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SalaryParadigm is an accountable specialty care management organization focused on improving the lives of people with complex and catastrophic injuries and diagnoses. The company has been a pioneer in value-based care since 1991 and has an exceptional track record of generating the very best outcomes for patients, payers, and providers. Deep clinical expertise is the foundation for every part of Paradigm’s business, including its risk-based clinical solutions, case management services, high-value specialty networks, home health, and payment integrity programs. Paradigm is headquartered in Walnut Creek, California, with offices across the U.S. For more information, please visit www.paradigmcorp.com.
We are seeking a full-time, remote Sales Executive. This position holds accountability for achieving new business and growth targets, delivering superior customer satisfaction that supports Carrier/Client acquisition, retention, development, and penetration. This includes providing leadership to the Paradigm Management team (PMT) around carrier/client issues and requests, serving as senior communication contact for the carrier/client, and working with Director of Account Management to oversee the sales process for patient specific contracts and portfolios in a proactive manner.
RESPONSIBILITIES:
- Achieve topline sales targets as assigned, typically a larger quota than a Sales Executive
- Lead or consult on projects and product launch initiatives.
- Develop and acquire new carrier and alternative payer targets (State Fund, Captive, Risk Pool, Excess and Reinsurance)
- Map and understand customer organizational structure and dynamics and adjust sales strategy to maximize effectiveness. Understand all external influencers such as TPA, reinsurers, and employees.
- Conduct prospect and client research using available tools such as LinkedIn, Sales Navigator, S&P
- Document account, opportunity and key contact strategy and all relevant activities in a thorough and timely manner using designed CRM tools (Salesforce.com, Altify)
- Demonstrate prospecting discipline through regular cadence of in-person, verbal, and written engagement with assigned targets; evidenced by the ability to move target accounts through the sales development progression.
- Communicate Paradigm’s offering and value proposition in a clear and compelling way that is tailored to each client’s unique needs.
- Demonstrate a working knowledge of all Paradigm product offerings and facilitate cross sell opportunity as a part of routine client and prospect engagement.
- Coach and develop DAMs supporting new logo accounts through a dotted line relationship.
- Provide leadership to the DAM or Sales Executive to present, explain, and facilitate acceptance of Paradigm contracts.
- Educate and prepare the PMT for the CEC
- Ensure that Carrier/Client Standards of Performance are appropriate, communicated to, and understood by the Paradigm Management Team
- Manage the implementation process to ensure services are delivered effectively.
- Share best practices with Sales Executives and DAMs regularly.
- Build lasting customer relationships at multiple levels of the client organization, particularly with senior claims, product, divisional managers, and CFOs and CEOs, who have influence or authority over purchasing decisions.
- Conduct quarterly, semi-annual, or annual stewardship meetings to ensure ongoing health of each customer relationship.
- Collect and present client and Paradigm concerns to continuously improve the product, the ease with which business is done, and the satisfaction of both parties with the product and business relationship.
- Work with internal and external stakeholders to solve client problems.
- Education: Bachelor’s degree from an accredited educational institution. Advanced degree(s), clinical credentials or industry designations (ARM, CRM, WCP, AIC) are a plus.
- Experience: Three to five years progressively responsible position within a Carrier/TPA claims or managed care unit in areas of operations, account management or sales management experience. Three years related experience in insurance or a health care environment. Strong working knowledge of the workers compensation industry, including underwriting basics, program structures and competitive landscape.
- Communication: Excellent oral communication skills and phone presence. Ability to read and comprehend instructions, correspondence, memos, and medical/patient reports. Ability to write correspondence and memos. Ability to present information in one-on-one and small group situations.
- Reasoning Ability: Excellent analytical skills – demonstrated ability to independently identify, define, and resolve problems; ability to collect data, establish facts, and draw valid conclusions; ability to interpret a variety of instructions and deal with abstract and concrete variables; demonstrated ability to analyze difficult situations, problems, and data; ability to use good judgment and decision-making skills.
- Organization and time management: able to complete multiple tasks and projects, some with tight deadlines. Manages large portfolio of prospects, documents activity in a timely and concise manner.
- Ability and willingness to travel as needed, estimated 50% national travel.
- Any combination of education/experience and knowledge that demonstrate the ability to perform the functions of the position will be considered.
We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class.
