Executive Sales Director
The role of the Executive Sales Director is primarily
responsible for selling all service aspects related to Acute Care
and Physician Revenue Cycle outsourcing to Hospitals, Health
Systems, academic medical centers and independent physician groups.
This role includes targeted marketing and sales to existing
customers as well as new client prospects in the states of
California, Arizona, Colorado, Alaska, Idaho, Nevada, Oregon, Utah
Solutions for which the sales specialist will be responsible for
marketing include but is not limited to:
- Patient Access and Contact Center Services
- Eligibility and Enrollment Advocacy including Charity,
Medicaid, Disability, Third Party/No Fault Claim and Financial
- Coding, Coding Audit, Compliance Services, and Clinical
Documentation Improvement services
- Denials Management, Underpayment or Audit Recovery
- Patient Engagement and Early Out Services
- Legacy Accounts Receivable Winddown and System Migration
- Full and Partial Revenue Cycle Outsourcing
Target candidate will demonstrate an existing rolodex of prior
relationships with hospital/health systems or academic medical
center with greater than 75 beds or independently owned physician
groups, depending upon the specific target profile size for a
Must positively represent Change Healthcare by promoting
available products and services, and report any relationship or
service issues that may arise to the responsible team members.
Regionally collaborate with other Change Healthcare sales and
account management personnel to strategize on shared accounts and
markets, leverage relationships to develop consultative client
engagements, and generate referrals to other departments wherever
The Executive Sales Director is responsible to meet and exceed
the assigned quota thresholds within a geographic territory and
development of the client relationship with a focus on client
C-Suite and RCM leadership. The Executive Sales Director will
demonstrate the ability to strategically position product and
services and a deep understanding of business aspects of the
complex healthcare market.
Meet and/or exceed all assigned quotas and all performance
goals; manage assigned territory independently, develop a pipeline
of qualified prospects and engage in a consultative sales process
Develop lead generation process within territory through use of
existing tools and resources (i.e. our internal prospecting staff,
marketing department programs and lead generation team, etc.).
Create individualized lead generation methods and use personal
industry connections both individually and in conjunction with
Market Development Team resources.
Effectively manage all relevant sales activities including but
not limited to pipeline, strategy, renewals, Request for Proposals
(RFP's), cross departmental issues to achieve objectives.
Provide timely and complete reporting information on the status
of the territory sales plan, pipeline growth and sales progress as
determined by executive management.
Maintain industry and product knowledge, adapting to changes in
the market/competition, participation in regional/national
meetings/forums, and driving brand/deliverable awareness within
Additional responsibilities include but are not limited to:
- engaging in cold calling to market product/solutions
- facilitating product demonstrations
- hosting in person and web based meetings
- participating in professional tradeshow & presentations
- assisting operations with finance modeling for new deal
- conducting pricing reviews
- managing proposal creation
- leading contract negotiation
- maintaining transparent and clear documentation of sales
pipeline interactions and Next Steps within Salesforce.com
- collaborating with internal sales, account management and
operations teams as well as third party business partners
- managing other aspect of the sales process.
Minimum Job Qualifications:
- 5+ years new account healthcare Business Process Outsourcing
(BPO) and staffing sales and operations experience within the acute
and employed healthcare outsourcing market encompassing hospital
HIS knowledge, extended business office functions, and revenue
- Strong track record of sales quota attainment is a requirement.
Consulting Experience a plus.
Education/Training - Bachelor's Degree or equivalent
Deep knowledge of front end and patient liability revenue cycle
and the placement of onsite and remote staffing resources to
deliver these solutions.
Strong, modernized computer-oriented work capabilities,
detail-oriented analytical instincts and polished presentation
skills to any size audience with an emphasis on the use of
Microsoft Office Suite of tools (Microsoft Word, Excel, PowerPoint,
Outlook) and Salesforce.com CRM solutions.
Comfortable promoting "services" and "outsourcing", as a primary
product element, to optimize the Change Healthcare value
Strong and disciplined cold-calling and prospecting skills -
must have a "hunters" drive and be self-reliant to identify
pipeline and opportunities in the hospital, academic medical center
and other provider markets.
Collaborative, inclusive style with internal Operations,
Finance, Account Management, Legal, and I.T. departments
Demonstrate highly tuned consultative sales and account
- Environment - Office environment, at least 60+% travel
- Physical Requirements - Travel to customers, overnight-out of
town travel to Clients and Sales Meetings, travel via airplane and
vehicles; sitting, standing, walking; using computer monitors,
Join our team today where we are creating a better coordinated,
increasingly collaborative, and more efficient healthcare
Equal Opportunity/Affirmative Action Statement
Change Healthcare is an equal opportunity employer. All
qualified applicants will receive consideration for employment
without regard to race, color, religion, age, sex, sexual
orientation, gender identity, genetic information, national origin,
disability, or veteran status. To read more about employment
discrimination protections under federal law, read EEO is the Law
and the supplemental information at
If you need a reasonable accommodation to assist with your
application for employment, please contact us by sending an email
to firstname.lastname@example.org with "Applicant
requesting reasonable accommodation" as the subject. Resumes or CVs
submitted to this email box will not be accepted.
to view our pay transparency nondiscrimination policy.
California (US) Residents: By submitting an application to
Change Healthcare for consideration of any employment opportunity,
you acknowledge that you have read and understood Change
Healthcare's Privacy Notice to California Job Applicants Regarding
the Collection of Personal Information.
Change Healthcare maintains a drug free workplace and conducts
pre-employment drug-testing, where applicable, in accordance with
federal, state and local laws.