Regional VP, Sales

About the role

The Regional VP Sales role is an individual contributor position focused on selling the Source payment integrity product to new logo prospects. This role includes an assigned quota and defined territory/account list.

The Product

Source is changing the industry narrative by providing a holistic approach to payment integrity, focusing on comprehensive reimbursement, agile editing, and integrated analytics. Our interoperable, cloud-based solution is modular to meet a health plan’s needs today and extensible to grow with their organization over time, bringing disparate parts of a payer’s organization together for improved accuracy and insights.

The Source platform enables clients to unlock transformation at the reimbursement, payment integrity, and enterprise level:

• Reimbursement Transformation: Features Medicare and Medicaid content coupled with flexible contract configuration capabilities for Commercial lines of business.
• Payment Integrity Transformation: Includes rich editing libraries with history-based capabilities, easy development of customized edits, and improved transparency to reduce vendor dependency and increase control.
• Enterprise Transformation: Identifies and addresses root-cause issues upstream, centralizing all aspects of claims operations for comprehensive business intelligence.

The complete suite of solutions from HealthEdge delivers a digital foundation for payers designed to fuel digital transformation, reduce costs, and improve both clinical outcomes and the member experience.

Responsibilities

• Understand detailed prospect needs to develop the optimal solution, value proposition, proposals, RFP responses, presentations, and close new business.
• Develop and execute a strategic sales plan to achieve and exceed annual revenue targets.
• Build pipeline and progress qualified opportunities for Source.
• Conduct compelling sales presentations and product demonstrations, working closely with the sales support team and other resources.
• Stay abreast of industry trends, competitive landscape, and market developments.
• Identify opportunities for product enhancement or new features based on client feedback and market demands.
• Actively contribute to the development of innovative sales strategies to expand market share and implement creative approaches to meet and exceed sales targets.
• Accurately maintain SalesForce to track and report the status of new business development efforts and pipeline growth.
• Participate in all facets of HealthEdge sales team activities, including sales meetings, forecasting sessions, and blue sheet reviews.

Requirements

• 10 or more years of sales experience.
• 5 or more years of experience selling within the Health Care industry for enterprises with annual revenue of at least $1B.
• Direct experience within a Health Plan, TPA, or provider strongly preferred.
• Healthcare subject matter expertise, with solid technical knowledge/aptitude in enterprise-class insurance transaction and healthcare management information systems.
• Knowledge and experience with the HealthEdge product suite is a plus.
• Excellent communication and interpersonal skills, with the ability to interact with internal and external customers.
• Able to influence key executive-level stakeholders and negotiate contract terms.
• Strong track record of achieving and exceeding sales targets.
• Solid technical and operational understanding of health plan operations and software development lifecycle.
• Proficiency in CRM software (SalesForce required) and sales analytic tools.
• Experience selling deals greater than $5M in annual recurring revenue is highly desirable.
• Travel requirement of 50% or more based on business needs.

Pay

The annual US base salary range for this position is $200,000–$225,000 per year. Final compensation will be determined during the interview process and is based on skills, experience, qualifications, and education.