Healthcare, Direct Sales Lead - Payer Market
What We'll Bring
At 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.
Protecting the health and wellness of our associates and candidates considering a career at TransUnion is our highest priority. In supporting this vision, our recruitment and new hire experience for this role is fully virtual for the time being. Candidates interviewing will get to know our team over the phone and video, and this role will operate virtually upon hire until we return to the office. Even though we’re not physically together right now, our goal is to provide you a supportive candidate and new hire experience that will immerse you in our culture and set you up for success at TransUnion.
Reporting to the Director of Sales - Payer Market, the Direct Sales Lead is responsible for achieving the revenue growth targets for Direct Sales in the Payer Market. Supporting the healthcare business unit at TransUnion, the Direct Sales Lead supports four major functions:(1) contracting with new payer customers, (2) adding solutions to existing clients, (3) retaining revenue in existing clients and (4) improving client satisfaction across the region. Success in the role will be measured by achieving revenue growth targets and revenue retention.
What You'll Bring
5+ years' B2B experience
3+ years’ healthcare experience, preferably payer
Demonstrated experience with leading market-facing teams
Dynamic leadership qualities and ability to lead and motivate highly effective teams
Expertise in the health insurance industry including medical expense management and member engagement data
Acumen related to data utilization and Social Determinants of Health applicability to market
Ability to quickly become a leading expert on TU Healthcare solutions
Demonstrated ability to work directly with clients and convey expertise and confidence
Strong verbal and written communication skills as well as interpersonal and relationship building capabilities
Strong quantitative and problem solving skills
Ability to work independently and manage multiple tasks and projects
Demonstrated ability to work in a collaborative and matrixed team environment
Bachelor’s degree, MS/MBA preferred
Position requires up to 75% travel (post pandemic)
Impact You'll Make
Design, implementation and execute strategies to achieve revenue growth targets in the Payer market
Lead and manage a team of one direct report (1-Client Outreach) ensuring appropriate guidance, mentorship and coordination of sales activities to achieve the desired goals
Serve as the single point of responsibility for closing all sales with new and existing clients
Serve as the single point of responsibility for existing account management
Design and manage Client Success strategies to improve client satisfaction measured by revenue retention, and client reference-ability
Design and manage client outreach strategies to increase brand awareness and grow payer market
Collaborate with sales operations functions to ensure accurate capture of sales and client activities in Salesforce.com; utilize captured data to build and refine strategies
Utilize an analytical approach to develop efficient market strategies and measure success of execution
Maintain a deep working knowledge of TransUnion’s Healthcare Solutions and how they meet the business needs of current and prospective clients
Leverage knowledge of the Payer space to inform product positioning and sales strategy
Effectively navigate matrix resources to support growth strategies and execution; including product marketing, marketing & communications, finance, legal, operations, technology and membership
Serve as a brand ambassador for TransUnion Healthcare at market facing events and through participation in professional organizations
Provide industry insights to the business and product leaders to ensure that TransUnion’s solutions remain industry leading
Expectations in the first 90 days –
Develop, refine and implement strategies for achieving revenue growth.
Develop, refine and implement strategies to maintain existing customers
Gain working knowledge of TUHS solutions
Attain ability to navigate TU matrixed environment
Assess existing talent and develop coaching and mentoring plans
What you’ll accomplish beyond 90 days – You will be:
A trusted leader of market facing teams/functions
Building trusted relationships with existing clients
Partnering with key functional leaders within the healthcare organization
A TransUnion brand ambassador to the healthcare industry
Leveraging your skills and knowledge to help us win in the marketplace