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Sales Executive Healthcare Large Accounts

Dignity Health System Office Glendale, California
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Requisition ID 2022-241454 Employment Type Full Time Department Direct Employer Strategy Hours/Pay Period 80 Shift Day Weekly Schedule Monday - Friday (8:00am - 5:00pm) Remote Yes Category Managed Care
Overview

CommonSpirit Health was formed by the alignment of Catholic Health Initiatives (CHI) and Dignity Health. With more than 700 care sites across the U.S. & from clinics and hospitals to home-based care and virtual care services CommonSpirit is accessible to nearly one out of every four U.S. residents. Our world needs compassion like never before. Our communities need caring and our families need protection. With our combined resources CommonSpirit is committed to building healthy communities advocating for those who are poor and vulnerable and innovating how and where healing can happen both inside our hospitals and out in the community.


Responsibilities

Position Summary:

Candidate must live in the state of California. Strongly prefer Self-funded experience and must have large commercial account experience in healthcare. 

This is a key position on the Employer Strategy and Relationships sales and account management team, responsible for leading commercial membership and revenue growth via self-funded product sales as well as bolstering market retention efforts with a primary goal of achieving positive contribution margin for CommonSpirit Health. 

The sales account executive will work with directly with employers and leverage internal stakeholders to drive strategic growth, working closely with program stakeholders and strategic partners to drive profitable new membership growth and account retention.  Primary products include care management programs, reinsurance, pharmacy benefits and third party administration (TPA) services.

We are seeking a sales account executive who understands, cultivates and manages a multi-faceted pipeline of commercial growth opportunities. This person will have an established history of successfully executing on varying sales distribution models and a wide array of employer channels. This person will work with directly with employers and leverage internal stakeholders to drive strategic growth.

Products will also require enhanced partnerships with physicians and physician networks, with a particular focus on leveraging the capabilities of newly developed clinical integration networks and existing internal and external partners.  Over time, these products will be available in all nine Service Areas and delivered in partnership with third party administrators (“TPAs”) and/or selected Payers. 

The account executive works closely with program stakeholders and strategic partners to drive profitable new membership growth and account retention. Self-funded concepts familiarity, producer relationship management, consultative sales skills, strategic account plan development and execution are key attributes for this position.  This role requires a high-level of responsibility and the ability to communicate effectively.  Primary products include care management programs, reinsurance, pharmacy and third party administration (TPA) services.

Job Responsibilities

  • Develop and execute sophisticated sales strategy and distribution model. Account executive will develop and maintain multi-pronged approach to growing commercial membership.  Identify untapped distribution models/opportunities and develop strategic approach to growing membership for CommonSpirit Health.
  • Cultivate and maintain stakeholder relationships working in partnership with program affiliates including but not limited to third-party administrators (TPA), Payer Contracting/CIN (Clinically Integrated Network) teams, Pharmacy Benefit Managers (PBM), Payer partners and Reinsurance carriers.
  • Serve as industry expert internally and externally. Analyze and dissect market dynamics to achieve comprehensive understanding of commercial opportunities.  Develop entrenched understanding of competitive landscape, market drivers and how to position/alter the CommonSpirit program to achieve commercial growth
  • Guide product development including but not limited to benefit strategy design, reinsurance programs, pharmacy benefit management, TPA services, and care management services.
  • Collaborate with leadership teams to create and support aligned local and organizational goals and objectives in accordance with Employer Strategy and Relationship’s and CommonSpirit Health’s mission and philosophy

#missioncritical

#LI-DH


Qualifications

Minimum Qualifications:

  • Bachelor’s degree in business, healthcare or a related field. Equivalent education and experience may be considered in lieu of degree.
  • Minimum of five (5) years’ experience in new business sales, business development or sales enablement
  • Minimum of three (3) years’ experience working in large commercial enterprise sales in healthcare
  • 5+ years of health care or insurance industry experience.

  • 3+ years of demonstrated large group sales experience.

  • Demonstrated self-funded rating methodologies comprehension
  • Comprehensive group health insurance and industry knowledge.

Required Licensure or Certification

  • Active Life, Accident and Health license or ability to obtain within 90 days of employment

Preferred Qualifications:

  • Consultative Selling

Required Minimum Knowledge and Skills

  • Ability to work autonomously to achieve sales goals and objectives
  • Excellent time management skills, written and verbal skills and decision making capabilities.
  • Ability to shift, prioritize and accomplish objectives in an fast-paced, ever changing environment
  • Willingness to utilize internal and external tools, trainings and continuing education to stay current on pertinent industry trends fostering environment of continual learning
  • Demonstrable understanding of the managed care world, health insurance, insurance regulation, large group markets with an emphasis on self-funding/reinsurance
  • Superior analytical and problem solving skills
  • Proficient use of technology such as Google Suite, CRM management (i.e. Salesforce), and various analytical tools
  • Strength in understanding, cultivating and managing a multi-faceted pipeline of commercial growth opportunities
  • Established history of successfully executing on varying sales distribution models and a wide array of employer channels
  • Working knowledge of Self-funded concepts, producer relationship management, consultative sales skills, strategic account plan development and execution
  • Proven success with high-level of responsibility
  • Proven strength in effective communication, written and verbal, with large scope of internal /external customers and strategic partners

A compensation range of $102,000 - $133,000 base salary plus lucretive sales incentive plan is the reasonable estimate that CommonSpirit in good faith believes it might pay for this particular job based on the circumstances at the time of posting. CommonSpirit may ultimately pay more or less than the posted range as permitted by law. Plus a generous sales incentive eligibility up to three times base salary. 


While you’re busy impacting the healthcare industry, we’ll take care of you with benefits that include health/dental/vision, FSA, matching retirement plans, paid vacation, adoption assistance, annual bonus eligibility and more!

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Equal Opportunity

CommonSpirit Health™ is an Equal Opportunity/Affirmative Action employer committed to a diverse and inclusive workforce. All qualified applicants will be considered for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, marital status, parental status, ancestry, veteran status, genetic information, or any other characteristic protected by law. For more information about your EEO rights as an applicant, please click here.

CommonSpirit Health™ will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c). External hires must pass a post-offer, pre-employment background check/drug screen. Qualified applicants with an arrest and/or conviction will be considered for employment in a manner consistent with federal and state laws, as well as applicable local ordinances, ban the box laws, including but not limited to the San Francisco and Los Angeles Fair Chance Ordinances. If you need a reasonable accommodation for any part of the employment process, please contact us by telephone at (415) 438-5575 and let us know the nature of your request. We will only respond to messages left that involve a request for a reasonable accommodation in the application process. We will accommodate the needs of any qualified candidate who requests a reasonable accommodation under the Americans with Disabilities Act (ADA). CommonSpirit Health™ participates in E-Verify.