Surescripts serves the nation through simpler, trusted health intelligence sharing, in order to increase patient safety, lower costs and ensure quality care. We deliver insights at critical points of care for better decisions - from streamlining prior authorizations to delivering comprehensive medication histories to facilitating messages between providers.
Job Summary
The Account Executive - Health Plans / PBMs plays a key role in driving new business development, expanding sales within existing customer accounts, and maintaining long-term client relationships. The Account Executive will build and sustain strategic partnerships that foster mutual growth, profitability, trust, loyalty, and innovation. The Account Executive is responsible for identifying and pursuing sales and business development opportunities across both existing accounts and new relationships. Specific responsibilities may vary depending on the client or account. Key duties include identifying and developing opportunities through new and existing channels, developing proposals, negotiating, and executing contracts, and driving account strategy. The Account Executive will utilize the organization's full suite of enterprise resources and capabilities to deliver value-driven solutions that align both customer needs and company goals.
Responsibilities:
- Sell the company's healthcare tech products and services (medication adherence and clinical interoperability related) to new and existing customers.
- Function as a trusted advisor and customer advocate to develop and manage strong relationships with key individuals and top decision makers in partner firms and/or territories.
- Identify and execute strategies that grow and enhance the Surescripts Network Alliance. Earn buy-in internally and with clients to mutually achieve business objectives and solve pain points.
- Meet and exceed revenue targets as articulated by assigned annual and long-term corporate business objectives.
- Identify, negotiate, and close opportunities to achieve quota.
- Monitor market conditions, product innovations and provide competitive insights to internal stakeholders.
- Engage clients in innovation-focused discussions and pilot opportunities to drive early adoption of new products/technology. Negotiate and close agreements that support business development.
- Exhibit a deep understanding of the Healthcare industry and, specifically, Health Plan, PBM and other entities that serve payers.
- Exhibit a deep understanding of Surescripts services, products, and capabilities.
- ·Collaborate with internal partners during the sales process such as Product Innovation, Legal, Finance, Security, Marketing and Account Management.
- Represent Surescripts in relationship building, consultative, and social capacity at appropriate trade shows, conferences, and industry events.
- Prepare and maintain records for leads and performance toward goals, including close dates, implementation dates, close/won success using Salesforce and at regularly scheduled sales management meetings.
- Drive a corporate culture of urgency, simplicity, and sales success with team and peers by supporting the company culture.
Qualifications:Basic Requirements:- Bachelor's degree or equivalent experience.
- 10+ years of Health Plan and Healthcare IT experience including strategically selling into the large payer market.
- Experience selling workflow solutions, data assets and network capabilities.
- 5+ years of experience closing complex $500K+ deals.
- Experience managing sales cycles up to 18 months in length.
- Experience with contract negotiations.
- Experience leading through a sales process with complex partners.
- 5 + years of individual experience leading account development.
- Proficiency with Salesforce and Microsoft tools, including Co-Pilot.
Preferred Qualifications:- Experience selling value-based care solutions, data analytics solutions or interoperability solutions.
- Advanced degree such as a PharmD, MBA or other Masters level credential
- Experience with strategic and solutions selling methodologies.
Travel:- Approximately 50% travel within the US.
- Territory includes named accounts across the US.
On Target Earnings (OTE): $300K+
Keywords: sales, account executive, business development, health plans, PBM, PBMs, payer, payor, care management, value-based care, risk stratification, interoperability, HEDIS, STARS
Surescripts embraces flexibility through its Flexible Hybrid Work model for most positions. This model allows employees to work virtually while still utilizing our offices as collaboration centers. With alignment and agreement from your leadership, you can come and go from the office as needed.
To be considered for employment, applicants must have a valid U.S. work authorization allowing work without restrictions with Surecripts in the U.S. At this time, we are unable to provide support or provide sponsorship for immigration benefits such as work visas. Additionally, we do not participate in academic training programs or work-study programs through an academic institution that require employer endorsement of F-1/CPT or F-1/STEM.
What You're Like As a strategy-minded member of the Growth team, you enjoy cross-disciplinary problem solving. You are motivated by multifaceted challenges that require you to quickly identify the data points that matter and generate a hypothesis. You are relentless in your pursuit of continuous improvement with the chops to dive into analytics, then step back to see the forest for the trees. You prefer a good narrative over a fancy PowerPoint slide. You provide market-focused expertise and industry understanding that builds trust and influences customer behavior.
What We're Like Surescripts Growth is a team of both thinkers and doers. We pressure test our ideas and then move past thinking to put our plans into action. We're ambitious, yet realistic, with our goal in mind: to increase the value of the Surescripts Network Alliance.
What the Work is Like We love a good framework, of course. But we also work to understand our ever-evolving role as a network business and how our solutions impact our customers and the patients and providers they serve. We take on some of the most pressing opportunities and problems facing our business. And we thrive in this fast-paced environment.
Why Wait? Apply NowWe're a midsize company. This means you're not just another employee ID number. Here, you can build real relationships and feel supported by truly awesome people with diverse backgrounds and talents in an innovative and collaborative work culture. We strive to create an environment where you can be yourself, share your ideas and work your way. We offer opportunities for employee development, as well as competitive compensation packages and extensive benefits.
At Surescripts, base pay is one part of our Total Rewards Package (which may also include bonus, benefits etc.) and is determined within a range. The base pay range for this position is $150,000 - $200,000 per year. Your base pay may vary within or outside of this range depending on a number of factors, including (but not limited to) your qualifications, skills, experience, and location.
Benefits include, but are not limited to, comprehensive healthcare (including infertility coverage), generous paid time off including paid childbirth and parental leave and mental health days, pet insurance, and 401(k) with company match and immediate vesting. To learn more, review the
Keep You and Yours Healthy,
Balancing Work and Life, and
Where Talent Takes Shape links under the
Better Benefits. Better Work. Better Life section of our careers site.
Physical and Mental Requirements While performing duties of this job, an employee may be required to perform any, or all of the following: attend meetings in and out of the office, travel, communicate effectively (both orally and in writing), and be able to effectively use computers and other electronic and standard office equipment with, or without, a reasonable accommodation. Additionally, this job requires certain mental demands, including the ability to use judgement, withstand moderate amounts of stress and maintain attention to detail with, or without, a reasonable accommodation.
Surescripts is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate on the basis of race, color, religion, age, national origin, ancestry, disability, medical condition, marital status, pregnancy, genetic information, gender, sexual orientation, parental status, gender identity, gender expression, veteran status, or any other status protected under federal, state, or local law.
