Sales Executive - Workers Compensation - Health Care - REMOTE

Description

The Sales Executive will report to the Team Lead of Sales. The Sales Executive will meet and/or exceed sales objectives and goals by developing a client base and maintaining potential customer relationships through sales calls, prospecting, networking, and referrals. Through consultative selling, the Sales Executive will assess client needs, prepare proposals, make winning presentations, promote the company’s services, and close contracts with potential new clients in the Workers Compensation and Managed Care markets.

Work specifics: Full-time exempt position, regular travel required within USA.

Responsibilities include, but are not limited to, the following:

• Develop and execute an individual sales plan with measurable prospecting, new client acquisition, pipeline development, and revenue goals reported weekly, monthly, quarterly, and annually.
• Identify, develop, and establish new relationships with employers, self-insured organizations, insurance carriers, third-party administrators (TPAs), public entities, brokers, and other workers’ compensation decision-makers to generate new business opportunities.
• Proactively identify, prospect, and pursue new business opportunities through direct outreach, cold calling, referrals, networking, industry relationships, and other targeted business development activities.
• Develop and maintain a qualified pipeline of prospective clients, identify key decision-makers, understand purchasing processes, and advance opportunities through each stage of the sales cycle.
• Manage the full sales cycle, from initial prospecting and relationship development through presentations, proposal development, contract negotiations, and successfully closing new business.
• Manage sales activities within the approved sales budget.
• Collaborate with marketing, account management, implementation, and operations departments to support new business development and ensure successful onboarding of newly acquired clients.
• Meet or exceed established Key Performance Indicators (KPIs), including qualified leads generated, prospect meetings, pipeline growth, proposals submitted, new clients secured, sales conversion rates, and new business revenue generated.
• Maintain a strong understanding of EK Health's workers’ compensation managed care services, including utilization review, medical bill review, nurse case management, and provider networks, and effectively communicate the company's value proposition, service differentiators, cost-containment capabilities, and ability to improve claims outcomes through presentations to prospective clients.
• Provide industry feedback, competitive intelligence, market trends, prospective client feedback, and emerging business opportunities to the leadership team.
• Accurately track and maintain all sales activities, prospect interactions, opportunities, anticipated revenue, next steps, and expected closing dates in the company's CRM, while validating prospect assignments before initiating outreach.
• Attend workers’ compensation conferences, networking events, and other industry-related functions, subject to budget approval, with a focus on generating qualified prospects and new business opportunities.

Pay & Perks:

• Competitive salary based on experience
• Commission and Bonus opportunities
• Medical, Dental and Vision Insurance
• 401K
• Paid Time Off
• Paid Holidays
• Monthly internet stipend
• Equipment provided

Requirements

• Bachelor's degree in a business-related field a must
• Master's degree in a business-related field is a plus
• Minimum of 4 years’ experience working in a selling role in managed care and/or workers compensation industry
• In-depth knowledge of selling strategies and methods, as well as sales psychology and buying techniques
• Strong working knowledge of the company's products, competitive products, and the market
• Strong knowledge of MS Office Suite (Word, Excel, PowerPoint, Outlook, TEAMS) and CRM systems
• Knowledge of Zoho a plus
• Excellent leadership, communication, interpersonal, and customer service skills

Physical Requirements:

Candidates must be able to sit most of the day. Candidates must be able to use a keyboard most of the day. Candidate must have manual dexterity. Candidate must be able to speak on the telephone intermittently throughout the day. Candidate must be able to read and write English fluently. Candidate must be able to provide and confirm safe home office environment. Home office must be HIPAA compliant.