MSK National Sales Executive - Worker's Compensation

Paradigm is an accountable specialty care management organization focused on improving the lives of people with complex injuries and diagnoses. The company has been a pioneer in value-based care since 1991 and has an exceptional track record of generating the very best outcomes for patients, payers, and providers. Deep clinical expertise is the foundation for every part of Paradigm’s business: risk-based clinical solutions, case management, specialty networks, home health, shared decision support, and payment integrity programs.

Paradigm is seeking a full-time, remote National Sales Executive for the Musculoskeletal (MSK) Care Management Team. The National Sales Executive (NSE) position is accountable for meeting sales targets through the selling of new customers and new products within existing national customers. The position may also include managing large accounts for a period of time until a National Account Manager is introduced. This includes the sales of HERO MSK services. This role will also receive compensation by helping to close all other products with the Paradigm suite of services. Learn more about MSK Care Management on our website. This position will require travel to meet business objectives, such as attending trade shows, conferences and other events to obtain key information and contacts.

What are your responsibilities?

• Meet sales goals by selling new logo prospects, selling or expanding product offerings within current large national account customers
• Meet or exceed other performance goals per manager’s plan. The manager will provide a plan annually that the NSE is expected to meet 100% to obtain 100% of their commission expectation.
• Communicate Paradigm’s mission, offerings and value propositions in a clear and compelling way that is tailored to each client’s unique needs.
• Utilize Salesforce tool as prescribed by sales leadership.
• Conduct and/or participate in 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 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. 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.
• Support cross-selling opportunities within the Paradigm Enterprise by understanding all product offerings and potential opportunities. .
• Collect and present client and Paradigm concerns to continuously improve the product, the ease with which business is done, and the satisfaction of both parties with the product and business relationship.
• Build strategic sales plan and discuss with manager at monthly or quarterly intervals.
• Position requires driving of personal or leased automobiles for completion of task. Employee must maintain minimum insurance requirements for coverage.
  
  
  

What skills and experience should you have?

• Bachelor’s degree from an accredited educational institution.
• Five to seven years national sales experience at a minimum. Three years related experience in workers’ compensation insurance. Strong working knowledge of the clinical management models and the managed care market required.
• Communication: 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.
• Reasoning Ability: 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.
  
  
  

What we offer:

• Health and wellness: We want our people to be and stay healthy so we offer a wide variety of HMO, PPO, and HDHP health insurance options with both Cigna and Kaiser Health.
• Financial incentives: Paradigm’s financial benefits also help prepare you for the future: competitive salaries, flexible spending, commuter accounts, paid life insurance, employer HSA, and 401k contributions.
• Vacation: We believe strongly that work-life balance is good for you and for our company. Our paid time off and floating-holiday programs give you the flexibility you need to live your life to the fullest.
• Learning and development: One of Paradigm’s core values is expertise, so we encourage our employees to continually learn and grow. We support this in a variety of ways, including our new Learning Excellence at Paradigm (LEAP) program.
  
  
  

Paradigm believes that fostering a diverse and inclusive workplace is central to our mission of helping more people and transforming lives. We’re striving to build a culture that better reflects the society we live in and empowers our team to deliver the highest levels of compassion and care to those we serve. For us, achieving this goal requires a workforce that respectfully embraces differences and commits to positive change, creating an environment where everyone is able to bring their whole self to work.

We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class.