Healthcare Sales Origination Senior Manager – Payer 
Description

 

Organization: Health and Public Service

Location: Negotiable

Join Accenture and help transform leading organizations and communities around the world. The sheer scale of our capabilities and client engagements and the way we collaborate, operate and deliver value provides an unparalleled opportunity to grow and advance. Choose Accenture, and make delivering innovative work part of your extraordinary career.

 People in the Sales career track grow pipeline and sales by supporting, managing or leading the origination and/or closing of sales opportunities in a specific area or across a range of Accenture offerings. They progress by deepening sales skills and/or developing new related skills, growing into more complex sales roles, laterally, upward, or in their current role.

Job Description:

Sales professionals are dedicated to growing a profitable pipeline and/or backlog of sales, through deal origination, sales negotiations and closure. They own the sales process and outcomes.

The Healthcare Sales Lead will create and manage sales campaigns for top opportunities in the Payer Health segment. The Sales Lead will be responsible for driving day-to-day campaign management, with emphasis on value proposition development, client targeting, opportunity qualification, win strategy definition/execution, proposal development, orals presentation, and support of contract negotiations. The successful candidate will apply Accenture’s corporate strategies, client service group priorities, and formal sales campaign management processes to secure new contracts and deliver sales that meet or exceed financial goals within acceptable risk parameters.
Key Responsibilities:
  • Develops high level large-scale outsourcing value propositions for target clients
  • Drives sales campaign and ensures involvement of senior Accenture executives to develop winning, compelling and compliant win strategies and proposals
  • Develops capture tactics, win strategies, discriminators, competitive analysis, and teaming strategies that balance program risk and reward with minimal oversight
  • Creates client communications strategies/messages, defines customer contact strategy and establishes/manages customer call plan
  • Ensures capture strategy and proposal activities are compliant with internal controls; accountable for ensuring corporate and internal reviews are conducted
  • Demonstrates understanding and appropriate application of Accenture’s formal sales campaign management methodologies and utilizes corporate knowledge repositories, sales/campaign support personnel, and best practices
  • Works with Accenture, teaming partner, subcontractor, third party and Subject Matter Expert (SME) resources to develop a winning solution that appropriately balances and integrates technologies, processes, delivery organizational structure, staffing, schedules, pricing and incentives
  • Leads Win Strategies and other strategic opportunity events, as appropriate
  • Develops profile of competitor’s win strategy and recommendations for competing against those approaches, as appropriate
  • Identifies, negotiates and manages relationships with teaming partners, subcontractors, third parties and Subject Matter Experts (SMEs)
  • Collaborates on the writing of compelling Executive Summaries for the top opportunities
  • Supports client delivery and business development teams in building relationships with client decision makers and key influencers; shapes opportunities within client and Accenture procurement policies and guidelines
  • Manages interfaces with Business Development, Legal, Contracting, Human Resources, Recruiting, Marketing, and other internal organizations
  • Facilitates corporate reviews for non-Capital Committee deals; creates presentation for and leads Stage Reviews and obtains necessary approvals
  • Maintains opportunity data in SAP Opportunity Management (OM)
  • Coordinates with the Proposal Manager, who manages the proposal development effort and proposal submission
  • Promotes a smooth transition from Sales Team leadership to Delivery Team ownership
  • Promotes the development of a high performing sales and capture team through contributions to continuous improvement activities
  • Coaches designated Client Sales Directors for opportunities not directly supported by the Sales Team
  • Adheres to Accenture’s Core Values and Code of Business Ethics
Qualifications

 

Basic Qualifications: 
  • Minimum 6 years of Sales/Business Development experience
  • Minimum 5 years of experience in one or more of the following: Business Process Outsourcing, Consulting Services
  • Minimum of 3 years of experience selling outsourcing, or Information Technology solutions, services
  • Health Industry experience  
Professional Qualifications:
  • High energy level, sense of urgency, decisiveness and ability to work well under pressure
  • Strong facilitation and communication skills – both written and verbal
  • Proven record as a team player
  • Professional of unquestionable integrity, credibility and character
  • Strong leadership, problem solving, and decision making abilities
 Ability to travel up to 80% 
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