[Remote] Regional Sales Executive

Note: The job is a remote job and is open to candidates in USA. Paradigm is a specialty care management organization focused on improving outcomes for people with complex injuries and diagnoses. The Regional Sales Executive manages and expands existing business, develops new sales within an assigned territory, and supports customer satisfaction and retention for Paradigm’s case management services.

Responsibilities

• Meet or exceed sales goals by developing, maintaining and expanding referrals for current accounts and/or new logo prospects assigned within the RSE’s territory
• Meet or exceed other performance goals per manager’s plan or personal goal plan
• Build a pipeline for new logo and existing client opportunities capable of meeting or exceeding sales goals. VP of Sales will help identify the pipeline expectation for your territory
• Identify, acquire and penetrate new logo accounts as appropriate within assigned territory
• Each RSE will determine the daily needs to both manage existing accounts and acquire new logo accounts within their territories that will allow them to achieve their referral goals. Some territories will require more focus on account management, others will require more focus on selling to new logos
• Input all sales and account information into Salesforce (or similar company sponsored CRM program) on a weekly basis to provide detailed information for personal success, manager knowledge, and knowledge that will be shared across Paradigm business units
• Conduct quarterly, semi-annual, or annual stewardship meetings to ensure ongoing health of each customer relationship
• Conduct strategy sessions ahead of key account or new logo opportunities with VP of Sales, and any other key stakeholders that may be helpful in closing the sale
• Map and understand customer organizational structure and dynamics, and adjust sales strategy to maximize effectiveness. Understand all external influencers such as TPA, reinsurers, and employees
• Maintain a good understanding of the competitive landscape within the territory. This includes knowledge of employees, product offerings, strengths, weaknesses, size, and accounts
• Proactively identify changes in industry healthcare, delivery systems, market trends, product development and competitive pressures to develop and modify strategies and tactics accordingly
• Participate in marketing-related activities such as trade shows, conferences and events and obtain key information and contacts pertinent to RSE territory or overall Paradigm opportunities nationally
• Support cross-selling opportunities within the Paradigm Enterprise by understanding other division product offerings and potential opportunities for those divisions. Let managers know of these opportunities so a cross-division strategy meeting can be held
• Manage the implementation process (unless account management is involved) for each account to ensure services are effectively delivered and account expectations are met
• Follow all account manager and national sales executive instruction regarding managing or selling to a specific account or prospect within your territory
• Position required driving of personal or leased automobiles for completion of task. Employee must maintain minimum insurance requirements for coverage
• Initial Motor Vehicle Report (MVR) must be completed and is it up to Paradigm whether or not we find an employee’s driving history to be acceptable. Employees whose MVR do not meet our standards may have the terms of their employment change as a result of poor driving
• Participate in any company sponsored or manager directed sales training or improvement programs
• Travel as required to meet business objectives
• Utilizes AI tools to support day-to-day tasks, improve efficiency, and enhance output quality. Adopts new technologies as trained and applies them in alignment with established processes and guidelines
• Demonstrates a customer-first mindset by developing a broad and deep (where appropriate) understanding of Paradigm organization, products, operations, and customers. Prioritizes collaboration to meet customer needs and expectations and takes personal accountability for service quality

Skills

• Bachelor's degree from an accredited educational institution
• Three to five years customer service/account management or outside sales experience at a minimum
• Three years related experience in insurance or a health care environment
• Strong working knowledge of the workers compensation industry
• Superior oral and written communication skills and phone presence
• Ability to read and comprehend instructions, correspondence, memos, and medical/patient reports
• Ability to write clear and persuasive correspondence and memos
• Ability to present information in one-on-one and small group situations
• Excellent analytical skills – demonstrated ability to independently identify, define, and resolve problems, ability to collect data, establish facts, and draw valid conclusions; ability to interpret a variety of instructions and deal with abstract and concrete variables; demonstrated ability to analyze difficult situations, problems, and data; ability to use good judgment and decision making skills; ability to anticipate customer needs and reactions
• Any combination of education/experience and knowledge that demonstrate the ability to perform the functions of the position will be accepted
• Workers compensation claims experience highly desirable

Benefits

• Remote position; candidate must be living in the Atlanta or Kansas City area.
• PPO, HDHP, and HMO health insurance options with Cigna and Kaiser (CA employees only).
• 401(k) matching contributions.
• Employer-paid life and disability insurance.
• Flexible spending and commuter accounts.
• Employer-matched HSA contributions.
• Paid time off and personal holiday programs.
• Full and part-time employees receive one paid day per calendar year to volunteer.
• Learning and development support, including the Learning Excellence at Paradigm (LEAP) program.

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