Regional VP, Sales

MHK (formerly MedHOK), was founded in 2010 on the concept that healthcare reimbursements would be tied to quality versus fee-for-service - a precursor to today's value-based healthcare. MHK's powerful SaaS-based solutions facilitate transparency across the healthcare organizations, removing information silos, and unifying and normalizing data across the enterprise to enable workflows based on industry best practices. With MHK, healthcare organizations are able to improve productivity, automate processes, make more confident clinical decisions, and meet the rigorous demands of federal, state, and commercial compliance. MHK's customer base, managing over 100 million lives, spans some of the most relevant players in healthcare, including prominent health plans, integrated delivery systems, pharmacy benefit managers, and specialty pharmacy providers. MHK is their trusted partner and advisor, helping them navigate and succeed with value-based healthcare.

MHK was acquired in 2016 by Hearst which with over $11 billion in annual revenues is one of the nation's largest diversified media, information and services companies. Since being acquired, MHK has become a key part of the rapidly growing Hearst Health portfolio of companies which includes First Data Bank, MCG, and others. We are committed to building a high-performing, cohesive team capable of scaling with the organization's success and evolving with a demanding and dynamic market.

The Regional VP, Sales will be responsible for generating sales from new logos and existing customers for the company. He/she will be required to reach out to a variety of healthcare risk-bearing entities to determine if MHK's platform or series of clinical and enrollment/billing solutions that MHK provides will solve specific business problems. Risk bearing entities include, but are not limited to, the following: Health Plans, Pharmacy Benefit Managers (PBM), Third Party Administrators (TPA) and Accountable Care Organizations (ACO).

• End-to-End Sales process for assigned region
• Minimally meet assigned quotas
• Develop and commit to detailed sales plan aligned to quarterly targets
• Creates and updates a pipeline utilizing salesforce.com
• End-to-End coordination of RFI/RFP process

• Interface with the internal presales teams post identifying and qualifying the opportunity and drive the customer engagement along with the presales teams to close the deals
• Works with presales team to ensure client requirements are addressed during demonstrations
• Effective communication and follow-up to ensure momentum is not lost (external and internal)
• Negotiates pricing based on Finance guidance
• Negotiates contracts with legal and company support
• Attends conferences to help generate leads
• Keeps up to date records of sales information
• Reports to the Chief Growth Officer
• Works as a member of the MHK Sales and Marketing team
• Enlists the support of product management, marketing, client services, legal, finance and other sales and management resources as needed.
• Closely coordinates company executive involvement with client management as appropriate.

• Minimum 5 years experience selling enterprise or platform-based healthcare technology software solutions, preferably in the clinical or care management space.
• Health Plan background strongly preferred
• Experience and proven understanding and use of sales methodologies aimed at closing complex sales (e.g., Miller-Heiman's Strategic Selling, Solution Selling, The Challenger Sales, etc.)
• Broad understanding of the health care regulations affecting risk-bearing entities (e.g., CMS compliance, STARS, NCQA, etc.)
• Experience selling to "C-level" executives
• Proven record of exceeding sales quota
• Competitive and driven
• Strong communication skills, both verbal and written. Good organizational skills - ability to multi-task and prioritize.
• Computer skills using SalesForce, Microsoft Outlook, Word, PowerPoint and Excel required.
• BS/BA degree. Masters degree preferred.

• This position may require travel to customer locations and MHK locations (Tampa, FL & Madison, CT)
• This position may be field-based or based at one of MHK's offices in Tampa, FL or Madison, CT; if not based in one of MHK's offices, candidates must have experience working remotely and proven ability to succeed working in a remote model
• All prospective employees must pass a background check and drug test.

• This position includes a base salary commensurate with background and experience level, along with an attractive commission plan.
• Company benefits include health insurance, life insurance, company paid vacation, and company contributing 401K.
  COMMITMENT TO DIVERSITY & INCLUSION:
  
  We are committed to cultivating and preserving a culture of inclusion and connectedness through collaboration. We grow and learn better together with a diverse team of employees. We welcome the unique contributions and the different perspectives of a diverse team. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status.
  
  If you need a reasonable accommodation for any part of the employment process, please contact us by email at [email protected] and let us know the nature of your request and your contact information. Requests for accommodation will be considered on a case-by-case basis. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.
  
  For more information about our commitment to equal employment opportunity, please visit EEO is the Law, EEO is the Law Supplement, Pay Transparency, and MHK EEO/AA Statement.