Job Description
Paradigm is an accountable specialty care management organization focused on improving the lives of people with complex 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: risk-based clinical solutions, case management, specialty networks, home health, shared decision support, and payment integrity programs.We are seeking a full-time, remote Regional Sales Executive (RSE). The Regional Sales Executive position is accountable for meeting sales targets and achieving superior customer satisfaction that supports customer retention, expansion, and acquisition. This includes the sales and support of the full suite of case management services. This role will focus on managing and expanding existing business and growing a book of business through new logo sales within the assigned territory. The Regional Sales Executive (RSE) position is responsible for meeting sales quotas as assigned.
RESPONSIBILITIES:
- Meet or exceed sales goals by developing, maintaining and expanding referrals for current accounts and/or new logo prospects assigned within the RSE’s territory.
- Meet or exceed other performance goals per manager’s plan or personal goal plan.
- Build a pipeline for new logo and existing client opportunities capable of meeting or exceeding sales goals. VP of Sales will help identify the pipeline expectation for your territory.
- Identify, acquire and penetrate new logo accounts as appropriate within assigned territory.
- Each RSE will determine the daily needs to both manage existing accounts and acquire new logo accounts within their territories that will allow them to achieve their referral goals. Some territories will require more focus on account management, others will require more focus on selling to new logos.
- Input all sales and account information into Salesforce (or similar company sponsored CRM program) on a weekly basis to provide detailed information for personal success, manager knowledge, and knowledge that will be shared across Paradigm business units.
- Conduct quarterly, semi-annual, or annual stewardship meetings to ensure ongoing health of each customer relationship.
- Conduct strategy sessions ahead of key account or new logo opportunities with VP of Sales, and any other key stakeholders that may be helpful in closing the sale.
- 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.
- Maintain a good understanding of the competitive landscape within the territory. This includes knowledge of employees, product offerings, strengths, weaknesses, size, and accounts.
- Proactively identify changes in industry healthcare, delivery systems, market trends, product development and competitive pressures to develop and modify strategies and tactics accordingly.
- Participate in marketing-related activities such as trade shows, conferences and events and obtain key information and contacts pertinent to RSE territory or overall Paradigm opportunities nationally.
- Support cross-selling opportunities within the Paradigm Enterprise by understanding other division product offerings and potential opportunities for those divisions. Let managers know of these opportunities so a cross-division strategy meeting can be held.
- Manage the implementation process (unless account management is involved) for each account to ensure services are effectively delivered and account expectations are met.
- Follow all account manager and national sales executive instruction regarding managing or selling to a specific account or prospect within your territory.
- Position required driving of personal or leased automobiles for completion of task. Employee must maintain minimum insurance requirements for coverage.
- Initial Motor Vehicle Report (MVR) must be completed and is it up to Paradigm whether or not we find an employee’s driving history to be acceptable. Employees whose MVR do not meet our standards may have the terms of their employment change as a result of poor driving.
- Participate in any company sponsored or manager directed sales training or improvement programs.
- Travel as required to meet business objectives.
- Education: Bachelor’s degree from an accredited educational institution.
- Experience: Three to five years customer service/account management or outside sales experience at a minimum. Three years related experience in insurance or a health care environment. Strong working knowledge of the workers compensation industry. Workers compensation claims experience highly desirable.
- Communication: Superior oral and written communication skills and phone presence. Ability to read and comprehend instructions, correspondence, memos, and medical/patient reports. Ability to write clear and persuasive 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; ability to anticipate customer needs and reactions.
- Any combination of education/experience and knowledge that demonstrate the ability to perform the functions of the position will be accepted.
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.
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