Arcadia Healthcare Solutions

Sales Director - Provider/ACO

US-

Overview

Reporting to the VP of Market Development, the Sales Director is charged with generating new business opportunities for Arcadia.  The Sales Director is responsible for identifying, engaging, and closing new accounts in the Provider/ACO market, which Arcadia defines as including Provider Groups, Health Systems, IDNs, Clinically Integrated Networks and Accountable Care Organizations

Responsibilities

Business Development

  • Conduct research to expand prospect list using Definitive Healthcare, LinkedIn and other methods
  • Identify and develop leads and opportunities from multiple sources including prospect lists, discovery and individual research.
  • Build and cultivate prospect relationships by initiating communications and conducting follow-up qualification in order to move opportunities into the sales funnel.
  • Perform thorough needs assessment and identify prospects pain points to determine how Arcadia’s solutions address those needs
  • Build and increase industry knowledge and acumen to position Arcadia’s value proposition across multiple use case in the health system, ACO and provider vertical segments. Own and drive proposal planning, development, and delivery to key client executives.
  • Own and drive contract creation, legal review, and signature process with internal operations and key client executives.
  • Identify and assist in resolving problems that could prevent account retention, expansion, and referrals.
  • Build relationships with C-level and purchasing executives at key prospects in support of sales and growth activities.

 

Internal Operations

  • Collaborate effectively with internal stakeholders from Product Management, Sales Operations, Operations and Finance throughout the course of each deal.
  • Ensure all accounts you are working have documented pursuit plans and participate in regular account review meetings with the VP of Sales and line-of-business (LOB) leaders.
  • Provide accurate financial projections to executive leadership for opportunities in your pipeline.
  • Manage and maintain an accurate sales funnel in the system-of-record for Arcadia (Salesforce.com)

Qualifications

  • Bachelor’s degree in business, healthcare administration, engineering, marketing, or a related discipline.
  • A minimum of 7 years’ experience with a demonstrated track record of accomplishments in sales and business expansion.
  • Excellent presentation, written and verbal communication skills. 
  • Must be able to build and maintain strong relationships with C-level information technology executives, physicians, executives, leaders and staff at health plans, health systems, and healthcare provider groups.
  • Must have experience in managing, developing, and motivating sales and client development employees.
  • Proven results running long sales cycles (9-15 months) in enterprise settings
  • Excellent communicator with the ability to persuasively articulate competitive advantages of Arcadia’s Analytics solutions.
  • Strong knowledge base and stays abreast of major healthcare issues and trends in value based care
  • Experience with healthcare analytics, population health management and data aggregation.
  • Must be able to work within Arcadia’s sales process to manage a pipeline of qualified sales opportunities across an assigned market and accurately project total contract value, revenue spread, and close dates for those opportunities
  • This position requires frequent travel to customers and prospects in an assigned market.

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