Health Management Systems, Inc. Sales Executive - Remote in Danvers, Massachusetts

HMS makes the healthcare system work better for everyone. We fight fraud, waste, and abuse so people have access to healthcare—now and in the future. Using innovative technology and powerful data analytics, we help government and commercial payers reduce costs, increase quality, and achieve regulatory compliance. We also help consumers take a more active role in their own health. Each year, we save our clients billions of dollars while helping people live healthier lives. At HMS, you will develop new skills and build your career in a dynamic industry while making a difference in the lives of others.

We are seeking a Sales Director who will drive identification of health plan prospects, generating leads, building and nurturing early stage relationships, and securing in-person meetings with decision makers at health plan prospects. The Sales Director develops and updates processes for managing completion of requests for proposal, sales database management within Salesforce and providing follow up information in support of the sales process. In addition, the Sales Director contributes to the strategic sales and marketing processes.

Essential Responsibilities:

  • Develops and manages the sales plan for the designated area/region/product.

  • Makes and develops contacts with existing and potential customers. Represents HMS when meeting with buyers including C-level buyers.

  • Analyzes existing and anticipated customer requirements and promotes consideration of products and services to meet such requirements.

  • Conducts sales presentations.

  • Determines which RFPs to pursue.

  • Manages the RFP process ensuring the RFP is complete and accurate includes setting the price, getting the appropriate SME responses, and approving the final RFP product.

  • Participates in trade show and conference opportunities in order to increase HMS’s visibility and generate new contract leads.

  • Keeps informed of new products and other information of interest to customers.

  • Participates in the development of sales forecasts and strategies.

  • Represents the sales team with executive leaders.

  • Maintains data in Salesforce.

Non-Essential Responsibilities:

  • Performs other functions as assigned

Knowledge, Skills and Abilities:

  • Ability to develop relationships both in person and over the phone.

  • Ability to negotiate.

  • Ability to be careful and thorough about detail.

  • Ability to analyze information and use logic to address work-related issues and problems.

  • Ability to exercise independent judgment.

  • Ability to work proficiently with Microsoft Excel, Word, and Access.

  • Ability to meet defined appointment goals with key decision makers for prospective client

  • Knows the health care payer market and key drivers within the market as they relate to performance, STAR and HEDIS measures, complex decision processes and core software/enterprise software decision processes

  • Preforms thorough research, targeting and screening activities to identify qualified health plan prospects

  • Uses discretion to identify, build and develop relationships with health plan prospects who are not yet ready to enter the sales process to raise awareness and promote affinity towards our products and services.

Work Conditions and Physical Demands:

  • Primarily sedentary work in a general office

  • Ability to travel

  • Ability to communicate and exchange information

  • Ability to comprehend and interpret documents and data

  • Requires occasional standing, walking, lifting, and moving objects (up to 10 lbs.)

  • Requires manual dexterity to use computer, telephone and peripherals

  • May be required to work extended hours for special business needs

  • May be required to travel at least 30% of time based on business needs

Minimum Education:

  • Bachelor’s degree

Minimum Related Work Experience:

  • Minimum 7 years sales and business development experience in Health Care Payer space

Nothing in this job description restricts management’s right to assign or reassign duties and responsibilities to this job at any time.

Title: Sales Executive - Remote

Location: Massachusetts-Danvers

Requisition ID: 180010YQ

EEO/Minorities/Females/Protected Veterans/Disabled.