Sales & Contracting Senior Specialist (Healthcare/ Medicaid Consulting) - Hybrid

at  Sellers Dorsey

ABOUT SELLERS DORSEY

Sellers Dorsey is a leading and fast-growing national healthcare consulting firm specializing in Medicaid financing, policy, and operations. We deliver impactful outcomes for our clients with a combination of technical expertise and deep understanding of public policy, government, and national and local political landscape. Together with its clients, Sellers Dorsey realizes opportunities that enhance the bottom-line and ultimately improve the lives of people and is committed to expanding access to healthcare in the US.
Our National Consulting Practice (NCP) provides consulting services to a diverse portfolio of clients including Managed Care Organizations, Medicaid and Medicare health plans, state and governmental health-related agencies, health care companies and providers, private equity firms, and health-related trade associations. They help these clients navigate opportunities to secure Medicaid program contracts and strengthen their Medicaid operations and financial performance. Our teams work together to ensure client focused solutions that result in successful outcomes.

KEY QUALIFICATIONS

• Bachelor’s degree and prior experience in sales and marketing are required.
• At least 4 years’ experience in selling of consulting services, or equivalent experience in healthcare sales.
• Experience in developing new business opportunities, growing client and partner relationships in new and existing business areas, and assisting with the development of account strategy planning.
• Ability to manage large, complex sales campaigns and several sales and marketing projects simultaneously.
• Experience with risk-bearing health care organizations preferred. Relevant experience at the federal, state, or private healthcare industry sector strongly desired.
• Proficiency in Microsoft Word and Excel required.

OTHER REQUIREMENTS

• Excellent oral and written communication skills, including relaying complex technical terms in an easy-to-understand manner.
• Ability to interact professionally with clients and other outside audiences.
• Strong analytical and problem-solving skills required.
• The ability to work effectively independently and in teams.
• Experience delivering services on several projects simultaneously.
• Strong attention to detail, with experience organizing and coordinating the work of others.
• Effective time management skills.
• Experience in NetSuite preferred.

ABOUT THE ROLE

Sellers Dorsey is seeking a Sales and Contracting Senior Specialist (SCSS) who will support sales strategies and contracting activities for the National Consulting Practice (NCP) based in the Austin office (Hybrid schedule) with a focus on managed care strategy consulting engagements with Medicaid health plans and provider-led entities pursuing risk-bearing contracting arrangements. As part of the NCP Sales and Contracting Team, the SCSS will serve as a dedicated resource to support the entire sales and contracting process for NCP’s rapidly growing managed care strategy consulting business, from lead generation through contract execution. The SCSS will work directly with NCP’s Managing Director of this business line as well as Sr. Directors, Directors, and other team members and internal corporate partners (e.g., Finance, Legal, Marketing) to successfully initiate and execute sales strategy efforts to assist NCP in meeting revenue goals. The SCSS will schedule and join sales meetings with clients, coordinate high interest sales meetings in-person and through conferences, support the development of sales brochures and collateral, manage the sales pipeline and revenue forecasts for the business line, and facilitate the contracting process with internal partners and clients including scope of work and sales proposal development.
This role will assist with the development and execution of go-to-market strategic plans that support the growth of this business line and may represent Sellers Dorsey at trade association and stakeholder conferences. The SCSS will consistently strive to maximize revenues and expand on Sellers Dorsey’s relationships with existing clients to provide growth opportunities for both NCP and our clients.

KEY RESPONSIBILITIES

• Work with Managing Director, Sr. Directors, Directors, and other members of NCP’s managed care strategy consulting business line to meet and exceed sales targets in the firm’s budget for current and future years. Support plans to market the firm’s services that result in meeting annual revenue targets. Actively support new business generation efforts with targeted clients and prospects.
• Manage prospective client engagement via virtual sales calls, face-to-face meetings, or conferences. Serve as a key prospective client contact throughout the sales and contracting process, including responding to questions and providing required communications to ensure a successful sales engagement. At the direction of Managing Director, Sr. Directors, Directors, or other Sales Leads, initiate the preparation of proposals and/or contracts for prospective clients and develop and quote pricing information. Report on sales pipeline opportunities weekly to Managing Director and others within business line as requested. Engage with Legal, Corporate Finance, and other business units as needed for contracts and required approvals including conflict checks and pricing proposal sign-off. Maintain accurate sales and client data in firm’s CRM at all times.
• Work with NCP business line leaders to develop, communicate, and deploy go-to-market plan for managed care strategy consulting services and coordinate with the firm’s Marketing team and other internal stakeholders to ensure go-to-market plan success.
• Conduct regular research on potential clients and competitors and work with management and other firm resources to capture information about prospects’ needs and competitor services, solutions, practices, etc., within the internal knowledge base.