Lead new-account acquisition in the Provider market by identifying, engaging, and closing enterprise health system and provider group deals. Manage long sales cycles, build C-level relationships, drive proposals and contracting, coordinate with internal teams, maintain pipeline in Salesforce, and frequently travel to customers to achieve revenue targets and account expansion.
Arcadia is dedicated to happier, healthier days for all. We believe that there is a better healthcare world – one powered by data. Our platform transforms complex, diverse data into a unified foundation for health, helping organizations deliver better care, boost revenue, and lower costs.
We’re a team of fiercely driven individuals committed to making healthcare more sustainable—and we’re looking for passionate people to help us get there.
For more information, visit arcadia.io.
Why This Role Is Important to Arcadia
Reporting to the Chief Commercial Officer, the Sales VP is responsible for identifying, engaging, and closing new accounts in the Provider market, which Arcadia defines as including Provider Groups, Health Systems, IDNs, Clinically Integrated Networks, and Accountable Care Organizations.
What Success Looks Like
In 3 months
- Learn all about Arcadia and what makes us special
- Acclimate to our sales and contracting process
- Understand the features and functions of our solutions
- Bond with your teammates and stakeholders
- Play a key role in conferences
In 6 months
- Establish a solid relationship of trust and collaboration with colleagues
- Lead the contracting phase with prospective clients
- Close your first deal
- Become conversant in our solution and be able to run your own presentations
In 12 months
- Full mastery of our solution
- Will have closed multiple deals
What You'll Be Doing
- Conduct research to expand prospect list using Definitive, LinkedIn Sales Navigator, and other methods
- Identify and develop leads and opportunities from multiple sources including prospect lists, discovery, and individual research
- Build and cultivate prospect relationships by initiating communications and conducting follow-up qualification to move opportunities into the sales funnel
- Perform thorough needs assessment and identify prospects pain points to determine how Arcadia’s solutions address those needs
- Building and increasing industry knowledge and acumen to position Arcadia’s value proposition across multiple use cases in the health system, ACO, and provider segments
- Own and drive proposal planning, development, and delivery to key client executives
- Own and drive contract creation, legal review, and signature process with internal operations and key client executives
- Identify and assist in resolving challenges that could prevent account retention, expansion, and referrals
- Build relationships with C-level and purchasing executives at key prospects in support of sales and growth activities
- Collaborate effectively with internal stakeholders from Product Management, Sales Operations, Operations and Finance throughout the course of each deal
- Ensure all accounts you are working have documented pursuit plans and participate in regular account review meetings with the VP of Sales and line-of-business (LOB) leaders
- Provide accurate financial projections to executive leadership for opportunities in your pipeline
- Manage and maintain an accurate sales funnel in the system-of-record for Arcadia (Salesforce.com)
BUSINESS DEVELOPMENT
INTERNAL OPERATIONS
What You'll Bring
- Bachelor’s degree in business, healthcare administration, engineering, or a related discipline
- A minimum of 7 years’ experience with a demonstrated track record of accomplishments in health sales and business expansion
- Excellent presentation, written and verbal communication skills
- Must be able to build and maintain strong relationships with C-level information technology executives, physicians, executives, leaders and staff at health plans, health systems, and healthcare provider groups
- Proven results running long sales cycles (9-15 months) in enterprise settings
- Excellent communicator with the ability to persuasively articulate competitive advantages of Arcadia’s research data solutions
- Strong knowledge base and stays abreast of major healthcare issues and trends in data analytics and value-based care
- Must be able to work within Arcadia’s sales process to manage a pipeline of qualified sales opportunities across an assigned market and accurately project total contract value, revenue spread, and close dates for those opportunities
- This position requires frequent travel to customers and prospects in an assigned market
What You'll Get
- An opportunity to help our health care crisis by assisting with the adoption of value-based care
- The ability to compete with a top KLAS rated solution set
- High visibility and impact role supporting Arcadia’s rapid growth
- Be a part of a mission driven company that is transforming the healthcare industry by changing the way patients receive care
- A flexible, remote friendly company with personality and heart
- Employee driven programs and initiatives for personal and professional development
- Become a member of the talented, energized, diverse and purpose-driven Arcadian Community
About Arcadia
Arcadia.io helps innovative providers and payers across the country transform healthcare to reduce cost while improving patient health. We do this by aggregating large amounts of disparate data, applying algorithms to identify opportunities to provide better patient care, and making those opportunities actionable by physicians at the point of care in near-real time. We are passionate about helping our customers drive meaningful outcomes. We are growing fast and have emerged as a market leader in the highly competitive population health management software market and have been recognized by industry analysts KLAS, IDC, Forrester, and Chilmark for our leadership. For a better sense of our brand and products, please explore our website.
Protect Yourself
If you have concerns about the authenticity of a job offer or recruitment-related communication claiming to be from Arcadia, we encourage you to verify by contacting us directly at (781) 202-3600 and select option 3. For more information, visit our website.
This position is responsible for following all Security policies and procedures in order to protect all PHI under Arcadia's custodianship as well as Arcadia Intellectual Properties. For any security-specific roles, the responsibilities would be further defined by the hiring manager.
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