Senior Sales Executive Team Lead, Payer

The Sales Executive Team Lead, Payer supports the overall Sales team and Director by driving key initiatives, optimizing sales performance, and fostering collaboration across the department. While this role does not include direct reports, the Team Lead acts as a key contributor to strategy execution, team mentorship, and process improvement to meet revenue and client retention goals. This role focuses on individual sales performance while supporting the collective success of the Payer Sales team in partnership with the Director.  

• Plans and conducts the overall growth and revenue retention strategy for assigned payer clients in partnership with the Account Management team and under the direction of the Payer sales leadership team. 

• Sell into strategic-level opportunities, including managed care organizations, HMOs, PPOs, Third Party Administrators, and insurance companies. 

• Proactively manage and support directly assigned payer accounts, including overseeing account activities, addressing client needs, and ensuring successful account growth and retention. 

• Develop and implement sales strategies to drive revenue growth from existing and new clients within the assigned territory. 

• Identify, engage, and close new payer prospects to expand the client base. 

• Meets or exceeds annual revenue targets, client relicense goals, and client satisfaction metrics for assigned payer markets/accounts. 

• Serve as a senior member of the Sales team, providing informal leadership and guidance to colleagues to help achieve team objectives. 

• Collaborate closely with the Sales Director to implement sales strategies and drive key initiatives that align with department and company goals. 

• Act as a resource and mentor to peers, sharing best practices, market insights, and sales strategies to support their success. May also augment onboarding activities of new team members 

• Participate in team training, sales meetings, and skill development activities to continuously improve sales performance across the team. 

• Partner with Sales Director to support redistribution of workload upon a team members departure 

• Responsible for their own individual quota of a book of business while supporting the broader team’s quota attainment efforts to grow revenue and retain clients. 

• Assist in the development and execution of targeted sales plans for key accounts and prospects, helping to shape strategies that meet client needs. 

• Contribute to the overall client engagement process by providing input on approaches, assisting with complex deals, and troubleshooting account challenges. 

• Proactively identify opportunities for process improvement and work with the Director and internal teams to implement enhancements that drive sales efficiency. 

• Work with cross-functional teams, including Account Management, Product, Contracts, Finance and Marketing, to ensure seamless execution of client strategies. 

• Support the Sales Director in representing the Sales team in broader company initiatives, helping align departmental efforts with organizational objectives. 

• Play an active role in tradeshows and industry events, representing the company, generating leads, and following up on business opportunities in partnership with peers. 

• Support the Sales Director by tracking key sales metrics and progress against team goals, providing insights and recommendations based on Salesforce data. 

• Ensure accurate documentation of sales activities, client interactions, and pipeline updates to maintain comprehensive team records. 

• Provide input on forecasting and pipeline management to help ensure alignment with department revenue targets. 

 What We're Looking For: 

• At least 10 years of experience in strategic sales within the payer market, with a demonstrated ability to lead and close complex, high-impact deals while driving significant revenue growth across national and strategic accounts. 

• Bachelor’s degree in Business, Healthcare Administration, or a closely related field. 

• Experience leading team meetings or training sessions to share best practices, develop sales strategies, and motivate the team toward collective success. 

• Extensive knowledge of the managed care, case management, and healthcare industries. 

• Demonstrated success in meeting or exceeding annual sales quotas of $4 million or more. 

• Advanced proficiency in using CRM software, such as Salesforce, to manage accounts, track sales activities, and generate reports. 

• Ability to travel up to 65% of the time for meetings, tradeshows, and other MCG-sponsored events.