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Sales Director - Software and Risk products and services in Southfield, MI at AF Group

Date Posted: 10/5/2018

Job Snapshot

Job Description


This is a client-facing role in the business development team. Responsible for sales goal achievement, ongoing sales and sales implementation activities for software products and services including: Enrollment, Billing, and Claims products and services and Risk adjustment and quality products and services for Medicare Advantage, Medicaid and Affordable Care Act health insurance plans. Establishes and develops relationships with prospective and existing clients. Collaborates and coordinates sales efforts with other business development team members.


  • Achieve annual sales growth goal.
  • Cultivate market opportunities (lead generation).
  • Manage target client sales pipeline.
  • Cultivate new client sales opportunities, serve as a point of contact for prospective clients and play a key role in shaping the business by managing client requests and expectations.
  • Foster overall relationship with client, working with business areas to identify account expansion opportunities and ensure client renews upon expiration of contract.
  • Manage target client pipeline and convey pipeline status updates to executive leadership.
  • Collaborate with marketing in the development of sales materials and information to engage prospective clients, upsell a capability, handle RFP responses, and manage presentation materials.
  • Ensure timely delivery of sales proposals.
  • Accurately and consultatively articulate the value proposition of the solution to prospective clients at all levels.
  • Represent the company at industry conferences and provide feedback to leadership on industry trends.
  • Identify emerging client needs and communicate across the organization as needed. Provide input concerning market needs and solutions to executive leadership and product management.
  • Facilitate internal and external meetings around performance and reporting; coordinate with company business leads to develop reporting content.
  • Lead issues to a timely resolution to ensure client expectations are met. Monitor issues to determine when escalation is required.
  • Stay abreast of market developments and opportunities.
  • Interface with product management to share prospective and current client solution ideas.
  • Stay abreast of new client progress/status through established communications and touch points with implementation and operations teams.
  • Demonstrate track record of closing business and meeting or exceeding sales targets.
  • Develop and coordinate sales selling cycle and methodology and continuously manage target client pipeline.
  • Directly manage Key Accounts and coordinate development of new client accounts.
  • Assist in the establishment and maintenance of performance metrics.
  • Analyze account performance and deliver input to sales scorecards.
  • Collaborate with growth leadership, product management and finance leadership to develop pricing models in support of target margin achievement and pricing concessions as needed.
  • Ensure appropriate follow-up to sales activities to meet closing percentage targets.
  • Collaborate with growth leadership and shared services leaders to coordinate efforts, leverage capabilities and identify cross-sell opportunities.
  • Create, manage and own relationships with health plans and large provider practices.
  • Develop ongoing relationships with employees, employers, community groups, and agents.

This position description identifies the responsibilities and tasks typically associated with the performance of the position. Other relevant essential functions may be required.


  • Demonstrated sales knowledge with exceptional growth figures along with a reputation for strong business relationship building.
  • Excellent interpersonal and communication skills. Ability to deliver complex information in a clear, concise, and relevant manner.
  • Ability to develop and maintain positive client relationships.
  • Ability to build client trust.
  • Ability to close the sale.
  • Ability to identify sales potential and account expansion.
  • Strong negotiation skills and decision making ability.
  • Ability to work with and empower others on a collaborative basis to ensure success of unit team.
  • Knowledge of managed health care industry, health plans and large group physician organizations.
  • Knowledge of laws, regulations, and compliance requirements related to senior market, Medicare, Medicaid and commercial ACA associated insurance coverage.
  • Ability to effectively communicate with all levels of an organization both internally and externally.
  • Excellent analytical, decision making, organizational, creative problem solving, verbal and written skills are required.
  • High level of proficiency in use of existing software packages (PowerPoint, Excel, Microsoft Word, etc).
  • Self-starter with experience in cold calling, building a pipeline, and executive client relationship building.
  • Direct experience selling into Medicare, Commercial ACA, and/or Medicaid market.
  • Ability to work independently within a team environment with multiple priorities.


Work is performed in an office setting with no unusual hazards.

The qualifications listed above are intended to represent the minimum education, experience, skills, knowledge and ability levels associated with performing the duties and responsibilities contained in this job description.

We are an Equal Opportunity Employer. Diversity is valued and we will not tolerate discrimination or harassment in any form. Candidates for the position stated above are hired on an "at will" basis. Nothing herein is intended to create a contract.