Acute Executive Sales Director

Change Healthcare   •  


Industry: Healthcare


Not Specified years

Posted 56 days ago

Transforming the future of healthcare isn’t something we take lightly. It takes teams of the best and the brightest, working together to make an impact.

As one of the largest healthcare technology companies in the U.S., we are a catalyst to accelerate the journey toward improved lives and healthier communities.

Here at Change Healthcare, we’re using our influence to drive positive changes across the industry, and we want motivated and passionate people like you to help us continue to bring new and innovative ideas to life.

If you’re ready to embrace your passion and do what you love with a company that’s committed to supporting your future, then you belong at Change Healthcare.

Pursue purpose. Champion innovation. Earn trust. Be agile. Include all.

Empower Your Future. Make a Difference.

The Enterprise Executive Director is responsible for an assigned sales quota within a geographic territory for Revenue Management Solutions sales in the Hospital/Health System and development of the client relationship at all levels. This person will also work with the operations and marketing team with regards to creating and developing key documents and presentations to both existing and potential clients.

2 territories:

Midwest to Western U.S.

Eastern U.S.

Position Description

Acute Executive Sales Director Responsibilities:

  • Identify new account sales opportunities within assigned territory and market segment for Hospital Revenue Cycle services/software
  • Development of the following competencies:
    • Product, Service, & Technical knowledge of TES offerings
    • Consultative selling process
    • Relationship building
    • Strategic sales planning
    • Communications & listening
    • Hospital revenue management business acumen
    • Time & territory management
    • Sales administration leveraging
    • Local area & regional marketing within assigned territory
    • Competitive environment within assigned territory and market segment
  • Responsible for all components of the sales process to include, but not limited to:
    • Prospecting
    • Qualifying prospect
    • Practice management & reporting system demonstrations
    • Assembling & managing internal pursuit team
    • Analyzing prospect financial data
    • Developing scope of services & pricing with pursuit team
    • Developing proposals & contracts
    • Arranging site visits

Enterprise Technology Enabled Services (TES) includes:

• Acute End-to-end Revenue Cycle Management
Part A CPT & ICD Coding & Auditing provided by certified coders
• Fee Schedule Optimization
• Hospital Revenue Cycle services

  • Self-PayServices
    • Extensive work flow tools
    • Propensity to pay
    • Eligibility checking
    • Predictive dialer
    • Insurance / Governmental Services
      • Low dollar and aged
        dollar accounts receivable (AR)
      • Medicare Secondary Outsourcing (MSO)
      • Eligibility checking
      • Includes Extended Business Office (EBO)
    • Audit Services
      • Charge capture recovery
      • Concurrent review
      • Retrospective review
      • Defense audits
      • Specialized nurse auditors
      • Accounts Receivable Transformation Services

Critical Skills:

7(+) years of strong healthcare services sales experience to hospitals (revenue cycle services sales experience strongly preferred)

Strong experience in hospital revenue cycle (Part A) services

Strong hospital platform knowledge and experience

Strong cold-calling with thorough follow-up skills

Experience selling to Senior Level Hospital Executives

Knowledge of sales territory management ( experience a plus)

Preferred Skills:

  • Entrepreneurial mentality to build a business from within with the backing of Change Healthcare brand and resources
  • Ability to position solutions by thinking "out of the box" and creating opportunity where none may appear to exist
  • Ability to break down barriers in order to locate and/or create revenue opportunities
  • Ability to learn quickly, grasp information and apply it to a given situation inside a customer problem or planning process
  • Exceptional communication skills, including written communication through clear and concise messaging
  • Exceptional listening skills
  • Good negotiation, conflict management & customer service skills
  • Ability to manage multiple, diverse projects and sales events simultaneously
  • Ability to demonstrate consistent closing techniques throughout the sales cycle
  • Team environment in working across several departments to achieve consensus


4-year degree in business or related field or equivalent experience

Company Statement

Change Healthcare offers a competitive compensation and benefits package.

Join our team today where we are creating a better coordinated, increasingly collaborative, and more efficient healthcare system!

Equal Opportunity/Affirmative Action Commitment

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status