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Payer Sales Director

2 months ago

Boston, United States Laboratory Corporation Full time

At Ovia Health, a Labcorp Company, you are part of a journey to accelerate life-changing healthcare breakthroughs and improve the delivery of care for all. You’ll be inspired to discover more, develop new skills and pursue career-building opportunities as we help solve some of today’s biggest health challenges around the world. Together, let’s embrace possibilities and change lives

We’re looking for a Director, Payer Sales to join our growing team. The Director, Payer Sales is a critical role in driving the growth and success of our business by establishing and nurturing relationships with health plans while selling the Ovia solution into the payer market.

Who you are:

  • Dedicated sales professional with a proven track record of driving results by developing and executing a comprehensive sales strategy, identifying and pursuing new business opportunities and collaborating closely with internal teams to ensure successful hand-offs to implementation and customer success teams.

  • You bring a stellar background on solution selling and proven experience selling into the payer market, preferably in the digital health space.

  • You excel at building meaningful relationships, establishing credibility, leading through influence, and thinking strategically.

  • You are relentless in the pursuit of a strong pipeline and have demonstrated success in sales conversion.

  • Skilled delivery of engaging, compelling sales and product presentation, in small and large group settings.

  • Strategic account based selling approach focused on identifying targets and creating unique sales strategies at the account level.

  • Proven network within the payer market and industry associations.

  • Intellectually curious, self-motivated, outgoing and engaging with a self-directed entrepreneurial spirit.

What you will do:

  • Drive new business that results in additive revenue for the organization to deliver assigned annual quota as an individual contributor.

  • Identify and prioritize target health plans, understanding their needs, objectives and pain points related to the Ovia solution.

  • Build and maintain strong relationships with key decision-makers and stakeholders within health plans.

  • Maintain internal reporting and documentation requirements in SFDC (Salesforce.com) and other applicable areas.

  • Generate new opportunities through direct outreach and events.

  • Guide prospects through the buying process, anticipating challenges and hurdles to ease the prospect’s ability to buy.

  • Increase awareness and market knowledge of Ovia.

  • Understand and effectively navigate the payer ecosystem.

What we require:

We value intellectual curiosity, bias to action, working smart and grit We would love to see:

  • Minimum 10 years of experience with sales related roles (new business and pipeline development).

  • Minimum 3 years payer sales experience.

  • Minimum 3 years experience negotiating term sheets with payers and/or enterprises.

  • Experience building a territory pipeline.

  • Proven grasp of Value (ROI) and Solution Selling.

Bonus Points if you have

  • Prior payer sales experience selling into the digital healthcare space.

  • Prior experience using tools such as Salesforce.com, Loopio, Demand-Base and LinkedIn Sales Navigator etc.

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