Job Description

The Director, Sales, Payer is responsible for leading a team of Payer sales executives and overseeing the achievement of annual revenue, renewal, and retention objectives within the payer market segment. This role defines and executes segment-specific sales strategies, develops and coaches sales talent, and drives market expansion among health plans, managed care organizations, government-sponsored programs, and other payer organizations. The Director serves as a strategic leader who aligns sales execution with organizational objectives while fostering strong relationships with payer stakeholders and ensuring sustainable revenue growth.

You Will:

• Provide strategic direction and leadership to the sales team to achieve revenue, renewal, and retention goals aligned with organizational objectives.
• Develop and implement payer-focused sales strategies, tactics, and initiatives to drive revenue growth, increase market share, and expand MCG's presence within health plans and payer organizations.
• Consistently achieve or exceed annual revenue objectives, including new sales, renewals, and retention benchmarks within assigned quotas.
• Forecast sales performance, analyze market and sales data, and utilize insights to drive decision-making and business results.
• Maintain disciplined use of sales metrics, pipelines, CRM tools, and performance analytics to effectively manage the business.
• Collaborate with Account Management, Marketing, Product Management, Finance, Legal, and other internal stakeholders to align sales efforts with enterprise objectives and deliver a seamless customer experience.
• Lead and oversee payer-focused RFP responses, coordinating cross-functional resources to develop compelling and competitive proposals.
• Conduct market research and competitive analysis to identify payer market trends, customer priorities, emerging opportunities, and competitive threats.
• Partner with Sales Leadership to develop and deploy segment-specific sales strategies, tools, and messaging that effectively align MCG solutions with payer business objectives.
• Negotiate and oversee contracts, pricing, and commercial terms with health plans, managed care organizations, government programs, and other payer entities to secure new business and maintain existing relationships.
• Support the development and execution of strategies for industry conferences, payer-focused trade associations, and MCG-sponsored events.
• Represent MCG at industry events, conferences, client meetings, and market-facing activities.
• Recruit, develop, coach, and mentor a team of payer sales executives, ensuring strong sales execution and professional growth.
• Lead the identification, development, and implementation of AI-enabled tools, resources, and best practices that enhance sales effectiveness, improve operational efficiency, support account strategy, and enable Sales Executives to deliver a consistent, high-value customer experience while ensuring compliance with company policies and responsible AI use.
• Establish clear performance expectations, monitor team performance, provide ongoing coaching, and address performance issues when necessary.
• Foster a collaborative, inclusive, and high-performance culture that supports employee engagement, accountability, and results.
• Partner with Sales Operations to support forecasting, business analysis, process improvement, territory planning, and strategic sales initiatives.
• Champion the effective use of AI-enabled sales tools, analytics, and automation capabilities to improve pipeline management, forecasting accuracy, sales productivity, and customer engagement.

What We're Looking For:

• Bachelor's degree in Business Administration, Marketing, Healthcare Administration, or a closely related field.
• At least 10 years of experience in enterprise software, healthcare technology, or healthcare services sales, demonstrating a consistent track record of revenue growth and quota attainment.
• At least 5 years of experience leading and developing high-performing sales teams.
• Significant knowledge of the healthcare payer market, including health plans, managed care organizations, utilization management, care management, and healthcare operations.
• Knowledge of evidence-based clinical guidance, utilization management processes, and the role of clinical decision support solutions within payer organizations.
• Advanced proficiency with CRM platforms, sales analytics, forecasting methodologies, and Microsoft Office applications.
• Ability to travel up to 40% of the time to client sites, conferences, industry events, and MCG-sponsored meetings. 

Preferred Qualifications

• Excellent leadership and management skills, with the ability to recruit, train, coach, and mentor a team of sales professionals.
• Experience leveraging AI-enabled tools and technologies to improve sales planning, account strategy, customer engagement, data analysis, and overall business productivity.
• Exceptional communication and interpersonal skills, with the ability to build and maintain strong relationships with key stakeholders, including providers and healthcare organizations.
• Strategic thinking and problem-solving abilities, with a focus on analyzing market trends, identifying opportunities for growth, and developing effective sales strategies to capitalize on them.