Sales VP Retail

Overview:

The Vice President, Sales is responsible for the development and strategic execution of annual sales plans to support the acquisition of new clients and sale of new solutions for the Cotiviti Retail division. This is a hunter role focused on hunting new business for Cotiviti’s Retail Payment Integrity Services and Solutions to the world’s largest retailers, e-commerce, and commercial enterprises. Demonstrated experience calling on and selling to “C” level executives, SVP Business Owners, CFO’s, Procurement, VPs, and Directors is essential.  Experience working in a disruptive software and services sector selling Data Analytics, Payment Integrity / Recovery Auditing services and solutions.

Come join us, grow your career with a industry leader and help us take Cotiviti Retail to the next level of success!

• Direct prospecting (hunting) new business for Cotiviti’s Retail Payment Integrity Services and Solutions.
• Achieve or exceed Retail sales revenue and growth targets as defined by the organization’s leadership and strategic imperatives.
• Define and drive the business development process. Develop strategies, budgets, and accurate sales forecasts to execute business plans and deliver on commitments.
• Identify and convert sales opportunities in new accounts into closed business.
• Identify new market/customer opportunities for growth through prospecting, growth and competitive displacement.
• Establish multi-level relationships with potential customer decision makers and meet regularly to manage the sales process and reinforce Cotiviti’s relationship with the prospects.
• Maintains a target list of opportunities, updates customer profiles and provides accurate forecasts/pipeline tracking within the Cotiviti sales process and CRM.
• Collaborate within a heavily matrixed environment in order to leverage internal resources and external contacts to drive new business leads and referrals.
• Partner with the Business Unit, Product and Marketing organizations to bring new products to market, ensure successful launch and drive early sales.

Creates Value for Prospective Cotiviti Customers

• Invest sufficient time to develop a deep understanding of the prospect’s business strategy and critical business issues.
• Create unique value for prospective customers by seeking to understand their business problems, issues and opportunities in new or different ways.
• Link solutions and Cotiviti resources to identify customer needs and differentiate Cotiviti solutions from competing alternatives.
• Deliver a winning value proposition using customer metrics rather than product features.
• Develop and deliver sales solutions and customer presentations that result in increased sales by consistently and effectively reinforcing the company's value proposition and brand identity in distinctive and compelling ways.
• Ensure complete customer satisfaction from presales through post sales.
• Drive a sales culture where you link planning and strategy tools with selling and execution skills.
• Develop and implement key metrics to drive performance in total customer focus and account development.
• Driving individual performance through ongoing goal setting, results measurement, individual development, and and deployment.
• Team Selling Partner with Strategic Account Managers to ensure effective account transition and post-sales support.
• Ensure that new and existing customers are transitioned to Strategic Account Managers in a manner that is non-disruptive to the customer’s operation, delivers on our commitments to them, and retains them as a customer.

• Bachelor’s degree in Sales, Marketing, Business or related field required.
• Highly motivated individual with 5 to 10+years of demonstrated success in consultative/solution-based selling in a B2B environment within the industry.
• Excellent command of the selling process and a discipline to follow a sequence of events to close business.
• Experience selling at the senior management levels with a proven track record of routinely closing deals that are mutually beneficial to the customer and the Company.
• Outstanding interpersonal skills, highly effective communicator with excellent written and presentation skills.
• Experience with CRMs including MS Dynamics preferred.
• Ability to travel as required (25-50%)

Mental Requirements:

• Demonstrated ability to balance activities across multiple internal customers, campaigns, tasks, and performance pressures.
• Strong analytical skills with the demonstrated ability to research prospective customers and plan sales prospecting activities accordingly.
• Excellent oral and written skills.
• Strong interpersonal skills required. Understands that internal customers’ interests are best served through continuous prospecting and intelligence gathering activities and proactive communication with sales partners.
• Must be able to perform daily functions with little or no direct supervision.
• Communicating with others to exchange information.
• Assessing the accuracy, neatness, and thoroughness of the work assigned.

Physical Requirements and Working Conditions:

• Remaining in a stationary position, often standing or sitting for prolonged periods.
• Repeating motions that may include the wrists, hands, and/or fingers.
• Must be able to provide a dedicated, secure work area.
• Must be able to provide high-speed internet access/connectivity and office setup and maintenance.
• No adverse environmental conditions expected.

Base compensation ranges from $166,000 to $185,000. Specific offers are determined by various factors, such as experience, education, skills, certifications, and other business needs. This role is eligible for commission.

Cotiviti offers team members a competitive benefits package to address a wide range of personal and family needs, including medical, dental, vision, disability, and life insurance coverage, 401(k) savings plans, paid family leave, 9 paid holidays per year, and 17-27 days of Paid Time Off (PTO) per year, depending on specific level and length of service with Cotiviti. For information about our benefits package, please refer to our Careers page.

Since this job will be based remotely, all interviews will be conducted virtually.

Date of posting: 10/22/2024

Applications are assessed on a rolling basis. We anticipate that the application window will close on 12/22/2024, but the application window may change depending on the volume of applications received or close immediately if a qualified candidate is selected.

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