National Sales Executive - HERO MSK at Paradigm – Tampa, Florida

Location: Tampa, FL, USA• United States
Req Number: Req #1669

Paradigm is an accountable specialty care management organization focused on improving the lives of people with complex injuries and diagnoses. The company has been a pioneer in value-based care since 1991 and has an exceptional track record of generating the very best outcomes for patients, payers, and providers. Deep clinical expertise is the foundation for every part of Paradigm’s business: risk-based clinical solutions, case management, specialty networks, home health, shared decision support, and payment integrity programs.

We’re proud to be recognized—again! For the fourth year in a row, we’ve been certified by Great Place to Work®, and for the third consecutive year, we’ve earned a spot on Fortune's Best Workplaces in Health Care™ list. These honors reflect our unwavering commitment to fostering a positive, inclusive, and employee-centric culture where people thrive.

Watch this short video for a brief introduction to Paradigm.

Paradigm is seeking a full-time, benefitted National Sales Executive. This position holds accountability for achieving new business and growth targets, delivering superior customer satisfaction that supports Carrier/Client acquisition, retention, development, and penetration. This includes providing leadership to the Paradigm Management team (PMT) around carrier/client issues and requests, serving as senior communication contact for the carrier/client, and working with Director of Account Management to oversee the sales process for patient specific contracts and portfolios in a proactive manner. The position may also include managing large accounts for a period of time until a National Account Manager is introduced. This role will also receive compensation by helping to close all other products with the Paradigm suite of services. This position will require travel to meet business objectives, such as attending trade shows, conferences and other events to obtain key information and contacts.

DUTIES AND RESPONSIBILITIES:

• Meet sales goals by selling new logo prospects, selling or expanding product offerings within current large national account customers
• Meet or exceed other performance goals per manager’s plan. The manager will provide a plan annually that the NSE is expected to meet 100% to obtain 100% of their commission expectation.
• Develop and acquire new carrier and alternative payer targets State Fund, Captive, Risk Pool, Public Entity, and Large Self-Administered Employers for the MSK Product.
• Partner with Account Managers and Sales leadership to drive and expand MSK sales within current book.
• Map and understand customer organizational structure and dynamics and adjust sales strategy to maximize effectiveness. Understand all external influencers such as TPA, reinsurers, and employees programs tied to the Risk Management Strategy
• Demonstrate prospecting discipline through regular cadence of in-person, verbal and written engagement with assigned targets; evidenced by the ability to move target accounts through the sales development progression.
• Document account, opportunity and key contact strategy and all relevant activities in a thorough and timely manner using designed CRM tools (Salesforce.com, Altify)
• Communicate Paradigm’s mission, offerings and value propositions in a clear and compelling way that is tailored to each client’s unique needs.
• Build lasting customer relationships at multiple levels of the client organization, particularly with senior claims, product, divisional managers, and CFOs and CEOs, who have influence or authority over purchasing decisions
• Conduct and/or participate in quarterly, semi-annual, or annual stewardship meetings to ensure ongoing health of each customer relationship.
• Conduct strategy sessions ahead of key account or new logo opportunities with key stakeholders that may be helpful in closing the sale.
• Maintain a strong understanding of the competitive landscape. This includes knowledge of employees, product offerings, strengths, weaknesses, size, and accounts.
• Proactively identify changes in industry, healthcare, delivery systems, market trends, product development and competitive pressures to develop and modify strategies and tactics accordingly.
• Support cross-selling opportunities within the Paradigm Enterprise by understanding all product offerings and potential opportunities.
• Collect and present client and Paradigm concerns to continuously improve the product, the ease with which business is done, and the satisfaction of both parties with the product and business relationship.
• Build strategic sales plan and discuss with manager at monthly or quarterly intervals.
• Position requires driving of personal or leased automobiles for completion of task. Employee must maintain minimum insurance requirements for coverage.

EDUCATION AND EXPERIENCE

• Bachelor’s degree from an accredited educational institution.
• Five to eight years progressively responsible position within a Carrier/TPA claims or managed care unit in sales, sales management, account management or operations experience.
• Three years related experience in insurance or a health care environment. Strong working knowledge of the workers compensation industry, managed care, underwriting, and claim program structures.
• Communication: Superior oral, presentation, and written communication skills and phone presence. Ability to read and comprehend instructions, correspondence, memos, and medical/patient reports. Ability to write clear and persuasive correspondence and memos. Ability to present information in one-on-one and small group situations.
• Reasoning Ability: Excellent analytical skills – demonstrated ability to independently identify, define, and resolve problems, ability to collect data, establish facts, and draw valid conclusions; ability to interpret a variety of instructions and deal with abstract and concrete variables; demonstrated ability to analyze difficult situations, problems, and data; ability to use good judgment and decision making skills; ability to anticipate customer needs and reactions.
• Any combination of education/experience and knowledge that demonstrate the ability to perform the functions of the position will be accepted.

Paradigm Benefits:

Health and wellness– We want our people to be and stay healthy, so we offer PPO, HDHP, and HMO health insurance options with Cigna and Kaiser (CA employees only).

Financial incentives – Paradigm’s financial benefits help prepare you for the future: competitive salaries, 401(k) matching contributions, employer-paid life and disability insurance, flexible spending and commuter accounts, and employer-matched HSA contributions.

Vacation - We believe strongly that work-life balance is good for you and for our company. Our paid time off and personal holiday programs give you the flexibility you need to live your life to the fullest.

Volunteer time– We want our employees to engage with and give back to their communities in meaningful ways. Full and part-time employees receive one paid day per calendar year.

Learning and development: One of Paradigm’s core values is expertise, so we encourage our employees to continually learn and grow. We support this in a variety of ways, including our new Learning Excellence at Paradigm (LEAP) program.

Paradigm believes that fostering a diverse and inclusive workplace is central to our mission of helping more people and transforming lives. We’re striving to build a culture that better reflects the society we live in and empowers our team to deliver the highest levels of compassion and care to those we serve. For us, achieving this goal requires a workforce that respectfully embraces differences and commits to positive change, creating an environment where everyone is able to bring their whole self to work.
Paradigm complies with federal and state disability laws and makes reasonable accommodations for applicants and employees with disabilities. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact Leave Management at leave.management@paradigmcorp.com.
We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class.
As a contractor with the State of Wisconsin, Paradigm complies with Wisconsin Contract Compliance Law (§16.765). Poster link: Contract Compliance Law Poster


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