Arcadia is dedicated to happier, healthier days for all. We transform diverse data into a unified fabric for health. Our platform delivers actionable insights for our customers to advance care and research, drive strategic growth, and achieve financial success. For more information, visit arcadia.io.
Why This Role Is Important to Arcadia
Reporting to the SVP, Growth, the Sales Director is charged with generating new business opportunities for Arcadia. The Sales Director-Payer is responsible for identifying, engaging, and closing new accounts in the Payor Healthcare market, which Arcadia defines as including Commercial and Private Payors on a regional and national scale.
What Success Looks Like
In 3 months
- Learn all about Arcadia and what makes us special
- Our sales and contracting process
- Features and functions of our solution
- Bond with your teammates and stakeholders
- Play a key role in conferences
In 6 months
- You will have established a solid relationship of trust and collaboration with your Sales Directors
- You will be leading the contracting phase with prospective clients
- Close your first deal
- You will be very conversent in our solution and be able to run your own presentations
In 12 months
- Full mastery of our solution
- Will have closed multiple deals
- Add to your team of Sales Directors
What You’ll Be Doing
- BUSINESS DEVELOPMENT
- Conduct research to expand prospect list using Definitive, LinkedIn Sales Navigator, and other methods
- Identify and develop leads and opportunities from multiple sources including prospect lists, discovery, and individual research.
- Build and cultivate prospect relationships by initiating communications and conducting follow-up qualification to move opportunities into the sales funnel.
- Perform thorough needs assessment and identify prospects pain points to determine how Arcadia’s solutions address those needs
- Building and increasing industry knowledge and acumen to position Arcadia’s value proposition across multiple use case in the health system, ACO, and Payer segments. Own and drive proposal planning, development, and delivery to key client executives.
- Own and drive contract creation, legal review, and signature process with internal operations and key client executives.
- Identify and assist in resolving challenges that could prevent account retention, expansion, and referrals.
- Build relationships with C-level and purchasing executives at key prospects in support of sales and growth activities.
- INTERNAL OPERATIONS
- Collaborate effectively with internal stakeholders from Product Management, Sales Operations, Operations and Finance throughout the course of each deal.
- Ensure all accounts you are working have documented pursuit plans and participate in regular account review meetings with the VP of Sales and line-of-business (LOB) leaders.
- Provide accurate financial projections to executive leadership for opportunities in your pipeline.
- Manage and maintain an accurate sales funnel in the system-of-record for Arcadia (Salesforce.com)
What You’ll Bring
- Bachelor’s degree in business, healthcare administration, engineering, or a related discipline.
- A minimum of 5-7 years’ experience with a demonstrated track record of accomplishments in payer/health plan sales and business expansion.
- Broad network of relationships with Commercial, Regional, Health Plans and well known in the payor community
- Experience consistently securing multi-year, multi-million-dollar contracts with Payor organizations
- Excellent presentation, written and verbal communication skills.
- Must be able to build and maintain strong relationships with C-level information technology executives, physicians, executives, leaders, and staff at Payor organizations at both regional and national levels
- Proven results running long sales cycles (9-15 months) in enterprise settings
- Excellent communicator with the ability to persuasively articulate competitive advantages of Arcadia’s research data solutions.
- Strong knowledge base and stays abreast of major healthcare issues and trends in data analytics and value-based care
- Must be able to work within Arcadia’s sales process to manage a pipeline of qualified sales opportunities across an assigned market and accurately project total contract value, revenue spread, and close dates for those opportunities
- This position requires frequent travel to customers and prospects in an assigned market.
What You’ll Get
- An opportunity to help our health care crisis by assisting with the adoption of value-based care
- The ability to compete with a top KLAS rated solution set
- High visibility and impact role supporting Arcadia’s rapid growth
- Be a part of a mission driven company that is transforming the healthcare industry by changing the way patients receive care
- A flexible, remote friendly company with personality and heart
- Employee driven programs and initiatives for personal and professional development
- Be a member of the Arcadian and Barkadian Community
About Arcadia
Arcadia.io helps innovative providers and payers across the country transform healthcare to reduce cost while improving patient health. We do this by aggregating large amounts of disparite data, applying algorithms to identify opportunities to provide better patient care, and making those opportunities actionable by physicians at the point of care in near-real time. We are passionate about helping our customers drive meaningful outcomes. We are growing fast and have emerged as a market leader in the highly competitive population health management software market and have been recognized by industry analysts KLAS, IDC, Forrester, and Chilmark for our leadership. For a better sense of our brand and products, please explore our
website.
This position is responsible for following all Security policies and procedures in order to protect all PHI under Arcadia’s custodianship as well as Arcadia Intellectual Properties. For any security-specific roles, the responsibilities would be further defined by the hiring manager.
