Allscripts

  • National Sales Director - Health Plan Solutions / East Region (New Business Sales)

    Job Locations US-NC-Raleigh | US-MA-Boston | US-NY-New York | US-IL-Chicago | US-TX-Dallas | US-NC-Charlotte | US-GA-Atlanta | US-DC | US-PA-Philadelphia | US-NC-Raleigh
    Requisition ID
    2018-18057
    Posted Date
    2 weeks ago(2 weeks ago)
    Category
    Sales
  • Overview

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    ***National Sales Director -East–Health Plan Solutions***

    Allscripts Payer & Life Sciences Org

     

    The purpose of this role is to identify, develop and close top line revenue in new Health Plan’s, PBM’s and adjacent markets. and maximize incremental new revenue opportunities in new clients- to ensure that they're receiving the full value of our solutions. Hunting new client revenue, growing existing client revenue and ensuring client satisfaction will be the focus of this sales executive.  

     

    High level accountabilities for the assigned set of 10-15 clients:

    • Uncovering decision makers and building new relationships at all levels of the Health Plan organization
    • Identification and creation of new sales opportunities with existing health plan solutions products.
      • Including the conversion of new business away from competitive data aggregators
    • Working with internal stakeholders quickly and efficiently to shorten the contracting process
    • Developing strategic and tactical account plans that provides Allscripts a path forward over an 18-24-month period of time. 
    • Must be able to work in a high performance/high achievement results culture. 

    Responsibilities

    Accountabilities will include portions of the following as this role will be in partnership or receive assistance to accomplish the full list of accountabilities.  Responsibilities of this role will vary due to size and/or complexity of client, or skill/experience level of team member.

     

    Sales

    • Uncover decision makers and building new relationships at all levels of the Health Plan organization
    • Identification and Creation of new Sales opportunities with existing Health Plan Solutions products.
      • Including the conversion of new business away from competitive data aggregators
    • Manage strategic and tactical sales plans to deliver Allscripts solutions that meet the client's business goals:
      • Meet or exceed the assigned sales target associated with the territory or set of clients assigned
      • Communicate clearly and effectively with management regarding risks and upside
      • Identify potential business opportunities
      • Engage Payer Sales executives and other key stakeholders to develop new opportunities
      • Support deal negotiation and contracting - Understand and align planning with client's budgeting process and timelines
    • Ensure active participation in Allscripts and industry events.
      • ACE, HIMSS, and other events
      • Regional user groups
      • Educational workshops and webinars
      • Selective advisory boards and/or councils

    Client Strategy

    • Understand the client's strategic priorities and organizational goals, business objectives, challenges, and capabilities in order to develop a client-specific strategy and tactical delivery plan that incorporates:
      • Roadmap to achieve client's goals, including but not limited to
        • Bi-directional clinical data exchange
        • Interoperability
        • Data and Analytics
        • Messaging
      • Client revenue modeling, budget cycle planning, power structure, influencers (relational heat map), and political dynamics
      • Community and local market; competitors
      • Current and future product and technical capabilities
    • Maintain rolling 30/60/90-day tactical plans, along with longer term strategic timelines

    Senior Executive Alignment

    • Cultivate relationships with client executives, building credibility and trust
    • Conduct annual business review with client 'C-suite' to review progress against defined goals.
      • Provide quarterly updates throughout the year

    Communication / Operational Discipline

    • Develop and maintain client engagement strategy while deploying corporate standards of excellence:
      • Host regular call cadence using Allscript' standard protocols
      • Conduct quarterly business updates using Allscripts' standard protocols
      • Deploy additional capabilities as the corporation requires
    • Leverage Client Connect (Jive) and other platforms for knowledge transfer purposes
    • Contact Management
      • Ensure all required contact information in SFDC is current, accurate, and appropriate for all levels of the client organization, with particular focus on internal senior levels
    • Ensure that SFDC accurately reflects products purchased and implemented

    Client Operational Objectives

    • Ensure alignment with Allscripts departments to resolve issues promptly
    • Drive reduction of client-specific product defects
    • Achieve finance and accounting goals
    • Manage escalated issues to resolution

    Qualifications

    Academic and professional qualifications:

    • Bachelors and/or MBA or relevant graduate degrees in Business, Finance, Healthcare Administration, or relevant work experience of more than 4 years

    Experience:

    • Approximately 3+ years' experience in chart retrieval services or clinical data solutions sales and/or services
    • Some strategic consulting experience and/or demonstrated client management experience
    • Experience in working in the Health Plan, PBM or adjacent markets
    • Strong new relationship development skills a must
    • Strong business acumen including ability to financial model
    • Significant experience working and negotiating with the C-Suite executives
    • Ability to manage multiple large multi-million dollar deals simultaneously

     

    Travel requirements:

    • Approximately 65-75%.  Candidates must live near major U.S. airport.  

    Working arrangements:

    • Primarily works in standard office environment or in-home office, with responsibility for travel
    • Work hours will fluctuate based on responsibilities, time zones and client needs
    • Working and travel on weekends is possible and should be expected


    At Allscripts, our greatest strength comes from bringing together talented people with diverse perspectives to support the technology needs of 180,000 physicians, 1,500 hospitals and 10,000 post-acute organizations across the globe. Allscripts offers a competitive total rewards package, including holidays, vacation, and medical, disability and life insurance.

     

    Allscripts’ policy is to provide equal employment opportunity and affirmative action in all of its employment practices without regard to race, color, religion, sex, national origin, ancestry, marital status, protected veteran status, age, individuals with disabilities, sexual orientation or gender identity or expression or any other legally protected category. Applicants for North American based positions with Allscripts must be legally authorized to work in the United States or Canada. Verification of employment eligibility will be required as a condition of hire.

     

    From a "VEVRAA Federal Contractor" We request Priority Referral of Protected Veterans

     

    *LI-CM1

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