Mitchell International, Inc.

Sales Director

US-CA
Job ID
17-7863
Type
Regular Hire

Company Overview

Mitchell International is a leading provider of information and workflow solutions to the Property & Casualty Claims Industry and their supply chain partners. We solve interesting and complex problems that directly affect the customers our clients serve. We are constantly adapting to stay on the forefront of emerging technologies and we work diligently to maintain our position as a thought leader within our industry.

 

 

Job Description

Reporting to the Senior Vice President of Sales, the Sales Director primary role is to generate profitable business growth for Mitchell’s Medical Management software products and services, as well as serving a subject matter expert for the Medical Management division. The Sales Director exhibits strong interpersonal skills needed in building relationships with internal cross-departmental team members, as well as external customers and partners. The right candidate will possess strong verbal and written communication skills as well as be able to integrate market knowledge, capability knowledge and situational knowledge into the company’s deliverables. As an integral part of the sales team, the role requires being persuasive in presentations, passionate about the Mitchell brand and committed to effectively communicating our unique value proposition. Because of the strategic nature of the role, the Sales Director should demonstrate thought leadership and be seen as a trusted advisor when representing the value of Mitchell’s Medical Management software & services as they participate in assessment of customer needs and recommend appropriate solutions to solve complex business challenges.

 

Responsibilities include:

 

  • The Sales Director must be able to articulate Mitchell’s value proposition. Demonstrate a working knowledge of the marketplace, inclusive of various segments of the market, of client position and of specific client needs.
  • Develop and implement a specific sales plan for a defined territory and assigned accounts that integrates with Mitchell’s overall sales objectives. A sales plan must include a strategy and specific tactics with associated goals and deadlines.
  • Complete a semi-annual sales projection by account and provide regular and consistent feedback relative to progress of current active accounts and any specifics about key relationships in Salesforce.
  • Actively meet with new potential customers and educate them on Mitchell’s value proposition.
  • Close the sales on opportunities in the pipeline to meet or exceed revenue targets.
  • Works professionally with clients and associates as a trusted advisor and unquestioned integrity .
  • Responsible steward of company expenses and all resources with discretion and moderation within established budgets.
  • Track and understand industry trends and adjust messaging in communications with prospects and clients demonstrating market connectedness.
  • Keep abreast of the competition in order to assist in the differentiation process for products and services. Support the development of competitive intelligence processes to collect and evaluate competitive actions and customer win-loss experiences.
  • Provide continuous feedback to stakeholders as input for improvements to standard sales and service processes and methodologies.
  • Collaborate with Product Management team members to provide prospect and client feedback.
  • As necessary, participate in product webinars, trade shows, sales seminars and user conferences for branding and generating new opportunities
    It is the responsibility of our Professional Sales Directors to commit to continuous learning and  developing professional sales skills.

Qualifications

  • Bachelor’s degree required
  • At least 7 years industry experience working in a sales leadership role or technical consulting role.
  • Exceptional written, oral, interpersonal and presentation skills in client-facing scenarios and a strong attention to detail in both verbal and written communications.
  • Working knowledge of Medical Management / Workers’ Compensation including Utilization Review, Peer Review, Nurse Case Management: Telephonic Case Management and Field Case Management.
  • Demonstrates technical skills/aptitude and understanding of specialized software systems: managed care software, bill review platforms and/or claims systems.
  • Strong familiarity with Salesforce.com or other CRM platform.
  • Experience in directing RFPs, scope documents, presentations and proposal materials.
  • Strong learner and creative thinker.
  • Capable of working well in cross-functional teams as a constructive and effective member.
  • Energetic, flexible, collaborative and proactive; a team leader who can positively and productively impact both strategic and tactical efforts for the company.
  • Strong practical and analytical skills.
  • Ability to travel as required (up to 60%).

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