Full Job Description
The National Account Executive owns and oversees the revenue targets, sales activities, customer relationships and retention strategy for assigned accounts in ECRI’s Healthcare Insights & Analytics team. The National Account Executive will be responsible for bringing new business with third-party Payers, Health Plans and Medicare Administrative Contractors. The National Account Executive is a partner with ECRI clients, is the lead collaborator with ECRI Sales Teams, Business Lines, and support groups and is a resource for strategy decisions on the portfolio of ECRI offerings. The National Account Executive must be able to network, maintain and expand multi-level relationships within the Payer sector. The National Account Executive is an expert in the area of ECRI capabilities and products, has a strong understanding of the targeted Payer vertical, and demonstrates the sales leadership to proactively manage the selling process and grow new business.
Achieves assigned individual and team revenue targets.
Develops a strategic business plan and meets planned objectives in the Payer sector.
Identifies new leads and maintains a pipeline of opportunities to exceed annual targets.
Manages the sales process - driving opportunities, building the pipeline, and achieving customer loyalty.
Hunts for new business opportunities while maintaining and growing assigned customer base.
Consults with Payer customers to fully understand their strategy, needs and pain-points.
Negotiates sound agreements to full execution. Coordinates contract negotiation with Legal.
Seeks up-selling/cross-selling opportunities within existing customers.
Becomes a valued Subject Matter Expect of ECRI's portfolio of products and services.
Collaborates with customers bringing industry expertise and tailored solutions.
Develops annual territory reviews and customer business plans.
Coordinates client implementation, training. Monitors client utilization.
Resolves client inquiries quickly through appropriate internal triage of the issue.
Attends conferences and other industry events.
Provides feedback to Business Lines, Sales Leadership and ECRI Management.
BS/BA required, with at least five (5) years of consultative B2B sales experience.
Experience selling to Payers, Health Plans or Medicare Administrative Contractors is required.
Documented record of sales achievement.
Experience selling and closing large proposals with capability of developing strong ROI scenarios for customers.
Rolodex of contacts/relationships with Health Plans or Medicare Administrative Contractors.
Superior presentation and writing skills, acts with a sense of urgency, ability to work both independently and within a team environment.
Strong consultative selling focus, with a track record of developing opportunites, advancing them through the selling cycle and closing business.
Organized with the ability to manage & track multiple priorities.
Entrapreneurial spirit with a creative, solutions-focused mindset
Experience creating new products and/or penetrating new markets considered a big plus.
Excellent analytical & problem solving skills.
Experience utilizing CRM as a proactive business tool.
Capable of assuming additional responsibility and/or roles as organization expands.
Adaptable to work and thrive in a small / flexible environment.
Fast learner able to connect concepts easily.
Desire to WIN.
Computer Skills: Proficient in Microsoft Outlook, Excel, Word, and PowerPoint applications.
N (Not Applicable)
Activity is not applicable to this position.
Position requires this activity up to 33% of the time (0 - 2.5+ hrs/day)
Position requires this activity from 33% - 66% of the time (2.5 - 5.5+ hrs/day)
Position requires this activity more than 66% of the time (5.5+ hrs/day)
F 10 lbs or less O
C 11-20 lbs N
C 21-50 lbs N
O 51-100 lbs N
O Over 100 lbs N
Reach Above Shoulder
N 12 lbs or less N
N 13-25 lbs N
Squat or Kneel
N 26-40 lbs N
N 41-100 lbs N
Other Physical Requirements
Typical Office Environment, Partial Week Remote Home Office Considered after 6 months
Equal Opportunity Employer-Disability and Veteran