VP Sales Management – Payment Accuracy

Role Overview

• 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 as defined by the organization’s leadership and strategic imperatives
• 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 and reinforce Cotiviti’s relationship with the prospects
• Ensure that the sales team maintains a target list of opportunities, updates customer profiles and provides accurate forecasts/pipeline tracking within the Cotiviti sales process and CRM
• Collaborate within a heavily matrixed environment in order to leverage internal resources and external contacts to drive new business leads and referrals
• Partner with the Business Unit, Product and Marketing organizations to bring new products to market, ensure successful launch and drive early sales
• Lead the sales team in creating unique value for prospective customers by seeking to understand their business problems, issues and opportunities in new or different ways
• Lead the sales team in in delivering 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 by consistently and effectively reinforcing the company's value proposition and brand identity in distinctive and compelling ways
• Create and drive a sales leadership culture where sales executives link 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 as core processes for driving performance through ongoing goal setting, results measurement, individual and team development, and talent identification and deployment
• Ensure that the sales team effectively transitioned to Client Engagement in a manner that is non-disruptive to the customer’s operation, delivers on our commitments to them, and retains them as a customer
• Lead the sales team in supporting Client Engagement securing key, named account / product renewals.

Requirements

• 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 at team quota of tens of millions of dollars by closing Health Plan software system and service sales with contract values ranging from hundreds of thousands to multi-millions
• 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
• Must have a network of Heath 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.

Benefits

• 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 with Cotiviti