Director, Sales, Payer

At MCG, we lead the healthcare community to deliver patient-focused care. We have a mission-driven team of talented physicians and technical experts developing our evidence-based content and innovating our products to accelerate improvements in healthcare. If you are driven to enhance the US healthcare system, MCG is eager to have you join our team. We cultivate a work environment that nurtures personal and professional growth, and this is a thrilling time to become a part of our organization.

With dynamic roles that offer meaningful impact, you'll be able to fully realize your potential. Plus, you'll enjoy world-class benefits and the security, stability, and resources of our parent company, Hearst, with over 100 years of experience.

The Director, Sales, Payer is responsible for leading a team of Payer sales executives and overseeing the achievement of annual revenue, renewal, and retention objectives within the payer market segment. This role defines and executes segment-specific sales strategies, develops and coaches sales talent, and drives market expansion among health plans, managed care organizations, government-sponsored programs, and other payer organizations. The Director serves as a strategic leader who aligns sales execution with organizational objectives while fostering strong relationships with payer stakeholders and ensuring sustainable revenue growth.

• Provide strategic direction and leadership to the sales team to achieve revenue, renewal, and retention goals aligned with organizational objectives.
• Develop and implement payer-focused sales strategies, tactics, and initiatives to drive revenue growth, increase market share, and expand MCG's presence within health plans and payer organizations.
• Consistently achieve or exceed annual revenue objectives, including new sales, renewals, and retention benchmarks within assigned quotas.
• Forecast sales performance, analyze market and sales data, and utilize insights to drive decision-making and business results.
• Maintain disciplined use of sales metrics, pipelines, CRM tools, and performance analytics to effectively manage the business.
• Collaborate with Account Management, Marketing, Product Management, Finance, Legal, and other internal stakeholders to align sales efforts with enterprise objectives and deliver a seamless customer experience.
• Lead and oversee payer-focused RFP responses, coordinating cross-functional resources to develop compelling and competitive proposals.
• Conduct market research and competitive analysis to identify payer market trends, customer priorities, emerging opportunities, and competitive threats.
• Partner with Sales Leadership to develop and deploy segment-specific sales strategies, tools, and messaging that effectively align MCG solutions with payer business objectives.
• Negotiate and oversee contracts, pricing, and commercial terms with health plans, managed care organizations, government programs, and other payer entities to secure new business and maintain existing relationships.
• Support the development and execution of strategies for industry conferences, payer-focused trade associations, and MCG-sponsored events.
• Represent MCG at industry events, conferences, client meetings, and market-facing activities.
• Recruit, develop, coach, and mentor a team of payer sales executives, ensuring strong sales execution and professional growth.
• Lead the identification, development, and implementation of AI-enabled tools, resources, and best practices that enhance sales effectiveness, improve operational efficiency, support account strategy, and enable Sales Executives to deliver a consistent, high-value customer experience while ensuring compliance with company policies and responsible AI use.
• Establish clear performance expectations, monitor team performance, provide ongoing coaching, and address performance issues when necessary.
• Foster a collaborative, inclusive, and high-performance culture that supports employee engagement, accountability, and results.
• Partner with Sales Operations to support forecasting, business analysis, process improvement, territory planning, and strategic sales initiatives.
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