Director of Sales at MCG Health 144 views

Due to enormous growth and expansion, MCG Health, the Gold Standard in “Evidence Base Guidelines” is adding a Director of Healthcare Sales to our team.   This critical position reports to the Chief Revenue Officer and is directly responsible for managing 6 Senior Sales Executive in both the payer and provider space.

This is a remote, home office position, based anywhere in the United States.    To be successful, it’s all about collaboration.   We’ll provide you all the tools, technologies, resources and most important, a comprehensive on-boarding orientation to guarantee your success. We have also developed a career ladder for all our positions, allowing you the opportunity to grow within our company.

Check out our reviews on and you’ll uncover that MCG is one of the highest rated companies for employee satisfaction.

MCG and the Hearst Organization will definitely be your best and last employer!

Position Summary:   The Premium Sales Director position directly manages a team of Provider and Payor sales executives focused on driving revenue growth in their respective assigned targets and markets.   The Provider targets include Integrated Delivery Networks (IDN), Hospital Systems, ACOs and other tertiary targets. Payor targets includes health plans, managed care organizations, HMO’s, PPO’s, Third Party Administrators, insurance companies, other organizations who manage risk.

A Day in the Life:

  •  Meets or exceeds annual revenue targets, relicense/ retention goals for assigned quota.
  • Strong mentor who can teach by doing by becoming directly engaged in critical client situations with the ability to appropriately maintain the SE’s primary role in client situations.
  • Ensures each direct report has a development plan. Coaches and develops a successor and manages talent.
  • Ensure staff are well-trained in all aspects of Guideline products and technology to ensure successful client management
  • Plans and conducts the overall growth and revenue retention strategy for assigned clients with the direction of the VP of Sales/Marketing.
  • Appropriately leads and/or oversees meaningful and constructive responses to RFP/s while working collaboratively with other internal resources
  • Plays a leadership role in defining and delivering the Tradeshow/Industry Event strategy and execution
  • Consistently uses and maintains metrics, pipelines, CRM tools, and quantitative feedback to effectively manage the business
  • Develops and maintains strong relationships with the Account Management, Product Management, Alliance Partner, Training and Technical organizations
  • Ability to constructively and positively lead a team with specific emphasis on translating broader strategic priorities into daily tasks and tactics for the team
  • In partnership with the Sales Leadership team, able to help develop and deploy strong segment driven sales strategies, tactics and tools that effectively identifies client/prospect priorities and efficiently aligns the sales process accordingly.
  • Adept communicator with the ability to think on their feet and effectively engage clients/prospects
  • Work in conjunction with legal department to negotiate contracts to a successful completion.
  • Ability to travel overnight at least 30%

Ideal Qualifications:

  • 15+ years direct sales experience in HEATHCARE with demonstrated ability to close sales and drive revenue growth
  • 5+ year’s sales management experience. Recent successful experience in managing sales teams
  • Experience coaching strategic selling and challenger sales approach with sales executives.
  • Significant knowledge of the managed care/case management/ revenue cycle and health care industry
  • Bachelors’ degree in related field, Masters strongly desired
  • Clinical background/training highly preferred
  • Knowledgeable regarding the use and role of guidelines by payors and/or providers
  • Demonstrated ability to write reports and make sales presentations
  • Experience working with providers regarding resource management and cost benefit analysis
  • Experience with enterprise software solutions and large, complex organizations
  • Ability to work collaboratively, proactively and positively with internal and external customers.

If you are interested in this opportunity, please apply via LinkedIn or send your resume to [email protected]  We look forward to hearing from you.

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