Director of Sales
About FAIR Health
FAIR Health, Inc., a national, independent nonprofit organization, was established in October 2009 with the mission to help assure fairness and transparency in health insurance information. FAIR Health has created a database of over 51 billion de-identified commercial healthcare claim records—the largest in the country—which receives claims monthly and which serves as the foundation for a variety of data products, custom analytics and consumer tools. FAIR Health has also been certified by the Centers for Medicare & Medicaid Services as a “Qualified Entity” and thus holds the entire collection of Medicare Parts A, B and D claims from 2013 to the present, which get routinely refreshed. Our standard data modules, custom analytics and technological tools serve all participants in the healthcare sector nationwide; they are licensed to payors, third-party administrators, bill review companies, self-insured employers, government agencies, academic researchers and consultants. Our medical and dental data are used to inform statutes and regulations, healthcare cost indices, fee schedules, benefit and provider network design, practice/facility expansion, health systems research and dispute resolution, among other uses. We also offer a suite of consumer-oriented tools and resources available on our consumer website (fairhealthconsumer.org), as well as a mobile application, which can be licensed by other organizations.
Summary of Position
The Director of Sales is responsible for planning and directing the organization’s sales objectives and initiatives. This role develops comprehensive sales plans of FAIR Health’s products and services to fulfill the growth and revenue goals of the organization. The Director of Sales creates and maintains strategic relationships with clients and manages the Account Team, assisting in the growth of their assigned book of business, lead generation and relationship-building with clients. The candidate will have extensive experience in selling data products and solutions within the health plan and healthcare markets, with workers’ compensation, auto liability and healthcare legislative and regulatory knowledge a plus. This individual will work closely with FAIR Health technical staff to meet customer data requirements and drive organizational success.
Primary Responsibilities
Sales Strategy and Business Development
- Identifies new business opportunities by seeking out prospects and evaluating their position in the industry, as well as researching and analyzing sales options
- Sells products and services by establishing and developing relationships with prospective clients and recommending solutions
- Develops plans and strategies for growing FAIR Health book of business and achieving new sales goals
- Monitors customer, market and competitor activity
Client Relationship Management
- Maintains relationships with existing clients by providing support, information and guidance, as well as researching and recommending new opportunities
- Recommends profit and service improvements to enhance client satisfaction
- Identifies product improvements or new products by remaining current on industry trends, market activities and competitors
- Compiles information and data related to customer and prospect interactions utilizing Salesforce.com
Team Leadership and Management
- Hires and coaches sales staff to become SME in their industry areas
- Develops sales staff to increase productivity by managing relationships and recommending new products
- Establishes targets for each salesperson and tracks performance against them
- Assists in the definition and administration of sales staff compensation and incentive programs
- Defines and coordinates sales training programs
Reporting and Operations
- Prepares reports by collecting, analyzing and summarizing information
- Provides detailed and accurate sales forecasting
- Maintains quality service by establishing and enforcing organization standards
- Works closely with the marketing function to develop collateral materials for sales programs
Professional Development and Travel
- Maintains professional and technical knowledge by attending educational workshops, reviewing professional publications, establishing personal networks, benchmarking state-of-the-art practices and participating in professional societies
- Travels for conferences, for in-person meetings with customers and to develop key relationships
Knowledge and Skill Requirements
- Bachelor’s degree in related field required, with Master’s degree preferred
- Minimum 10 years of leadership experience in the healthcare sales industry within a complex organization
- 10+ years demonstrated track record of achieving and exceeding sales and client retention objectives in the commercial health insurance industry
- Excellent understanding of CPT® and ICD coding and strong familiarity with multiple payors, including commercial, Medicare, Medicaid and workers’ compensation
- Experience in selling data products and solutions within the health plan and healthcare markets
- Workers’ compensation, auto liability and healthcare legislative and regulatory knowledge a plus
- Proficiency with Salesforce.com for customer relationship management
- Extremely effective communicator both orally and in writing
- Excellent relationship skills, forming trust-based relationships with internal and external stakeholders
- Resourceful problem-solver who independently translates high-level goals into actionable plans and results
- Ability to work in a quickly changing environment with a strong sense of a responsive, creative, results-driven and team-oriented approach
- Some travel required (10 percent)