Business Development Executive, Healthcare

Position Overview

ISG is a leading technology research and advisory services firm supporting private and public sector organizations to transform and optimize their enterprises through consulting with a focus on digital and AI business transformation, operational excellence and automation. Our Healthcare vertical supports the world's leading Providers, Payers, PBMs and Healthcare solution providers by helping them optimize their internal operations, modernize their legacy environments via digital and AI transformation, design the right technology ecosystem and meet ever-increasing customer expectations while ensuring regulatory compliance and control.

Responsibilities

• Work the head of the healthcare practice to make an RCM market for ISG
• Meets / Exceeds annual sales, revenue and pipeline building performance quotas
• Actively calls on prospects/clients to identify, qualify, manage and close opportunities in new and targeted existing accounts; generates deals/business for ISG Healthcare practice (e.g. Revenue Cycle Management sourcing)
• Creates and manages a robust pipeline of qualified new business opportunities sufficient to meet annual quotas
• Works closely with Healthcare leadership to translate strategic objectives into market-specific messaging and go-to-market efforts
• Actively supports the development of new ISG offerings and solutions based on industry insight and client / prospect needs
• Determines optimal prospect / client contact strategies and develops approaches to achieve stated new business / account goals
• Provides market expertise and direction to ISG’s Events & Marketing teams to maximize lead generation and professionally manage follow-up
• Increases Healthcare leadership visibility through speaking engagements, writing articles etc.
• Applies expertise to sales process management, contact management and organizational effectiveness
• Participates in service & technology provider dialogues for lead generation
• Regularly updates sales pipeline system(s) for reporting purposes

Required Skillsets

• Rich and deep Healthcare industry experience (healthcare ITO, BPO (rev cycle, supply chain, etc.))
• Successful and demonstrable experience carrying and meeting an annual sales and revenue quota for personal production
• 10+ years of industry experience working in a strategic/targeted account sales environment managing “global” Clients and selling large consulting /professional services engagements
• Extensive experience landing new business with new prospects to grow the Healthcare client and revenue bases
• Strong understanding of healthcare Revenue Cycle Management, including provider revenue cycle operations, patient access, coding, billing, claims management, denials management, payment integrity, collections, and revenue leakage reduction
• Demonstrated experience selling, advising on, or supporting RCM transformation initiatives, including BPO sourcing, managed services, automation, AI enabled workflow improvement, operating model optimization, and vendor ecosystem evaluation
• Ability to engage senior healthcare executives in strategic conversations around RCM challenges, cost optimization, operational efficiency, regulatory compliance, patient financial experience, and measurable business outcomes
• Existing relationships within the healthcare provider, payer, or healthcare services ecosystem with decision makers involved in revenue cycle, finance, operations, outsourcing, and digital transformation initiatives
• Extensive existing network of Healthcare contacts and potential clients to be leveraged by ISG in this new role
• High energy and level of professionalism in working in the market and building and cultivating relationships
• Able to understand and communicate the unique value proposition for each ISG service and solution
• Able to align client & ISG strategic objectives as well as ISG integrated offerings to help achieve client’s business goals
• Deep understanding of factors impacting the Healthcare industry and how ISG can help address the client’s associated business imperatives
• Strong listening and consultative problem-solving skills with an ability to visualize and shape large integrated offerings from ISG
• Best in class executive “C” level sales & communications skills
• Able to converse in business value terminology and appreciate the nuances between the Healthcare sub-domains (payer versus provider, PBM, Rev Cycle, other BPO, etc.)
• Creative and strategic thinking with the ability to create and execute effective account plans, as well as plans to bring in new logos
• Effective leadership skills with demonstrable sharing of best practices
• Sincere integrity and ethics which build trustworthy relationships internally and externally with an unspoken commitment to follow-up and follow through
• Prominent communications skills for both writing, speaking and presentation
• Able to convey a professional, polished image and the highest of professional ethics while maintaining a strong company attitude