About the role:

Our Sr. Sales Director - Payor Solutions will help us further our mission by selling the Grand Rounds’ suite of products to health plans, TPAs, carriers and other payors across their books-of-business. In addition, this role will support overall Payor Solutions strategy and programming such as sharing insights to be used in demand generation efforts, securing speakers for various industry events, and supporting overall growth and initial relationship management within this segment of our business. As a Payor Solutions Sr Sales Director, your role will be focused on identifying, pursuing and closing business within this segment of Grand Rounds. Through a consultative approach, you will work both directly with the Payor Solutions team and other colleagues to grow this segment into a strong and sustainable business. 

The successful candidate will have significant experience working with, and selling to, healthcare Payors. Based on the background of the selected candidate, the primary focus will either be TPAs or regional health plans. Working closely with the Payor Solutions team and other sales professionals, there will be areas of collaboration on larger deals regardless of area of primary focus. Selected candidate will demonstrate exceptional team orientation and will roll up their sleeves to win and deliver with excellence.

Your first 30 days:

• Onboard with the Grand Rounds team, both in Payor Solutions and more broadly
• Quickly develop an understanding of our products and become highly knowledgeable with our offerings
• Partner with appropriate Grand Rounds colleagues to come up to speed quickly on respective market dynamics, targets and opportunities
• Share insights and best practices about selling to Payors 
• Begin developing Year 1 Sales plan
• Tap your strong network of health plan buyers and/or influencers to identify sales opportunities
• Immerse yourself in the ancillary programs and benefits made available to you
• Ride along with Payor Solutions colleagues on calls for learning purposes
• Complete formal Grand Rounds product training curriculum 

Your first 60 days:

• Establish a strong short- and mid-term pipeline, working in close partnership with other members of the Payor Solutions team 
• Make introductions to your network and future customers regarding Grand Rounds
• Work with Grand Rounds colleagues to secure meetings with target Payors and conduct joint Sales meetings 
• Demonstrate mastery of Grand Rounds products and ability to convey in the market 

Your first 90 days:

• Build out sales pipeline and advance discussions underway, both independently and in close partnership with other members of the Payor Solutions team
• Make introductions to your network and future customers regarding Grand Rounds
• Solicit feedback from the market on elements of the product offering that is resonating and elements that need to be modified; codify this feedback to continue to inform product offering and roadmap
• In support of Payor Solutions, co-create content and material for quarterly meetings and events
• Work with internal stakeholders to vet market feedback on product, pricing, approach to inform future state product design 

Responsibilities:

• Work with buyers in the Payor segment to identify target prospects to embed Grand Rounds into their product or to re-sell Grand Rounds to their customers
• Expand Grand Rounds’ current Payor customers by expanding the scope of services currently provided to the Payor
• Focus on product improvements that continue to improve our sales cycle and frameworks for this segment of our business 
• Support Payor Solutions programming through thought leadership, relationship management, and content development 
• Establish and further productive working relationships with key consultants who focus on the Payor market 
• Maintain CRM hygiene and diligence in tracking / recording all work activities to ensure accurate forecasting 
• Represent Grand Rounds’ culture and passion for enabling better health in all business dealings
• Travel as necessary, when safe 

Qualifications:

• 15+ years of sales experience in a health plan, TPA, and/or carrier 
• Bachelor's degree required
• Demonstrable track record of successfully selling into this market
• Solid knowledge of healthcare benefits landscape, navigation, EMO and market evolution
• Strong relationship building ability; you like building and finding win-win agreements
• Proven ability to leverage market experts to forge relationships with target customers
• Strong track record of consistently meeting / exceeding yearly quotas in the Payor segment
• Successful experience working with decision-makers at the highest levels within organizations
• Experience successfully selling complex products / services with long sales cycles
• Consultative approach to sales (understanding pain-points of customers and addressing their needs through solutions selling)
• Solid understanding of customer and revenue generation

About us:

Grand Rounds is a tech-driven healthcare company dedicated to raising the standard of healthcare for everyone, everywhere. By harnessing the power of technology, we connect nearly 6 million members to top-rated doctors and data-driven insights to make better informed healthcare decisions. Driven by premier thought leaders in patient care, technology, and business since 2011, our team of 900+ proudly serves Walmart, Costco, Salesforce, and over 140 of America’s top employers as a free employee benefit. Chosen as a 2019 Best Place to Work by Glassdoor and a 2020 UCSF Digital Health Award winner for Employer Wellness, Grand Rounds thrives at the forefront of technology-driven healthcare innovation. Learn more at https://grandrounds.com/

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Grand Rounds is an Equal Opportunity Employer and considers applicants for employment without regard to race, color, religion, sex, orientation, national origin, age, disability, genetics or any other basis forbidden under federal, state, or local law. Grand Rounds considers all qualified applicants in accordance with the San Francisco Fair Chance Ordinance.