National Sales Executive - HERO MSK

About This Role

This National Sales Executive will be responsible for achieving new business and growth targets for the HERO MSK product, primarily engaging with carrier and alternative payer targets. The role focuses on customer acquisition, retention, and penetration, requiring leadership in addressing client issues and proactive management of sales processes.

Responsibilities

• Meet sales goals by acquiring new logo prospects and expanding product offerings within existing large national accounts
• Meet or exceed other performance goals as outlined in the manager's annual plan to achieve commission expectation
• Develop and acquire new carrier and alternative payer targets (State Fund, Captive, Risk Pool, Public Entity, Large Self-Administered Employers) for the MSK Product
• Partner with Account Managers and Sales leadership to drive and expand MSK sales within current book
• Map and understand customer organizational structure and dynamics, adjusting sales strategy for maximum effectiveness
• Demonstrate prospecting discipline through regular in-person, verbal, and written engagement with assigned targets to advance through the sales development progression
• Document account, opportunity, key contact strategy, and all relevant activities thoroughly and timely using CRM tools (Salesforce.com, Altify)
• Communicate Paradigm’s mission, offerings, and value propositions clearly and compellingly, tailored to each client’s unique needs
• Build lasting customer relationships at multiple levels of the client organization, especially with senior claims, product, divisional managers, CFOs, and CEOs
• Conduct and/or participate in 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 key stakeholders to aid in closing sales
• Maintain a strong understanding of the competitive landscape, including employees, product offerings, strengths, weaknesses, size, and accounts
• Proactively identify changes in industry, healthcare, delivery systems, market trends, product development, and competitive pressures to adapt strategies and tactics
• Support cross-selling opportunities within the Paradigm Enterprise by understanding all product offerings and potential opportunities
• Collect and present client and Paradigm concerns to continuously improve product, business processes, and mutual satisfaction
• Build strategic sales plans and discuss with manager at monthly or quarterly intervals

Requirements

• Bachelor’s degree
• 5-8 years progressively responsible position within a Carrier/TPA claims or managed care unit in sales, sales management, account management or operations experience
• 3 years related experience in insurance or a health care environment
• Strong working knowledge of the workers compensation industry, managed care, underwriting, and claim program structures
• Superior oral, presentation, and written communication skills and phone presence
• Excellent analytical skills and 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

Qualifications

• Bachelor’s degree from an accredited educational institution
• 5-8 years progressively responsible experience within a Carrier/TPA claims or managed care unit in sales, sales management, account management, or operations, with at least 3 years in insurance or healthcare.

Skills

* Required skills

Benefits