[Hiring] VP Sales Management @Cotiviti

Role Description

This is a sales leader role focused on leading a team of field sales executives selling Cotiviti’s Health Enablement (Risk Adjustment and Quality) solutions in the healthcare payer space. Experience leading sales teams is required as is extensive experience calling on and selling to Health Plan “C” level executives, SVP Business Owners, procurement, VPs, and directors is essential. Experience working in a leading Health Plan software and service vendor selling Payment Accuracy solutions including claim editing, data mining, coordination of benefits, clinical chart validation and/or fraud, waste and abuse detection is also key. We are looking for candidates across the US.

• Sales Team Development: Drive an agenda to build, train, motivate and manage a high performing sales team.
• Model and drive accountability within the team for achievement of sales goals.
• Lead the team in the successful identification and conversion of sales opportunities in new accounts into closed business.
• Achieve or exceed team sales booking goals through new logo acquisition and cross selling of new product to existing client accounts.
• Define and drive the business development process for assigned market.
• Develop strategies, budgets and accurate sales forecasts to execute business plans and deliver on commitments.
• Identify new market/customer opportunities for growth through prospecting, growth and competitive displacement.
• Establish multi-level relationships with potential customer decision makers and meet regularly to manage the sales process.
• Ensure that the sales team maintains a target list of opportunities, updates customer profiles and provides accurate forecasts/pipeline tracking.
• Collaborate within a heavily matrixed environment to leverage internal resources and external contacts.
• Partner with the Business Unit, Product and Marketing organizations to bring new products to market.
• Lead the sales team in creating unique value for prospective customers by understanding their business problems.
• Deliver winning value propositions using customer metrics rather than product features.
• Individually lead sales pursuits as necessary to ensure successful achievement of team goals.
• Develop and deliver sales solutions and customer presentations that result in increased sales.
• Create and drive a sales leadership culture linking planning and strategy tools with selling and execution skills.
• Develop and implement key metrics to drive performance in total customer focus and account development.
• Utilize performance and talent management tools for ongoing goal setting, results measurement, and talent identification.
• Ensure that the sales team effectively transitioned to Client Engagement in a non-disruptive manner.
• Lead the sales team in supporting Client Engagement securing key, named account/product renewals.

Qualifications

• Bachelor’s Degree in Healthcare, Marketing, Business or related field required.
• 7-10 years’ experience prospecting new business accounts and selling software products in a hunter sales role.
• Minimum 5+ years’ experience selling into Health Plans; 7+ years’ experience preferred.
• 3+ years leading field sales teams of 5 to 7 reps desired.
• Extensive experience calling on and selling to Health Plan “C” level executives, SVP Business Owners, procurement, VPs and directors.
• Proven track record of leading a sales team in achieving a team quota of tens of millions of dollars.
• Experience working in a leading Health Plan software and service vendor selling Payment Accuracy solutions.
• Must have a network of Health Plan account contacts at the Executive level.
• Experience selling Payment Accuracy solutions to Third Party Administrators is highly desirable.
• Excellent understanding of market penetration strategies, market development techniques, and market segmentation strategies.

Requirements

• Assessing the accuracy, neatness and thoroughness of the work assigned.
• Demonstrated ability to balance activities across multiple internal customers, campaigns, tasks, and performance pressures.
• Strong analytical skills with the demonstrated ability to research prospective customers and plan sales prospecting activities accordingly.
• Excellent oral and written skills.
• Strong interpersonal skills required.
• Must be able to perform daily functions with little or no direct supervision.

Benefits

• Base compensation ranges from $166,000 to $211,000 per year.
• This role is eligible for commission.
• Cotiviti offers a competitive benefits package including medical, dental, vision, disability, and life insurance coverage.
• 401(k) savings plans.
• Paid family leave.
• 9 paid holidays per year.
• 17-27 days of Paid Time Off (PTO) per year, depending on specific level and length of service.