• Director, Sales Strategy

    Job ID
    2018-21935
    Employment Type
    full-time
    Hours Per Week
    40.00
  • Overview

    As a member of our Sales Strategy team, the Director, Revenue Cycle Services Sales will have responsibility for the growth of nThrive revenue cycle solutions revenue, as set by a quarterly and annual operating plan.   

    Responsibilities

    • Serve as subject matter expert for assigned solution group within healthcare revenue cycle. Continually increase level of expertise around our offerings and client needs / applications.
    • Manage and respond to requests for expert support, as escalation point for qualification and solution strategy for assigned product group.
    • Develop competency with all nThrive offerings.
    • Provide consulting and guidance to corporate functions including product management, solution marketing, sales training and corporate marketing regarding effectiveness of our offerings and how we represent these to clients, competitive positioning, needs of the field sales team to be successful, messaging and other commercial topics. Serve as liaison between these teams and field sales teams.
    • Collaborate closely with VP and field sales leadership to develop a comprehensive quarterly and yearly business plan, including actions needed to realize growth objectives. Serve as an integral part of the orders and revenue forecasting cadence.
    • Assess skills and gaps among field sales representatives, and develop plan to address developmental needs for assigned product group.
    • Joint travel and other client interactions with field sales team as needed to qualify and drive opportunities to closure.
    • Participate in industry events as needed for promotion, and to increase level of expertise.
    • Collaborate with sales leaders on winning strategies, by segment, offering and per individual opportunity.

    Qualifications

    • Bachelor’s degree in Marketing, Sales or related Business degree.
    • 3+ years of experience in supporting solutions sales, or leading a technology or services sales process, short cycle and long cycle sales in healthcare provider segment.
    • Knowledge of Hospital revenue cycle and healthcare finance; track record of success leading or being an integral part of a complex sale involving multiple internal and external stakeholders, and a dynamic set of offerings.
    • Experience with tactical selling and strong skills in presenting, quoting, demonstrations, developing winning sales strategies, and synthesis of communications into cohesive messages.
    • Knowledge of industry standards related to service delivery in the healthcare revenue cycle with specific focus on aged receivables, best practices for appeal of denials and underpayments, managed care contracting.
    • In-depth knowledge of regulatory and delivery requirements related to provider accounts receivable recovery, denial remediation and prevention, and payment discrepancy disputes.
    • Experience interfacing with both internal team members and external clients, as part of a solutions-based, team sales process.
    • Growth focus and track record of successfully generating new revenue with net new clients.
    • Work autonomously, independently and as part of team for collaboration and resolution of complex issues.
    • Highly organized, comfortable collaborating with commercial leaders and client executives.
    • Computer knowledge including MS Office (Outlook, Word, Excel, PowerPoint)

    Preferred Skills

    • Experience in a delivery or consultative role in healthcare revenue cycle preferably in the Accounts Receivable, Denials, and/or Managed Care space, with a vendor or provider.
    • Project Management experience.
    • Experience using CRM software, preferably SalesForce.com.
    • MBA or other advanced degree.
    • Experience as hospital executive in revenue cycle or HIM.
    • Proximity to nThrive Saddle River, NJ office.

    About nThrive

    Be Inspired. Ignite Change. Transform Health Care. 

    From Patient-to-PaymentSM, nThrive provides all the technology, advisory expertise, services, analytics and education programs health care organizations need to thrive in the communities they serve. Our colleagues share a united passion to help health care organizations strengthen their financial position, which translates to accessible, quality care for all. This passion fuels our drive to innovate and participate in community outreach through the nThrive CARES program. Our colleagues are encouraged to think differently and empowered to make a lasting impact that ensures our health care providers, and our world, are healthy and productive.

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