Sales Director/Senior Sales Director, Healthcare Services

ABOUT PERFORMANT:

At Performant, we're focused on helping our clients achieve their goals by providing technology-enabled services which identify improper payments and recoup or prevent losses due to errant billing practices. We are the premier independent healthcare payment integrity company in the US and a leader across several markets, including Medicare, Medicaid, and Commercial Healthcare. Through this important work we accomplish our mission: To offer innovative payment accuracy solutions that allow our clients to focus on what matter most - quality of care and healthier lives for all.

If you are seeking an employer who values People, Innovation, Integrity, Fun, and fostering an Ownership Culture - then Performant is the place for you!

ABOUT THE OPPORTUNITY:

As theSenior Director of Sales, you will have the responsibility for growing our business by promoting and selling Performant solutions into the healthcare market primarily in the Midwest Region, you will be accountable for achieving assigned revenue and market expansion goals by driving the sales lifecycle and educating potential clients on how Performant's solutions can impact their bottom line.

Key Responsibilities

Sales Activities:

• Meet assigned financial targets for new business.

• Develop sales pipeline and forecast.

• Track all meetings and sales activities in CRM (Salesforce)

• Leverage relational network within an assigned territory to source leads and identify opportunities to expand Performant's footprint and create salesopportunities

• Cultivate product expansion opportunities with existing clients.

• Understand target company business and educate target companies on Performant offerings to identify solution opportunities.

• Build forecasting and account strategies for assigned territory.

• Successfully manage and execute simultaneous opportunities with sales cycles ranging from 6-18 months.

• Deliver effective presentations to prospects and articulate Performant's message, solutions, and key differentiators.

• Attend no less than 4 tradeshows/conferences per year to assist at the Performant booth, attend meetings with clients and or prospects, and generate leads for new opportunities.

• Continuous evaluation of sales performance against objectives, and adjustment to territory strategies as needed to meet business objectives.

Relationships and Collaboration:

• Build a relational network within the assigned territory without losing sight of the ability to close business.

• Build relationships and collaborate internally effectively.

• Leads cross-functional activity required to support the sales cycle.

Solution Delivery and Client Satisfaction:

• Partners with Implementation and Account Management to ensure successful customer implementation strategy and successful transition from sales to solution implementation.

• Establishes feedback process with Implementation and Account Managers to support and influence solution implementation and ongoing engagement as needed.

Other:

• Serves as a positive role model and leads by example in alignment with the company mission, vision, and values.

• Participate in developing sales tools and processes based on best business practices and sales strategy.

• Travel as required.

• Other duties and initiatives as assigned to meet business needs.

Knowledge, Skills and Abilities Needed

• Strong understanding of the healthcare industry and demonstrated ability to navigate within it to identify key stakeholders and acquire new clients.

• Requires exceptional influencing, facilitation, and communication skills coupled with analytical and critical thinking abilities.

• Strong understanding of and ability to manage full sales lifecycle for solutions and/or consulting services.

• Great listening skills and patience with demonstrated ability to leverage effectively throughout the sales and customer life cycle.

• Demonstrated ability to develop and leverage a strong network within assigned territory and industry, bring stakeholders on board, and manage relationships effectively in the best interest of the business.

• Strong technical and presentation skills that can be leveraged to understand and effectively communicate Performant solutions.

• Ability to deal well with ambiguity. Can effectively shift focus and priorities comfortably, can decide and act without having the total picture, and comfortable handling risk and adversity.

• Applies excellent interpersonal skills both in one-on-one situations and in larger group meetings.

• Ability to influence at all levels, including C-level decision makers, in a positive and professional manner that aligns with Performant Company Values (People, Excellence and Innovation)

• Proven ability to work independently and in cross-functional teams, with customers and key stakeholders through collaboration, adapting, and consulting.

• Possess the ability to work in a team environment where collaboration and the knowledge transfer process are critical for success.

• Ability to build strong relationships both internal and external to the organization.

• Exercises excellent judgment and possesses a keen attention to detail.

• Demonstrates initiative, creativity, and innovation to drive excellent sales results.

• Demonstrates good judgment by anticipating the consequences of actions and weighing multiple, sometimes conflicting, priorities.

• Demonstrated ability to maintain a positive attitude and good judgment in a fast-paced, dynamic environment.

• Able to solve complex problems, and resolve disagreements with informed, rational debate.

• Acts with confidence and achieves results.

• Builds credibility and trust.

• Mind-set of continuous improvement and adapts quickly to change.

• Strong computer application skills (Microsoft office suite, and others)

• Ability to manage and execute multiple sales cycles simultaneously with exceptional organizational skills and focus under pressure.

Required and Preferred Qualifications

• Bachelor's degree

• Minimum 10+ years of senior professional-level solution sales experience

• Minimum 5 years of sales experience in healthcare commercial markets with demonstrated success in fast-paced high growth.

• Additional experience in the payment integrity market is highly desired.

WHAT WE OFFER:

Performant offers a wide range of benefits to help support a healthy work/life balance. These benefits include medical, dental, vision, disability coverage options, life insurance coverage, 401(k) savings plans, paid family/parental leave, 11 paid holidays per year, as well as sick time and vacation time off annually. For more information about our benefits package, please refer to our benefits page on our website or ask your Talent Acquisition contact during an interview.

Physical Requirements & Additional Notices:

If working in a hybrid or fully remote setting, access to reliable, secure high-speed Internet at your home office location is required. Proof of such may be required prior to an offer being made. It is the Employee's responsibility to maintain this Internet access at their home office location.

The following is a general summary of the physical demands and requirements of an Office/Clerical/Professional or similar job, whether completed remotely at a home office or in a typical on-site professional office environment. This is not intended to be an exhaustive list of requirements, as physical demands of each individual job may vary.

• Regularly sits at a desk during scheduled shift, uses office phone or headset provided by the Company for phone calls, making outbound calls and answering inbound return calls using an office phone system; views a computer monitor, types on a keyboard and uses a computer mouse.

• Regularly reads and comprehends information in electronic (computer) or paper form (written/printed).

• Regularly sit/stand 8 or more hours per day.

• Occasionally lift/carry/push/pull up to 10lbs.

Performant is a government contractor and subject to compliance with client contractual and regulatory requirements, including but not limited to, Drug Free Workplace, background requirements, and other clearances (as applicable). As such, the following requirements will or may apply to this position:

• Must submit to, and pass, a pre-hire criminal background check and drug test (applies to all positions). Ability to obtain and maintain client required clearances, as well as pass regular company background and/or drug screenings post-hire, may be required for some positions.

• Some positions may require the total absence of felony and/or misdemeanor convictions. Must not appear on any state/federal debarment or exclusion lists.

• Must complete the Performant Teleworker Agreement upon hire and adhere to the Agreement and all related policies and procedures.

• Other requirements may apply.

All employees and contractors for Performant Financial may and/or will have access to Sensitive, Proprietary, Confidential and/or Public data. As such, all employees and contractors will have ownership and responsibility to report any violations to the Confidentiality and Integrity of Sensitive, Proprietary, Confidential and/or Public data at all times. Violations to Performant's policy related to the Confidentiality or Integrity of data may be subject to disciplinary actions up to and including termination.

Performant is committed to the full inclusion of all qualified individuals. In keeping with our commitment, Performant will take the steps to assure that people with disabilities are provided reasonable accommodations. Accordingly, if you believe a reasonable accommodation is required to fully participate in the job application or interview process, to perform the essential functions of the position, and/or to receive all other benefits and privileges of employment, please contact Performant's Human Resources team to discuss further.

Our diversity makes Performant unique and strengthens us as an organization to help us better serve our clients. Performant is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, national origin, ancestry, age, religion, gender, gender identity, sexual orientation, pregnancy, age, physical or mental disability, genetic characteristics, medical condition, marital status, citizenship status, military service status, political belief status, or any other consideration made unlawful by law.

THIRD PARTY RECRUITMENT AGENCY SUBMISSIONS ARE NOT ACCEPTED