Sales Executive Team Lead, Payer

At MCG, we lead the healthcare community to deliver patient-focused care. We have a mission-driven team of talented physicians and technical experts developing our evidence-based content and innovating our products to accelerate improvements in healthcare. If you are driven to enhance the US healthcare system, MCG is eager to have you join our team. We cultivate a work environment that nurtures personal and professional growth, and this is a thrilling time to become a part of our organization. With dynamic roles that offer meaningful impact, you'll be able to fully realize your potential. Plus, you'll enjoy world-class benefits and the security, stability, and resources of our parent company, Hearst, with over 100 years of experience.

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.

You Will:

• 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 member’s 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.

Preferred Qualifications:

• Master’s degree in Business, Marketing, Healthcare Administration, or a closely related field preferred.
• Strong team collaboration skills with experience mentoring or supporting colleagues in achieving shared goals.
• Deep knowledge of the payer market, managed care, and healthcare guidelines.
• Advanced proficiency in Salesforce and familiarity with strategic sales methodologies (e.g., Miller Heiman, Strategic Selling).
• Strong analytical skills, with expertise in business case development and ROI analysis.
• Advanced negotiation and problem-solving skills to support individual and team-based sales efforts.

This role will require up to 60% travel to territory locations.