legislative and regulatory programs is a plus. The candidate will also have formal training or experience using solution-based selling techniques and a track record of success.
The candidate will be articulate, highly motivated and a self-starter who can work in a fast-paced environment.
Responsibilities
- Conduct lead generation and qualification activities for target payor market.
- Move the client through the sales cycle to contract signing.
- Manage and grow an assigned book of business.
- Track leads, opportunities and sales process execution.
- Schedule client and prospect presentations.
- Work with technical and legal staff to define contract requirements.
- Compile and analyze client market needs.
- Work with Sales, Management and Marketing teams to develop market-specific collateral.
- Represent the company at conferences and technology seminars.
- Meet or exceed sales and strategic goals.
Skills and Requirements
- Marketing or business degree.
- 20+ years of successful C-Suite sales experience.
- Strong consultative sales skills and experience selling data solutions in the healthcare space to large health insurers, third-party administrators and health systems.
- Ability to operate as a hunter and closer.
- Knowledge of healthcare operations, health insurance, healthcare SaaS, sales.
- Strong understanding of medical claims and strong familiarity with multiple payors, including commercial, Medicare Advantage and Managed Medicaid plans (preferred).
- Experience in a remote sales environment a plus.
- Strong daily time-management skills (required).
- Ability to effectively interact with industry professionals.
- Exceptional written and verbal communication skills.
- Ability to balance assertiveness with active listening.
- Ability to be both a team player and an individual contributor.
- High attention to detail.
- Track record of meeting or exceeding goals (required).
- Demonstrated initiative in keeping abreast of industry changes.
- Some travel required (5-10 percent).