Manager, Sales

Position: 

Manager, Sales

Department: 
Business Development
Reports To: 

Managing Director, Business Development

Deadline: 
Friday, March 15, 2019

Position is responsible for maximizing product revenue growth by driving new sales for CAQH ProView, SanctionsTrack, COB, VeriFide, EnrollHub and DirectAssure solutions. Individual must be able to identify prospects, conduct outreach, consultatively present each CAQH Solution to close and contract for new business.

The Manager, Sales and is responsible for prospecting and creating new leads to ensure an ongoing full opportunity funnel that will aid in the achievement of all sales goals and quotas. He/she will utilize a consultative sales approach including presentations on and demonstrations of CAQH Solutions to prospects in order to close the sale He/she works closely with the Managing Director and the Account Management team to ensure a seamless, positive and professional experience for clients. The Manager, Sales partner with the Operations team to ensure timely and accurate implementations for all solutions. He/she interacts with and is an integral part of a team of professionals dedicated to the achievement of client satisfaction, revenue generation and long-term growth in line with the CAQH Vision and Mission.

The Manager Sales reports to the Managing Director, Business Development. This position is full-time, exempt.  This position will be assigned a sales territory within the continental US.

Specific Responsibilities: 
  • Partner with marketing to develop and execute outbound sales campaigns for all CAQH Solutions. This includes researching and identifying new categories of users, developing target lists and conducting outbound prospecting tactics to sell all solutions. Manager will be expected to conduct in person and telephonic meetings and successfully manage a complex sale through to close.
  • Presents and demonstrates all six CAQH Solutions to effectively build robust pipeline and convert leads to sales. Handles follow-up consistently with prospects to ensure closed sale. Works with the Managing Director, Business Development and completes all required contract documentation with signatures.
  • Responds in an informed, timely and professional manner to inquiries and captures necessary information to fully understand and meet prospects' needs. Maintains accurate and detailed records of all sales and prospecting activities including sales calls, presentations, closed sales and follow-up activities utilizing Salesforce.com to maximize return on investment and time.
  • Operates independently to manage the sales funnel, and takes care of own work, including all necessary follow up either with internal CAQH staff, or with external prospects. Cross-sell new solutions to existing clients.
  • Working with the Managing Director, Sales, provides input and feedback to product management regarding functionality and new planned product releases including pricing, contract requirements and implementation.
  • Explain the CAQH organization and the advantages of CAQH Solutions in order to help prospects navigate CAQH and understand the value propositions of CAQH Solutions and the benefit to their organization. Includes seeking opportunities to cross sell solutions.
  • Responds in an informed, timely and professional manner to inquiries and captures necessary information to fully understand and meet prospects' needs. Maintains accurate and detailed records of all sales and prospecting activities including sales calls, presentations, closed sales and follow-up activities utilizing Salesforce.com.
  • Stays abreast of product development and industry trends in areas impacted by CAQH Solutions.
  • Works closely with the Managing Director, Business Development and other team members to develop individual goals and execute strategies and set goals.
  • Understands and is driven to exceed quarterly and annual sales goals/quotas individually, and contributes proactively to the overall success of the team.
  • Attends and assists with CAQH conferences, meetings and sales webinars.
  • Recognizes opportunities for service enhancements through client and prospect feedback and communicates this input to Managing Director, Business Development.
  • Stays abreast of product development and industry trends in areas impacted by CAQH Solutions.
  • Performs other duties as assigned or needed.
  • Requires up to 25% travel.
Knowledge, skills and abilities: 
  • Ability to conduct outbound sales campaigns to new prospects for solutions. Conduct formal in person and phone based sales presentations to executive level audiences to close sales.
  • Exceptional interpersonal and telephone communication skills with the ability to sell, both new and existing services, at appropriate decision-making levels.
  • Ability to listen actively, synthesize client or prospect needs and then present CAQH Solutions in a flexible and responsive manner.
  • Ability to handle multiple tasks seamlessly without a decrease in quality. Strong attention to detail and the ability to follow up consistently to resolve concerns and ensure client satisfaction.
  • Excellent organizational, prioritization and time management skills.
  • Ability to experience negative results and yet retain and sustain focus, professionalism and enthusiasm for work and CAQH products over an extended period of time.
  • Persistent and unafraid of asking for the business and closing the sale.
  • Ability to interact, cooperate and work closely with all levels of internal and external colleagues.
  • Ability to work independently and sustain high level of motivation and enthusiasm.
  • Demonstrates a strong work ethic and desire to contribute individually, to the team, and to the organization.
  • Fully proficient with Salesforce.com as well as Microsoft Office, Word, Excel and PowerPoint.
Experience: 
  • Three to five years of experience in healthcare sale in a “hunter” role.
  • Knowledge of consultative sales and/or experience in the health care industry.
Education: 

B.A./B.S. degree required.

PDF version: 
Download (315.64 KB)
Employment Type: 
FULL_TIME
Hiring Organization: 
CAQH

WHAT YOU GET:

CAQH recognizes that its most important asset is its growing team of smart, creative, collaborative, forward-thinking and passionate professionals – and that a comprehensive employee benefits package is an important factor for them in choosing where to work. CAQH offers competitive compensation along with an extensive benefits package for all full-time employees, including medical, dental and vision coverage, tuition assistance and a 401k. Our location in downtown Washington, DC is metro-accessible, has an onsite fitness center and is centrally located to allow our team to take advantage of professional networking opportunities, cultural offerings and a thriving social scene.
 

Who we are:

Named one of Modern Healthcare’s Best Places to Work in 2017 and 2016, CAQH, a non-profit alliance, is the leader in creating shared initiatives to streamline the business of healthcare. Through collaboration and innovation, CAQH accelerates the transformation of business processes, delivering value to providers, patients and health plans.

  • COB Smart® quickly and accurately directs coordination of benefits processes.
  • EnrollHub® reduces costly paper checks with enrollment for electronic payments and electronic remittance advice.
  • CAQH ProView® eases the burden of provider data collection, maintenance and distribution.
  • SanctionsTrack® delivers comprehensive, multi-state information on healthcare provider licensure disciplinary actions. 
  • CAQH CORE® maximizes business efficiency and savings by developing and implementing federally mandated operating rules.
  • CAQH Index® benchmarks progress and helps optimize operations by tracking industry adoption of electronic administrative transactions.