Job Summary:As the Director of Market Growth, you will play a critical role in expanding Connect America's footprint across value-based care organizations, including Accountable Care Organizations (ACOs), health systems, clinically integrated networks, physician groups, and risk-bearing provider organizations. This is an individual contributor role within the Sales organization, reporting directly to the VP of Market Growth. You will be responsible for identifying, developing, and closing net new business opportunities in a designated territory. The ideal candidate has a track record of consultative enterprise sales in healthcare, particularly with provider organizations operating under value-based reimbursement models.
Responsibilities and Duties:- Territory Development: Own and execute a strategic growth plan for a defined geographic region, with an emphasis on net new business with ACOs, hospital systems, physician groups, and other value-based care organizations.
- Consultative Sales: Lead complex enterprise sales cycles, ranging from $250K to $1M+ in ARR, engaging executive stakeholders including population health leaders, care management executives, CFOs, CMOs, and value-based care leadership teams.
- Healthcare Strategy Alignment: Translate the value of Connect America's platform into strategic advantages for provider organizations, including reduced avoidable emergency department utilization, readmission prevention, improved care coordination, enhanced patient engagement, and lower total cost of care.
- Lead Generation: Prospect, qualify, and develop new provider organization relationships through proactive outreach, industry events, strategic partnerships, and referral channels.
- Market Insights: Stay current on value-based care trends, CMS innovation models, ACO models, Medicare Advantage provider enablement, readmission reduction strategies, and population health initiatives to inform targeting strategy and messaging.
- Sales Execution: Consistently meet or exceed quarterly and annual sales targets by managing a robust pipeline and moving opportunities efficiently through the funnel.
- Collaboration: Partner with internal stakeholders including Marketing, Product, Clinical Operations, and Customer Success to ensure alignment on customer needs, clinical workflows, and solution capabilities.
Qualifications and Skills:- Experience: 5+ years of enterprise healthcare sales experience, with a strong preference for candidates with experience selling into health systems, ACOs, physician organizations, provider-sponsored health plans, or risk-bearing provider groups.
- Education: Bachelor's degree required; advanced degree or MBA a plus.
- Sales Acumen: Proven ability to manage long sales cycles and close complex deals with C-level executives and senior provider organization leadership.
- Industry Knowledge: Familiarity with value-based care models, population health, care management, transitional care management, remote patient monitoring, PERS, hospital-at-home, and social determinants of health (SDOH) solutions is strongly preferred.
- Communication: Excellent verbal, written, and presentation skills with an ability to communicate value clearly to both clinical and financial stakeholders.
- CRM & Tools: Proficient in Salesforce or similar CRM systems; comfortable working in a metrics-driven environment.
- Independence: Self-starter who can work remotely and manage a high degree of autonomy while collaborating cross-functionally.
