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We have modest goals: Improve the lives of others. Change the landscape of health care forever. Leave the world a better place than we found it. Such aspirations tend to attract a certain type of person. Crazy talented. Compassionate. Driven. To these individuals, we offer the global reach, resources and can-do culture of a Fortune 5 company. We provide an environment where you’re empowered to be your best. We encourage you to take risks and in return, offer a world of rewards and benefits for performance. Exceeding your limits is an exceptional start to your life's best work.SM


Just like you, we are driven by a set of fundamental principles that are guiding our way forward. Our values of integrity, compassion, relationships, innovation, and performance serve as a foundation to transform health care. Are you in? Learn more about your future at UnitedHealth Group at careers.unitedhealthgroup.com


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Approximate Salary:

Not Specified

Position Type:

Full Time

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Sales Director, Chairman’s Office - Industry Research - Telecommute Central / Mid US

UHG - Eden Prairie, Minnesota

Posted: 10/20/2018

Great sales are the result of strong purpose, conviction and pride - pride in your ability and your product. UnitedHealth Group offers a portfolio of products that are greatly improving the life of others. Bring along your passion and do your life's best work.(sm)
The Advisory Board Company, now part of Optum, is a global research, consulting, and technology firm helping hospital and university executives to better serve patients and students. We provide strategic guidance, actionable insights, web-based software solutions, and comprehensive implementation and management services. We combine the analytical, managerial, and technological expertise of our 2,000+ employees around the world with insights from the on-the-ground experience of our network of 150,000 leaders at 3,700 health care and higher education member organizations to find solutions to our partners’ most pressing challenges. We deeply appreciate the trust that our members place in us, and we seek to serve them with generosity in all that we do.
The Managing Director will assume responsibility for achieving renewal revenue targets and play a direct role in developing strategy to better serve and support our health care members.  He/she will be responsible for working closely with the leadership and client management team to strengthen and direct executive member relationships, promote member utilization and engagement and impact overall renewal rates. 
The position is a critical component of the 2018-19 Research renewal inflection plan and will support a pool of $8.5M in-year, at-risk dollars in Industry accounts (total anticipated contract value impacted by role north of $60M).  This position will work directly on measureable, revenue-generating opportunities including managing complex contract negotiations and turning around challenged renewal scenarios.  This position will be measured against the following metrics:  10-12 in person monthly executive interactions, TCV, and a conversion rate of 70% (versus an anticipated decision rate of 35-40%).  
You’ll enjoy the flexibility to telecommute* from the Central or Eastern U.S. as you take on some tough challenges.
Primary Responsibilities:
  • Revenue Management:  The Managing Director will be responsible for a territory of approx.. $10M+ in in-year, at risk- dollars across the year
  • Commercial/Revenue Impact: Build and maintain effective relationships with key executive members at hospitals and health care institutions. Lead complex and sensitive negotiations, challenging renewal discussions and contracting
  • In-person presentations.  The Managing Director will lead in person meetings with member executives on issues related to membership utilization and health (10-12 per month)
  • Coordination and support across Client Management team:  Establish strong and consistent communications with leadership and Client Management Advisors, develop and execute on renewal strategy.  The Director may also support Client Management Advisor skill development, providing coaching on negotiation, communication and renewal strategy
  • Product Management:  Monitor and communicate member interests and trends across programs to research teams and Client Management leadership on a regular and ongoing basis

Required Qualifications:
  • Bachelor’s Degree from an accredited College/University
  • Must possess a minimum of three year’s Client Management or sales experience
  • Proven experience navigating complex contract negotiations
  • A minimum of 4 years presenting to Executives, Stake Holders and addressing tough issues in hat forum
  • Experience doing root cause analysis (detailed analysis) via data, client conversations, and other tools to determine fail points.  Ability to build a compelling plan around that research, persuade the client, secure contracts and deliver
  • Experience and proven ability to lead difficult conversations with clients, mediate through several opposing interests, and develop a plan for the client to secure success
  • Willingness to travel up to 70%
  • Staff management experience preferred
  • Demonstrated experience working through and thriving with ambiguity (working in the gray)
  • Outstanding ability to communicate effectively, both oral and written, with senior executives
To ensure successful onboarding, new Sales Executives will receive robust training. After your start, certification is required within your first three months in order to continue in the role. Certification is designed to confirm you have the skills and knowledge required to effectively lead a sales visit with an executive-level audience.

Careers with Optum. Here's the idea. We built an entire organization around one giant objective; make health care work better for everyone. So when it comes to how we use the world?s large accumulation of health-related information, or guide health and lifestyle choices or manage pharmacy benefits for millions, our first goal is to leap beyond the status quo and uncover new ways to serve. Optum, part of the UnitedHealth Group family of businesses, brings together some of the greatest minds and most advanced ideas on where health care has to go in order to reach its fullest potential. For you, that means working on high performance teams against sophisticated challenges that matter. Optum, incredible ideas in one incredible company and a singular opportunity to do your life's best work.(sm)


*All Telecommuters will be required to adhere to UnitedHealth Group’s Telecommuter Policy


Diversity creates a healthier atmosphere: UnitedHealth Group is an Equal Employment Opportunity/Affirmative Action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, national origin, protected veteran status, disability status, sexual orientation, gender identity or expression, marital status, genetic information, or any other characteristic protected by law.

UnitedHealth Group is a drug-free workplace. Candidates are required to pass a drug test before beginning employment.



Job Keywords: Research sales, Washington, DC, District of Columbia, Eden Prairie, MN, Minnesota, Telecommute

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