Director, Strategic Accounts - Payer/Health Plans

Job ID 2021-2752

Sales United States


Description

WebMD is the most recognized and trusted brand of health information and the leading provider of health information services, serving consumers, physicians, healthcare professionals, employers and health plans through our public and private online portals and WebMD the Magazine. The WebMD Health Network includes WebMD, Medscape, MedicineNet, eMedicine, RxList, theheart.org and Medscape Education. Our consumer portals and mobile health applications provide engaging, relevant and credible health and wellness information, personalized health assessment tools and access to online communities.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.

 

Krames, a division of WebMD Health Corp’s Provider Services business, provides patient education and marketing solutions for more than 1,500 health systems and hospitals, and eight of the 10 largest health payers in the United States.

 

Krames has been a trusted source for engaging, medically reviewed patient education and outreach tools across the health care ecosystem for more than 40 years. Our technology-enabled solutions including Krames On FHIR®, Krames On-Demand®, Care Connector, the StayWell Consumer Health Library, and high-touch custom marketing solutions reach more than 11 million patients each year.

As a Director, Strategtic Accounts, the successful candidate will be responsible for generating and closing new business opportunities in a geographical territory to meet and exceed growth targets. Part of a new business sales team and reporting to the VP Sales, the Director, Strategtic Accounts will expand market share through sales to new logos as well as work within the base to sell our industry leading patient/member education solutions.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.

 

Key Responsibilities

  • Build and manage a territory business plan identifying opportunities and a strategy to meet and exceed sales goals. Demonstrate clear understanding of the territory makeup and execute plans to drive growth to its maximum potential.
  • Generate and maintain both new logo and strategic upsell pipeline sufficient to meet and exceed goals as set by management.
  • Manage tight sales process in line with company approach, with accurate monthly and quarterly forecasting.
  • Adopt and leverage account planning and strategy tools to build strategic relationships with prospective clients that optimize contract size and cross-sell opportunities.
  • Develop account plans for largest opportunities working with management and cross-functional teams to build and execute strategy to drive outsize growth
  • Collaborate with Account Management to drive cross-sell opportunities across the client base.
  • Develop compelling and competitive proposals and RFPs with the support of the Krames commercial team.
  • Build long term relationships with Payers in territory to identify opportunities for competitive wins and contract renewals
  • Develop a deep understanding of Krames products and client needs to ‘challenge’ the way Payers think and solve their member education and engagement problems creatively, while increasing positive health outcomes, and cut costs.
  • Develop a strong understanding of and proficiency with Salesforce to utilize reports, track activities and update opportunities in a timely fashion.
  • Solicit leads, attend trade shows and conferences in the target market on a national scope
  • Travel as needed to present Company capabilities, ascertain client needs and generate new business (up to 40%).

 

Experience

  • Bachelor’s degree and seven (7) or more years related experience and/or training are required for this position.
  • Strong track record selling into Payers/US Health Insurance Market.
  • Experience in selling solutions and services in Payers servicing various lines of business and/or markets (Commercial, Medicare, Medicaid), regional Health Plans and Medicare Advantage, in particular.
  • Experience successfully negotiating contractual agreements with health plans.
  • Patient education or engagement experience would be a plus.
  • Strong sales prospecting skills and ability to manage an efficient sales process.
  • Previous experience selling into the C-Suite of Health Plan and working contracts through their approval process is a plus.