Senior Account Executive, Government Sales

Senior Account Executive, Government Sales

JOB TITLE:               Senior Account Executive, Government Sales

REPORTS TO:           Senior Director of Regional Operations and Care for Kids                 

Position summary:  

Senior Account Executive, Government Sales will be responsible for all sales related to state and municipal government entities  and other potential customers (e.g. Managed Care Organizations and Hospitals)in support of the ADPI Pediatric Medicaid business (Care for Kids) initiatives  that will initally be focused on the Texas marketplace.  The qualified individual will have the opportunity to develop and deploy go-to-market strategy and build a new Texas based Medicaid presence and business.  Responsibilities will include leveraging existing and evolving relationships to build the ADPI brand and educate regional healthcare professionals on defined products to increased sales for the organization.  Customers include state and municipal governments, health plans, associations and key legislators located in the state of Texas.

 Responsibilities

• Develop and deploy a go-to-market strategy that will establish ADPI as a formidable presence as a pediatric Medicaid service provider in the state of Texas.
• Develop new prospects and interact with existing customers to increase sales of organization’s provider services.
• Build personal working relationships with key stakeholders of public and private sector prospects.
• Identify prospects and close business opportunities.
• Draft appropriate prospective client communication/agreements.
• Define and facilitate negotiating strategies that support sustainable and profitable client relationships.
• Direct the Request for Proposal (RFP) process for prospects in the region.
• Strategically develop and utilize lobbying resources to effectively assist in meeting Business Development performance expectations.
• Identify client expectations and communicate those expectations to ADPI staff for implementation.
• Guide clients through critical contracting process on new sales.
• Ensure that ADPI is meeting client expectations as defined in our Service Agreements.
• Organize, track and report on sales opportunities.
• Develop/maintain the sales budget.
• Coordinate sales opportunities with Regional Directors.
• Update management regularly on major internal and market environment issues.

Initial 120-day priorities

• Develop a credible understanding of the ADPI business model, strategy and organization structure.
• Initiate proactive introductions with relevant ADPI team members and establish priority relationships that are needed to support intermediate and long-term objectives.
• Define the Texas market opportunity and assess the competitive landscape.
• Develop a preliminary go-to market strategy for the Texas region.
• Launch a relationship-building plan and initiate priority contact meetings.
• Begin the process of education ADPI leaders regarding the Texas Pediatric Medicaid market opportunities.

Qualifications and competencies

• Bachelor’s degree in business related field, or equivalent experience in healthcare management.
• 10+ years of consultative sales and negotiating experience within Healthcare, Insurance or relevant industries.
• Experience selling to government entities at the local, municipal and state levels.
• Relationships or tenure with a state Medicaid agency or Managed Care Organization within the state of Texas.
• Ability to work independently and travel 30%-50%.
• Reside within commuting proximity to Austin, Dallas or Houston.
• Excellent verbal, written communication and presentation skills to senior level executives.
• Knowledge of general computer software (Excel, MS Word and PowerPoint).