About the role
The Opportunity
The Sales Executive is an individual contributor role responsible for generating sales from new logos and existing customers. He/she will be required to reach out to a variety of healthcare risk-bearing entities to determine if MHK's platform or the clinical and enrollment/billing solutions that MHK provides will solve their specific business problems. This role will also help with coordinating RFI/RFP processes and get involved in product demonstrations to bring our value proposition to life.
Reporting to the Chief Operating Officer, the Sales Executive enlists the support of product management, marketing, client services, legal, finance, and other sales and management resources as needed, and closely coordinates company executive involvement with client management as appropriate.
Hybrid: This hybrid role is based in Tampa, FL and requires working in the office at least three days per week.
Travel: This role requires 30%+ travel to customer locations and MHK locations (Tampa, FL and Guilford, CT).
Position Duties
Sales Planning and Pipeline Management
* Develop and commit to a detailed sales plan aligned to quarterly targets. * Manage the end-to-end sales process for the assigned region, consistently achieving or exceeding quota targets. * Create and update a pipeline utilizing Salesforce. * Keep up-to-date records of sales information. * Attend conferences as needed to help generate leads.
Customer Relationships
* Develop and nurture long-term relationships with current and potential customers, serving as a trusted advisor and client advocate. * Proactively identify client needs and establish trust as a product advisor, providing ongoing value while offering tailored solutions aligned to client goals and use cases. * Maintain exceptional relationship management skills, ensuring a high level of professionalism, accountability, and responsiveness in all client interactions.
Pre-Sales, RFI/RFP and Contracting
* Interface with the internal pre-sales teams after identifying and qualifying the opportunity, and drive the customer engagement along with the pre-sales teams to close leads. * Work with the pre-sales team to ensure client requirements are addressed during demonstrations. * Manage the end-to-end coordination of the RFI/RFP process to ensure timely and high-quality submissions. * Negotiate pricing based on Finance guidance and help negotiate contracts with Legal and management support.
Position Requirements
Required Qualifications
* Minimum 4 years' experience selling into healthcare and/or healthcare technology (HIT), preferably in the clinical or care management space. * Experience selling to Health Plans / Payers. * Broad understanding of the health care regulations affecting risk-bearing entities (e.g., CMS compliance, STARS, NCQA, etc.). * Experience selling to "C-level" executives. * Proven record of exceeding sales quota. * Competitive and driven, with the ability to build and sustain trust at the onset. * Strong communication skills, both verbal and written. * Strong sense of accountability and a customer-centric mindset. * Excellent organizational skills, including the ability to multi-task and prioritize. * Technology skills that include Salesforce, HubSpot, Microsoft Outlook, Word, PowerPoint and Excel.
Education Requirement
* BS/BA degree. Master's degree preferred.
Additional Information
Pre-Employment Requirements: All prospective employees must pass a background check and drug screening.
Benefits
At MHK, we support employees with meaningful work, opportunities to grow and benefits designed to promote health, financial security and overall wellbeing. Highlights include:
* Health coverage: Medical, dental and vision plans for full-time employees. * Retirement: 401(k) with a generous company match. * Time off: Generous paid time off and holiday policy. * Benefits eligibility: Benefits begin on the first day of the month following employment. * Health and wellness: Exercise and health club reimbursement opportunities. * Dependent care: Monthly dependent care reimbursement opportunities. * Income protection: Short- and long-term disability coverage. * Life insurance: Basic term life and AD&D insurance.