Account Executive - Health Plans / PBMs

Job Summary

The Account Executive – Health Plans / PBMs plays a key role in driving new business development, expanding sales within existing customer accounts, and maintaining long-term client relationships. The Account Executive will build and sustain strategic partnerships that foster mutual growth, profitability, trust, loyalty, and innovation.

Responsibilities

• Sell the company’s healthcare tech products and services (medication adherence and clinical interoperability related) to new and existing customers.
• Function as a trusted advisor and customer advocate to develop and manage strong relationships with key individuals and top decision makers in partner firms and/or territories.
• Identify and execute strategies that grow and enhance the Surescripts Network Alliance.
• Earn buy-in internally and with clients to mutually achieve business objectives and solve pain points.
• Meet and exceed revenue targets as articulated by assigned annual and long-term corporate business objectives.
• Identify, negotiate, and close opportunities to achieve quota.
• Monitor market conditions, product innovations and provide competitive insights to internal stakeholders.
• Engage clients in innovation-focused discussions and pilot opportunities to drive early adoption of new products/technology.
• Negotiate and close agreements that support business development.
• Exhibit a deep understanding of the Healthcare industry and, specifically, Health Plan, PBM and other entities that serve payers.
• Exhibit a deep understanding of Surescripts services, products, and capabilities.
• Collaborate with internal partners during the sales process such as Product Innovation, Legal, Finance, Security, Marketing and Account Management.
• Represent Surescripts in relationship building, consultative, and social capacity at appropriate trade shows, conferences, and industry events.
• Prepare and maintain records for leads and performance toward goals, including close dates, implementation dates, close/won success using Salesforce and at regularly scheduled sales management meetings.
• Drive a corporate culture of urgency, simplicity, and sales success with team and peers by supporting the company culture.

Qualifications

• Basic Requirements: Bachelor's degree or equivalent experience. 10+ years of Health Plan and Healthcare IT experience including strategically selling into the large payer market. Experience selling workflow solutions, data assets and network capabilities. 5+ years of experience closing complex $500K+ deals. Experience managing sales cycles up to 18 months in length. Experience with contract negotiations. Experience leading through a sales process with complex partners. 5 + years of individual experience leading account development. Proficiency with Salesforce and Microsoft tools, including Co-Pilot.
• Preferred Qualifications: Experience selling value-based care solutions, data analytics solutions or interoperability solutions. Advanced degree such as a PharmD, MBA or other Masters level credential. Experience with strategic and solutions selling methodologies.

Travel

Approximately 50% travel within the US. Territory includes named accounts across the US.

On Target Earnings (OTE)

$300K+

Keywords

• sales
• account executive
• business development
• health plans
• PBM
• PBMs
• payer
• care management
• value-based care
• risk stratification
• interoperability
• HEDIS
• STARS