The AVP of Sales is responsible for identifying health plan prospects, generating leads, building and nurturing early stage relationships, and securing in-person meetings with decision makers at health plan prospects. The AVP of Sales develops and updates processes for managing completion of requests for proposal, sales database management and providing follow up information in support of the sales process. In addition, the AVP of Sales contributes to the strategic sales and marketing processes.
Understands the vision and business objectives of the Sales Department and how individual job responsibilities contribute to product and service delivery and to the success of the organization. Understands the measures of success in individual job performance. Maintains high standards; Is outcome and result oriented. Holds self-accountable for superior performance. Considers excellence a fundamental priority
Meets defined appointment goals with key decision makers for prospective clients;Preforms thorough research, targeting and screening activities to identify qualified health plan client 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.
Ensures that key issues and opportunities are quickly shared and addressed across the department. Listens to others’ perspectives and ideas; helps to ensure understanding and commitment to ideas and decisions prior to implementing them; Shares information in an open, clear, concise, appropriate, and timely manner; Understands the need for confidentiality and discretion and limits communications accordingly. Builds and nurtures telephonic or in-person relationships (such as occurs with trade shows or conferences) with key contacts at qualified health plan prospects. Possesses excellent verbal and listening skills;Regularly reports progress, potential meetings, challenges and new opportunities to the Sales Team;Coordinates/schedules meetings between the appropriate team members and decision makers at target health plan prospects;Keeps Sales Team updated of changing potential client priorities and demands;Collaborates with Sales Team to identify opportunities for securing meetings;Communicates and leads efforts to respond to Requests for Proposals with prospective health plans.
Job Knowledge/Professional Characteristics
Understands objectives and performs duties and responsibilities in accordance with the job description and performance standards of the department. Contact decision makers at targeted health plan prospects to determine readiness to evaluate and purchase care management platform;Based on readiness and specific areas of interest for the prospect, schedules in-person meetings , sends follow up information as requested and continues to actively lead the sales process;Coordinates and assists in the preparation of Requests for Proposal responses;Researches and stays current on the healthcare industry;Committed to continually enhancing the sales process, increasing effectiveness of sales activities and assessing the value of specific sales activities such as trade shows, marketing campaigns, etc.
Takes responsibility for fulfilling job duties, meeting departmental performance standards and complying with the policies and procedures of the company. Can be relied upon to ensure that work within areas of specific responsibility is completed in a timely manner and is of superior quality. Handles multiple responsibilities effectively; Acts upon performance feedback in a timely manner. Assures that work product meets professional and departmental standards. Focuses on results and achieving outcomes.
Ensures that work is completed in a timely manner and is of superior quality;Consistently meets and exceeds departmental performance standards;Prepares status reports of progress securing meetings with health plan prospects within the target market.
Bachelor’s degree. Minimum of 7+ years sales and business development experience.
Direct sales experience necessary within the health plan market.
A motivated sales person with excellent verbal and written communication skills and the desire to rapidly generate new business leads.
An articulate person that can communicate and convince individuals at all levels of an organization.
Ability to learn various aspects of EXL Service and think quickly in front of decision makers to develop opportunities.