Senior Sales Executive, East Coast Territory Job in Rosemont, Illinois US
Senior Sales Executive, East Coast Territory
Avivia Health From Kaiser Permanente Company Profile Avivia Health from Kaiser Permanente is a wellness and condition management company. Avivia offers comprehensive services that help control health care costs and enhance productivity by improving quality. Avivia Health builds their programs on a whole-person philosophy, focused on maintaining healthy lifestyles and preventing disease. The company deploys evidence-based practices across the continuum of care - from maintaining ideal health to management of serious illness. Since launching in 2006, Avivia Health has grown to serve more than 1 million participants. Avivia Health builds upon Kaiser Permanente's deep care management expertise, state of the art technology knowledge and 65 years of care delivery experience. Avivia supports and builds upon Kaiser Permanente's extensive employer relationships and contributes to the organization's reputation as a leading edge health care organization. Avivia Health serves medium to large-sized employers, community health plans, government entities, and labor and trust organizations. Services are available in all 50 states and can be customized to fit into any self-funded or fully-funded health insurance situation. For further details visit: https://aviviahealth.com / Senior Sales Executive, East Coast Territory Avivia Health This position can be based in any of the following locations: Illinois, Pennsylvania, Maryland, Delaware, DC, Virginia, Maryland, Kentucky, Tennessee, North Carolina, South Carolina, New Jersey, Connecticut, New York, Massachusetts, Rhode Island, New Hampshire, Vermont and Maine. Summary: This Sales Executive will be critical to the team's overall direction and leadership and must be a strategic player in the health care industry. New sales revenue development and persuasive relationship management are the primary focus for this individual. The ideal candidate must have strong analytical/critical thinking skills and the ability to learn complex, technical aspects of our offerings consistent with our Intelligently Tailored- solutions. Essential Functions With VP, Sales: - Develop and execute a territory-based sales pipeline strategy plan in alignment with the current strategic sales goals for the organization. This plan will include strategies and tactics to manage all aspects of the sales cycle from lead generation, RFP response, finalist to signed services agreement. This should include strategies by customer segment (i.e. employer, health plan, and labor/trust). - Identify the needs of prospect accounts and develop appropriate proposals - Make presentations to all audiences involved with group prospects; including consultants, benefit committees, and executive decision makers - Obtain and analyze key competitive data for use by management to assist in achieving desired sales results - Employ consultative sales skills to influence decision makers - Effectively communicate with all appropriate constituencies - Achieve territory-based new sales revenue goals and demonstrate strong probability of achievement of those goals by progressing sales prospects through the sales pipeline. - Build and develop employee benefit/health and welfare consulting relationships as well as the largest regional brokerages and an appropriate partnering strategy - Create/fill pipeline with qualified prospects with revenue probability in alignment with sales revenue goals - Maintain current sales activity information within the Sales Connect (KP's licensed salesforce.com application) system. - Seek opportunities to demonstrate the value-add of Avivia products and services for KP in the areas of new/existing account growth and enhancing the reputation of KP overall - Build relationships with KP National sales and account management executives to maintain support of Avivia expansion opportunities with National Account clients Qualifications: Basic Qualifications - 7-10 years of health care consultative sales experience - Deep understanding of managed care principles and self-insured health benefits industry - Prior experience in condition management and/or wellness and related health services - Proven track record of linear career growth in a sales career by consistently exceeding sales targets - Experience selling to large, complex, national employer groups and health plans on a direct basis and through the consultant/broker channel - Must be able to engage people at all levels of the organization, market facing and internally. - - Demonstrated ability to determine key business issues and develop appropriate strategic action plans. - Strong analytical and critical thinking skills - Experience working collaboratively with regional business units and across a highly matrixed organization - Proven ability to manage through organizational growth and development - The ability to adapt to changing environment with external business partners - Demonstrated ability to use a SFA / CRM solutions package - Bachelor's degree required - MBA, MPH or other advanced degree preferred