Business Development Representatives (Remote)



Who We Are - Motivated by Purpose. Powered by Clinical Expertise.

Founded in 1983, we’re a clinically-driven, tech-enabled utilization management company offering expert clinical reviews, regulatory guidance, and actionable insights to healthcare organizations.

Excellence starts with our people.

WE OFFER

• A competitive compensation package.
• Benefits include healthcare, vision and dental insurance, a generous 401k match, paid vacation, personal time, and holidays.
• Growth and training opportunities.
• A team atmosphere with fun events and prizes scheduled throughout the year.

POSITION OVERVIEW

Responsible for participating in development and implementation of corporate wide marketing and sales activities.

Roles:

• Build funnel with leads for clinical review services in the health, pharmacy, third-party administrator, Taft- Hartley plans, employer self-insured, disability and worker’s compensation industries (nurse, initial medical director, specialty appeals, pharm tech, pharmacist, Quality of Care, High-Cost Specialty Drug Reviews, PA Optimization and MyCareChoices virtual second opinion).
• Partners with commercial sales and marketing teams to develop sales opportunities and grow funnel.
• Assists Customer Success reps in developing strong customer relationships, meets and exceeds sales targets, and provides world-class customer support

Major Responsibilities or Assigned Duties:

• Partner with regional sales representatives to search out new sales opportunities through new clients or new opportunities with existing clients
• Assist in developing a business strategy to maximize opportunities for clinical service offerings in health, pharmacy and other specialty areas of focus (High-Cost Specialty Drug Reviews, PA Optimization, MyCareChoices virtual second opinion, Sleep, Radiology, ABA Therapy, etc.)
• Achieve sales target and funnel growth volumes
• Advance sales funnel opportunities by (next 3 bullet points):
• Scheduling initial sales calls based on assigned geography to help penetrate markets/prospects
• Developing new contacts/relationships, probe to learn about the challenges the client may be facing and positioning initial value props to resolve those challenges
• Coordinating remote/onsite qualified appointments with sales representatives
• Assist with developing and modifying value propositions for existing and prospective business partners with messaging to solve current business challenges for clients and showcasing Organization’s differentiating factors
• Track customer contact results/outcomes and opportunities through Salesforce and applicable tools/ trackers
• Rigorous follow up and teaming with sales team on marketing and customer engagement strategies
• Develop a strong understanding of the MRIoA service portfolio to offer creative solutions to customers
• Conduct timely follow up with internal teams with adherence to all Quality and Compliance based expectations and process requirements
• Help Drive focused sales and marketing campaigns and follow up on opportunities for coverage and customer contact improvement
• Perform other sales focused tasks as needed to drive sales growth
• For Inside Sales Executive - Team Lead, add the following responsibilities or assigned duties (next 7 bullet points):
• Participate in the interview process for Commercial team member candidates, including Business Development Executives
• Onboarding of new Business Development Executives, including development of 30/60/90-day plans
• Post onboarding, provide feedback and coaching where needed, including during weekly 1:1s
• Provide feedback and input when participating in sales meetings or outbound calling campaigns with Inside Sales Executives
• Drive performance and ensure KPI targets are met by Business Development Executives
• Contribute to ongoing training and development of the Business Development Executives
• Set an example for team members of commitment, sales/calling/outreach activities, work ethics and habits and personal character

Skills and Experience: 

• 2+ years of health industry related sales or inside sales experience (pharmacy benefit management, health plan, health insurance, third-party administrator, other health service sales experience preferred)
• Proficient in Microsoft Office Suite, specifically Microsoft Excel, PowerPoint, and Word
• Previous experience or comfortable with use of Zoom, Teams, ZoomInfo, LinkedIn Sales Navigator, Salesforce CRM
• Self-starter motivated to work on creating opportunities in a collaborative style
• Excellent verbal, phone and written communication skills
• Excellent organizational and time management skills
• Self-learner, willing to stretch their understanding of work tools and resources
• Proven track record of sales or inside sales success
• Ability to be an individual contributor in a team environment

Education:

• Bachelor's Degree

Work Environment:

Ability to sit at a desk, utilize a computer, telephone, and other basic office equipment is required. This role is designed to be a remote position (work-from-home).

Diversity Statement:

Diversity creates a healthier atmosphere: 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.



Drug-Free Workplace:

This company is a drug-free workplace. All candidates are required to pass a Background Screen before beginning employment. All newly hired employees will take a Drug Screen, as well as agreeing to all necessary Compliance Regulations on their first day of employment.  Employees are required to adhere to all applicable HIPAA regulations and company policies and procedures regarding the confidentiality, privacy, and security of sensitive health information.

California Consumer Privacy Act (CCPA) Information (California Residents Only):

• Sensitive Personal Info: MRIoA may collect sensitive personal info such as real name, nickname or alias, postal address, telephone number, email address, Social Security number, signature, online identifier, Internet Protocol address, driver’s license number, or state identification card number, and passport number.
• Data Access and Correction: Applicants can access their data and request corrections. For questions and/or requests to edit, delete, or correct data, please email the Medical Review Institute at [email protected].