Strategic Accounts Director

Jacksonville, FL, United States

Strategic Accounts Director

The Strategic Accounts Director is responsible for originating and driving new business revenue growth through the development and execution of effective sales strategies in the areas of risk adjustment coding, clinical documentation integrity, and health information management solutions, representing the business interests of the Revenue Integrity Practice. This role manages sales activity including qualification, discovery, proposal, pricing, negotiation, and execution of the deliverable in collaboration with the leadership of the Revenue Integrity Practivce. Planning and executing successful sales tactics require plenty of collaboration, so we are looking for a team player who is ready to hit the ground running!

The position responsibilities include, but are not limited to:

Cultivates a pipeline of top-line and organic sales prospects focusing in on Revenue Cycle Management.

The Strategic Accounts Director is expected to be a top revenue producer with a larger book of business, leading CSI’s solution sales initiative.

Prospects for new clients through trade association events, conferences, direct referrals, networking, cold calling, social media, internet research, ZoomInfo, LinkedIn, sales leads or utilizing other means of generating interest from potential clients in order to originate and drive new business revenue growth.

Proactively identifies opportunities for solutions sales; develops and executes persuasive approaches and sales pitches; creates and delivers highly effective sales presentations and develops proposals that address client needs, concerns, and business strategy.

Provides guidance and collaborates with the internal CSI Sales Leadership team to ensure RFP responses are timely, strategic, and communicated effectively to the client or prospective client.

The Solution Sales Director will also collaborate with the practice on developing and understanding market intelligence on products and solutions, in addition to helping develop and refine the artifacts and processes to enable the sales process.

Identifies and maintains strong relationships with prospective and current clients and/or their delegates within client organizations, or their delegates to ensure optimum client satisfaction, client retention, and increased revenue.

Obtains a thorough understanding of the client’s business, organizational structure, financials, competitiveness in the market, and desired business outcomes.

Develops and executes effective sales strategies designed to meet or exceed revenue, profit, and growth targets.

Collaborates with Practice Leadership and Director of Finance on profitability of all engagements meeting IFO targets, while understanding the impact of pricing and execution decisions.

Develops pricing solutions/services, negotiates, and secures profitable pricing that yields achievement of revenue, gross margin, and other financial goals.

Works collaboratively with Practice Leadership to manage client expectations, communicates course corrections, and monitors financials to ensure all engagements are on time, on budget, and meeting IFO Targets.

May train and mentor Solutions Sales Specialists.

Anticipates and resolves to satisfaction any potential or present issue impacting client engagement.

Ensures data is accurately entered and managed within Bullhorn including client contacts, meetings, and contracts.

Addresses client needs, provides delivery solutions, and maintains a high-touch partnership to maintain and/or grow the account. Provides after-hours availability to address urgent client requests.

Collaborates with corporate IT and other internal CSI team members in order to cultivate, maintain, and grow client relationships.

Produces, analyzes, and communicates sales forecasts and other related reports to key stakeholders.

Aligns with CSI’s and clients’ diversity and inclusion initiatives.

Continues professional development to enhance understanding of industry methods and effective recruiting/sourcing strategies.

Performs other duties as assigned or required.

Travel Requirement: Up to 25%

Qualifications:

Bachelor's degree in Business Administration or related field (may substitute seven (5) years of progressive, recent Business Development experience in lieu of Bachelor's degree).

5+ years’ Revenue Cycle Management Solutions Sales experience required, preferably in the staffing industry or a similar production-based sales role focused on healthcare.

Demonstrated complex solution sales or consulting experience required.

Proven business development success driving new revenue growth and originating new business relationships.

HIM, Risk Adjustment, Coding and related sales experience required.

Demonstrated complex solution sales or consulting experience required.

Ability to direct, develop and implement sales strategies aligned with overall business objectives.

Stays informed about industry trends and market changes.

Ability to identify and solve complex problems related to sales and customer needs.

Strong business, technical, and process expertise.

Strong presence with a willingness to communicate with a variety of contacts (cold calls, emails, texts).

Record of accomplishment of successfully delivering against assigned goals within a given deadline.

Exemplary negotiation skills, demonstrating expertise with the negotiation of contract terms, pricing, and expectations.

Ability to quickly grasp complex business environments, structures, technology, financial statements, and competitive industry landscape.

Highly competitive and goal oriented.

Advanced written/verbal communications skills.

Exemplary presentation skills with strong persuasion skills

Ability to work collaboratively with colleagues and clients, establishing and maintaining effective working relationships.

Proficient in Microsoft Office (Word, Excel, Outlook, PowerPoint), LinkedIn and ZoomInfo.

Self-motivated and works independently with minimal guidance.

Ability to manage competing priorities in a fast-paced, environment.

Aside from a benefits package that is a cut above the rest, you will gain access to an award-winning company culture. Want to see for yourself?

With CSI, you will gain access to….

Healthcare coverage plus HSA matching.

Onsite corporate gym with wellness challenges with incentives & rewards for participation.

Participation in 401(k) retirement plan.

Annual President’s Club trip

Competitive compensation plans with an uncapped commission structure.

Volunteer opportunities through our very own non-profit organization CSI Gives Back.

An award-winning corporate culture.

CSI Companies provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

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