Milliman Care Guidelines Essential Functions and Key Position Accountabilities

• Plans and conducts the overall growth and revenue retention strategy for assigned payor clients in partnership with the Account Management team and under the direction of the Payor sales leadership team
• Proactively manages and supports directly assigned Payor accounts
• Aggressively identifies, targets and closes new business
• Meets or exceeds annual revenue targets, client retention goals and client satisfaction metrics for assigned payor markets/accounts
• Appropriately delivers meaningful and constructive responses to RFP/I's while working collaboratively with other internal resources
• Actively supports the Division's Tradeshow/Industry Event strategy and execution
• Consistently uses and maintains metrics, pipelines, CRM tools, and quantitative feedback to effectively manage their business
• Develops and maintains strong relationships with the Provider and Government Sales teams and the broader Sales, Account Management, Alliance Partner, Training and Technical organizations
• Ability to constructively and positively translate broader strategic priorities into daily tasks and tactics
• With guidance from the Sales Leadership team, able deploy strong segment driven sales strategies, tactics and tools that effectively identify client/prospect priorities and efficiently aligns the sales process accordingly.
• Open to learning and developing new skills under the mentorship of the Sales leadership team
• Demonstrates ability to interact and cooperate well with all division employees
• Engages constructively and appropriately with peers to achieve overall goals
• Adept communicator with the ability to think on their feet and effectively engage clients/prospects
• Become well-trained in all aspects of Guideline products and technology to ensure successful client management
• Ability to travel overnight at least 30%

Experience and Knowledge:

• 5+ years direct sales experience with demonstrated ability to close sales and drive revenue growth
• Significant knowledge of the managed care/case management industry
• Knowledgeable regarding the use and role of guidelines by providers
• Experience managing RFP/RFI response and follow-up
• Demonstrated ability to write reports and make sales presentations
• Experience working with payors regarding resource management and cost benefit analysis
• Experience with enterprise software solutions and large, complex organizations
• Previous negotiations involving risk bearing contracts
• Clinical background a positive

Skills and Abilities:

1. Communication
   1. Requires ability to communicate in English effectively both verbally and in writing.
   2. Ability to follow appropriate communications channels.
   3. Professional telephone and in-person etiquette.
   4. Excellent oral and written communication skills required
2. Team Building/Interpersonal Skills
   1. Demonstrates competency by maintaining positive, collaborative, and constructive interpersonal relationships. Understands and practices the principles of effective teamwork.
3. Work Prioritization/Flexibility/Adaptability
   1. Demonstrates ability to prioritize work assignments and meet productivity and quality standards.
   2. Effective organizational skills.
   3. Demonstrated ability to work concurrently on diverse projects. Maintain high standards for accuracy, professionalism, productivity and confidentiality.
4. Computer/Office Skills
   1. Proficiency with MS Office products including Word, Excel, Lotus Notes and Internet skills required.
   2. Typing and work-processing skills required.
   3. Proficiency in data and report management skills.
   4. Proficiency in records management skills.