Strategic Account Executive - Healthcare Payer Market

Relx Group California , MD 20619

Posted 3 weeks ago

This position is responsible for business development and management of health care payor relationships for profitable, revenue growth of Lexis Nexis Risk Solutions (LN). This position manages and works to establish relationships with large health systems and their subsidiaries. This position works with a cross-functional team to drive sales opportunities for LN products and services. This person is the primary owner of communication with the health care provider. He/she coordinates cross functional LN resources to educate decision makers and influencers, strengthen the health care provider relationship, and grow revenue for LN. He/she is responsible for product and solution sales and accountable for overall client satisfaction.

This position is home based and open to the U.S.


  • Meet or Exceed Revenue objectives within designated territory.

  • New Business Development: Understand the strategic market direction and needs of health system clients, and penetrate new customers by selling at the manager to senior officer level within large, complex, and often sophisticated health systems. Own the opportunity development process, and in doing so, interact cross-functionally within LN to identify and develop all potential revenue opportunities within the account.

  • Once the sales opportunity is successfully closed, initiate a hand off plan to the implementation team to ensure a smooth transition to the applicable business unit(s). Maintain the relationship to help drive adoption and utilization of LN services as well as to understand emerging needs and sales opportunities within the health care provider.

  • Deal Negotiation: Oversee the collection of customer requirements, development of a business case and revenue model by working with functional teams within LN. Lead negotiations with the prospective customer through the sales cycle to deal closure.

  • Account Management: Own the ongoing relationship with the customer and account performance. Work with cross-functional team members to ensure ongoing account health and customer satisfaction, as well as identify cross-sell and up-sell opportunities for LN products and services.

  • Assisting on Key Business Unit Initiatives: Assist with related health care sales efforts as needed. Work closely with sales support team to establish specific action plans to penetrate customer opportunities that have stalled and/or require greater interaction at a more senior level within the account in order to move the opportunity forward.

  • New Market Opportunity Development: Based on relationships with the health care stakeholders and market knowledge, identify new ways in which business opportunities can be developed using LN products and services. Utilize developed networks to provide forums for information exchange in order to uncover new business opportunities.

  • Client Development: Identify and uncover new opportunities for marketing successes from clients that use LN products and services. Identify new features, services, and application of existing capabilities to help meet customer needs.


  • Bachelor's Degree, advanced degrees and applicable certifications a plus

  • 9 or more years of outside sales experience

  • Previous experience working with healthcare provider organizations and extensive health care domain knowledge in Healthcare IT and challenges facing providers is a plus.

  • Knowledge of next gen offerings including Big Data, Cloud Computing, Identity Fraud as well as Healthcare standards (Meaningful Use, HIPAA, MACRA, etc.) beneficial and a strong plus.

  • A proven and sustained track record of accomplishments in strategic selling directly to large, complex health care providers; energetic, well rounded sales executive to drive the business forward

  • Excellent verbal and written communications, as well as presentation skills.

  • Must demonstrate strong persuasion skills and ability to successfully manage relationships at both operational and executive levels.

  • Business acumen and strategic thinking required to develop effective sales strategies.

  • Strong organizational and forecasting skills.

  • Ability to quickly develop an in depth understanding of LN products and services and how they apply to the health care provider needs.

  • Demonstrate outstanding networking capabilities and exhibit a professional demeanor, business maturity, general health care provider industry knowledge, and technical (PC and applications) knowledge.

  • Manage multiple concurrent activities, all with fluctuating deadlines and with dependencies of work by other departments, both internal and external.

  • Ability to effectively communicate with all levels of management and across multiple departments (technology, marketing, sales, etc)

  • Travel required 50%

We are an equal opportunity employer: qualified applicants are considered for and treated during employment without regard to race, color, creed, religion, sex, national origin, citizenship status, disability status, protected veteran status, age, marital status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law. If a qualified individual with a disability or disabled veteran needs a reasonable accommodation to use or access our online system, that individual should please contact 1.877.734.1938 or

Risk & Business Analytics (RBA) provides customers with innovative solutions and decision tools that combine public and industry specific content with advanced technology and analytics to assist them in evaluating and predicting risk while enhancing operational efficiency through eight unique brands. RBA is a market segment of RELX and has more than 8,500 employees serving customers in over 180 countries. RBA's eight brands include: LexisNexis Risk Solutions, Accuity, Proagrica, ICIS, Cirium, XpertHR, Nextens, and EG.

icon no score

See how you match
to the job

Find your dream job anywhere
with the LiveCareer app.
Mobile App Icon
Download the
LiveCareer app and find
your dream job anywhere
App Store Icon Google Play Icon

Boost your job search productivity with our
free Chrome Extension!

lc_apply_tool GET EXTENSION

Similar Jobs

Want to see jobs matched to your resume? Upload One Now! Remove
Account Director/Sr Account Director Strategic Account Management Clinical Supply Services


Posted 5 days ago

VIEW JOBS 3/30/2020 12:00:00 AM 2020-06-28T00:00 Job Description Position Overview: Catalent hires people with a passion to make a difference to the health of millions of people globally. Your expertise, coupled with Catalent's advanced technologies and collaboration with thousands of innovative pharmaceutical, biotech and healthcare companies, will help bring life-enhancing products to the people you know and love. Your talents, ideas and passion are essential to our mission; to develop, manufacture and supply products that help people live better, healthier lives. Interested in learning more about life at Catalent? Start here Account Director/Senior Account Director - Strategic Account Management, Clinical Supply Services With ten facilities in the US, EU, and Asia/Pacific region, and more than 50 depots covering 6 continents, Catalent Clinical Supply Services has a robust network built around flexible and integrated service offerings for pharmaceutical & biotech companies. We provide reliable service and deep expertise in global supply chain and clinical supply management that will speed your drug to market. Position Summary This position is a senior-level position within the company that requires an experienced business development person with advanced negotiation skills, excellent customer management skill and the ability to develop and manage high-level relationships. Location: Western US - (CA, WA, CO, IN, IL, TX preferred) The Account Director reports to the Global Director, Business Development In concert with Catalent's Patient First philosophy, this position is key in our efforts toward continuous improvement of our processes & information which will allow quality drug products to reach patients safely and efficiently. The Role (daily responsibilities) * Achieve annual sales, revenue and funnel targets to ensure continued growth. * Develop and maintain business relationships at all levels to ensure the continued growth of Catalent's book of business * Participate in Strategic Account meetings and provide updates on your key initiatives to senior leadership * Develop and prepare annual strategic account plans that will allow for continued growth within Catalent's strategic account base. * Participate in tradeshows, exhibits and professional organizations. * Strategize and plan steering committee and business review meetings to foster mutual growth, maintain and improve partnership, transparency and trust between the organizations * Maintain an acceptable level of knowledge of Catalent's service offerings, industry technology and trends, and customer and competitor capabilities. * Manage personal expenses to meet budgeted allowances. * Be able to clearly communicate business needs to the Senior Leadership Team within Catalent. * Assist Operations and Project Management with understanding customer needs and requirements to determine feasibility of performing projects. * Assist Operations and Project Management with understanding project requirements so that an accurate and timely quotation can be prepared. * Negotiation of quotations, CDAs and MSAs. * Probe for "cross-sell" opportunities and forward leads to appropriate sales counterpart for follow-up. The Candidate (requirements) * BS/BA in Business or Life Sciences preferred, but not required. * 5+ years of experience in contract pharmaceutical business with emphasis on clinical services. * Must be able to handle multiple tasks at one time. * Excellent written and verbal communication and negotiating skills are a must. * Must demonstrate proficient computer skills (Excel, Word, Access, and PowerPoint). * Strong track record in Business to Business relationships, management, and sales. * Core Competencies: * Strategic Thinker * Strong Business Acumen * Strategic Customer Development * Personal Leadership * Innovative Risk Taker * Process Management * Results Orientation/Completer Finisher Catalent's standard leadership competencies that are used to interview and for Performance & Development: * Leads with Integrity and Respect * Delivers Results * Demonstrates Business Acumen * Fosters Collaboration and Teamwork * Champions Change * Engages and Inspires * Coaches and Develops Position Benefits * A diverse, inclusive culture * Competitive salary * 401(k) retirement savings plan with company match * Educational assistance/reimbursement * 19 days' Paid time off * Medical, dental, and vision insurance * Life insurance * Flexible spending account * Employee Stock Purchase Program * Employee discount programs * Robust Employee Referral Program Catalent offers rewarding opportunities to further your career! Join the global drug development and delivery leader and help us bring over 7,000 life-saving and life-enhancing products to patients around the world. Catalent is an exciting and growing international company where employees work directly with pharma, biopharma and consumer health companies of all sizes to advance new medicines from early development to clinical trials and to the market. Catalent produces more than 70 billion doses per year, and each one will be used by someone who is counting on us. Join us in making a difference. personal initiative. dynamic pace. meaningful work. Visit to explore career opportunities. Catalent is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status, sexual orientation or gender identity. If you require reasonable accommodation for any part of the application or hiring process due to a disability, you may submit your request by sending an email, and confirming your request for an accommodation and include the job number, title and location to This option is reserved for individuals who require accommodation due to a disability. Information received will be processed by a U.S. Catalent employee and then routed to a local recruiter who will provide assistance to ensure appropriate consideration in the application or hiring process. Notice to Agency and Search Firm Representatives: Catalent Pharma Solutions (Catalent) is not accepting unsolicited resumes from agencies and/or search firms for this job posting. Resumes submitted to any Catalent employee by a third party agency and/or search firm without a valid written & signed search agreement, will become the sole property of Catalent. No fee will be paid if a candidate is hired for this position as a result of an unsolicited agency or search firm referral. Thank you. Catalent California MD

Strategic Account Executive - Healthcare Payer Market

Relx Group