Join a team dedicated to supporting the crucial mission of improving health outcomes.
At Merative, you can apply your skills – and grow new ones – with colleagues who have deep expertise in health and technology. Merative provides data, analytics and software for the health industry. Our clients include providers, health plans, employers, life sciences companies and governments around the world. With industry-leading products and focused innovation, we help customers improve decision-making and performance so that together, we drive real progress in health. Learn more at merative.com
This position will report to the Executive Managing Director of Public Employer Market. The individual will serve as overall client relationship manager and strategic business partner for key accounts, in liaison with Product Leaders and Subject Matter Experts. The successful candidate’s time will be spent developing and expanding new business opportunities within established accounts and prospective new clients with a focus on selling Merative data and software solutions.
Job Requirements –
The successful candidate will be an experienced account executive with a balance of successful account management and sales experience. The individual must demonstrate an ability to take a “hands-on” and active role in building a sales culture within the overall organization. Specific characteristics include the following:
- Ten or more years of account management and consultative sales
- Demonstrated ability to lead and influence teams. Must be able to manage a diverse work group, motivate them, and maximize productivity
- Demonstrated customer focus orientation
- Driven to goals by motivating team members
- High integrity and work ethic
- Demonstrated industry and business leadership experience. A record of demonstrable personal achievement with proven management and leadership experience skills.
- Ten or more years in an account management role that includes relationship building with senior leadership
- Proven track record of renewing and expanding business.
- Proven understanding of health insurance marketplace
- Ability to cultivate client relationships for the long term.
- Proven success preparing business plans and strategies.
- Demonstrated success preparing and executing client presentations.
- Proposal development experience.
- Ability to successfully leverage internal resources across organizational boundaries to meet client needs.
- Team player with outstanding inter-personal, negotiation and organizational skills
Account Management
- Cultivates strong, long-term relationships with key decision-makers, business executives, within accounts and develops deep knowledge of the client organization.
- Analyzes potential opportunities and develops detailed business plans and sales strategies for each client account in liaison with Product Leaders in data and software. Monitors actions and results against plans.
- Identifies and responds to client needs in order to define potential Merative opportunities and secure contract renewals.
- Coordinates with Product Leaders, Product Managers, Subject Matter Experts and Client Success Managers to escalate and quickly address client issues/concerns.
- Maintains high visibility within client organization.
- Monitors client satisfaction by communicating regularly with customer.
Proposal/Contract Generation and Close
- Works with key stakeholders to identify sales team and prepare presentations. Educates team participants in client culture, operational needs/methods and sales techniques needed to close the sale.
- Selects the proposal team and leads the proposal effort, developing customized approach and consistent messages.
- Leads the entire sales & renewal process.
- Works with Product Leaders and Subject Matter Experts to develop proposals. Works with Product Leader and other key roles to finalize pricing strategy.
Sales Management
- Provides overall sales management for assigned accounts.
- Is responsible for quarterly and annual sales results for accounts.
- Works with product sales and other account sales team members in the field to refine closing strategies.
- Coordinates account plans, sales forecasts, budgets for assigned accounts.
- Maintains a positive, results oriented work environment, building partnerships and modeling teamwork, communicating to the team in an open, balanced and objective manner.
- Participates in the formal review process, e.g. performance and salary reviews.
Education
Advanced degree in technical discipline or MBA is preferred but not mandatory. Higher graduate studies in business or health care discipline are a plus.
It is the policy of Merative to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, Merative will provide reasonable accommodations for qualified individuals with disabilities.
Merative participates in the federal E-Verify program to confirm the identity and employment authorization of all newly hired employees. For further information about the E-Verify program, please click here: http://www.uscis.gov/e-verify/employees
