Client Outreach Associate - Payer Channel at TransUnion
What We'll BringAt TransUnion, we have a welcoming and energetic environment that encourages collaboration and innovation. We are consistently exploring new technologies and tools to be agile. This environment gives our people the opportunity to hone current skills and build new capabilities, while discovering their genius.
Come be a part of our team – you’ll work with great people, pioneering products and cutting-edge technology.
TransUnion Healthcare, a wholly owned subsidiary of global information and insights company TransUnion, is a trusted provider of Revenue Protection® solutions that prevent revenue leakage by helping over 1,800 hospitals and 500,000 physicians engage patients early, ensure earned revenue gets paid and optimize collection strategies. TransUnion Healthcare leverages extensive data assets, patented and peer-reviewed revenue cycle technologies and advanced analytics to uncover deep insights that help providers improve the patient financial experience, understand patient behavior patterns, reduce uncompensated care, maximize reimbursement and collectively recover over $1.0 billion annually in revenue. TransUnion Healthcare’s Revenue Protection solutions represent the most comprehensive suite of Patient Access and Revenue Recovery solutions in the industry and serve a wide range of hospitals and health systems, ambulatory and physician practices, government, healthcare payers, and healthcare partners and resellers.
Reporting to the Payer Channel Market Leader – Sales, the Client Outreach Associate is responsible for supporting the go-to-market team by forging relationships with new health insurance payers, capitated Accountable Care Organizations, and capitated provider groups. In addition, Client Outreach will facilitate the internal sales processes for all new and existing clients nationally. As a member of the Payer Sales team, the Client Outreach Associate will assist in the development of monthly, quarterly and annual strategic plans to ensure revenue growth targets are achieved. Client Outreach Associates will amplify our presence by educating prospects on the value of the solutions TransUnion Healthcare delivers. Effectively documenting client communications, supporting the capture of key market intelligence and facilitating the capture of required contract data will be key responsibilities. Coordinating with support resources in a matrixed environment will be a key to success in this role. Success in the role will be measured by the achievement of revenue growth targets.
What You'll Bring3+ years of previous Inside Sales experience needed with a proven track record of success in an inside sales program
Experience gained at a technology or healthcare company preferred
Baseline understanding of the healthcare industry
Experience using CRM solutions to track, maintain, and report on applicable data necessary
Understands and can communicate application of solution to customer’s business processes
We'd Love to See:
Strong verbal and written communication skills as well as interpersonal and relationship building capabilities
Must have demonstrated presentation experience and knowledge of relationship building with excellent prospecting skills
Must be customer focused, have a basic understanding of competitors and be able to apply knowledge to enhance the sale
Ability to collaborate and work effectively in a matrixed organization
Bachelor’s degree, Business or Technical field preferred
Position requires up to 10% travel (once COVID restrictions are lifted)
Impact You'll MakeExpectations in the first 90 days – Assist and support the development of strategies for achieving revenue growth targets. Define target list and build/maintain pipeline within Salesforce.com. Consistently capture and maintain robust CRM data for all regional systems including competitive intelligence and key metrics to improve/refine regional strategies. Ensure a comprehensive understanding of the financially at risk healthcare market (specifically health insurance payers); including current installed base and opportunities for new solutions, competitor positioning and new logo opportunities where no TU solutions are installed
Coordinate with the Market Leader to build strategic plans for achieving revenue growth targets within the regional installed base
Coordinate with healthcare support functions to accelerate closing of opportunities; including legal, finance, general managers, marketing, sales operations, finance, etc.
Capture all client communications and market insights in the CRM application; ensure other healthcare stakeholders are kept abreast of any areas of concern or opportunities for growth
Ensure a working knowledge of TransUnion’s Healthcare solutions and serve as the voice of TransUnion Healthcare in promoting and educating prospective clients on the benefits of our solutions
Assists in the development of product presentations by providing suggestions, concepts and content
Handles client relationship support for all new clients in the defined market
Prospects for new business by cold calling via phone and e-mail
Utilize effective networking techniques to grow respective territory and meet revenue growth targets
Follows up in a timely manner on all leads generated through various channels
Provides follow-up / support for marketing campaigns; converts leads to opportunities and dispositions opportunities in a consistent and timely manner
Works with marketing group and field sales team to check on effectiveness of campaign
Will provide ideas on how to have a more successful campaign based on feedback and delivery experience
Provides support for completion of RFP’s for field sales team
What you’ll accomplish beyond 90 days – You will be:Knowledge expert on the market landscape; current clients and prospective clients
Building a robust CRM database in support of regional strategic plans for achieving revenue growth
Growing a pipeline of opportunities
A trusted support partner for the Market Leader in facilitating the contracting/closing process
Developing efficient cadence with the Market Leader
Communicating/coordinating activities in a matrixed organization to achieve business unit goals
A TransUnion brand ambassador to the healthcare industry for your defined region
Leveraging your skills and knowledge to help us win in the marketplace