Product Sales Director - Value Based Care Segment

The Product Sales Director – Value Based Care Segment serves as a product and market segment expert, specializing in one or more of IMO Health’s offerings targeting the intersection of payers and providers, to support the sales process. Partnering closely with Client Executives (Enterprise Sales), they are instrumental in showcasing the value and ROI of IMO’s solutions to both prospective and existing clients. 

As a trusted advisor, the Product Sales Director leverages their deep risk adjustment and revenue cycle product and market knowledge to deliver tailored use cases that align with client needs and objectives. Acting as a vital link between clients and internal teams, they provide feedback that drives enhancements in product development, RAF, commercialization, and overall client success.

WHAT YOU'LL DO:

• Lead the development and execution of strategies to drive new sales and increase client engagement. 
• Meet or exceed sales quotas and provide accurate forecasts, opportunity updates, and quarterly business reviews. 
• Monitor and report on product metrics, adoption, and utilization to track success and identify areas for improvement. 
• Analyze market trends and client challenges to articulate product ROI and business impact. 
• Create tailored product ROIs and business impacts for payer and provider clients based upon deep understanding of value-based contract success for all constituencies 
• Recommend market segmentation strategies based on product and industry expertise. 
• Collaborate with marketing and business development teams to execute campaigns and go-to-market initiatives. 
• Provide guidance on best practices and support sales enablement through product training. 
• Facilitate offer and contract negotiations, ensuring alignment with client needs and objectives. 
• Support early adopter clients by offering recommendations and guidance for successful implementation. 
• Gather and share customer feedback to inform product improvements and cross-functional strategies. 
• Participate in all phases of product development to ensure alignment with market needs. 
• Develop playbooks to drive rapid product adoption and utilization. 
• Deliver product briefings and SME-level presentations to educate and empower internal and external stakeholders. 

WHAT YOU'LL NEED:

• Bachelor’s degree in business, marketing, or a related field; a Master’s degree or equivalent experience is preferred. 
• Extensive experience in SaaS sales, product marketing, and sales strategy, with a strong background in market research and analysis. 
• A strong understanding of value-based contracting, Risk Adjustment workflows for payer and provider, CMS/HHS regulations, and impact on payer-provider relationships.
• Deep knowledge of Healthcare IT, particularly in analytics, reporting, or clinical data software, with an ability to understand and address client needs in these areas. 
• Exceptional analytical skills, capable of interpreting complex data and translating it into actionable insights and clear, compelling communications. 
• Proven success in developing and executing go-to-market strategies that drive product adoption and revenue growth. 
• Outstanding communication and presentation skills, with the ability to influence and engage stakeholders at all levels effectively. 
• Demonstrated leadership experience, including managing cross-functional teams and contributing to organizational revenue targets. 
• Proficiency in CRM systems and sales automation tools, with a focus on driving efficiency and performance. 
• Self-motivated, resourceful, and proactive, with a reputation for taking initiative and delivering results.