Stellar is looking for a Senior Account Executive on our Network Engagement team who will play a pivotal role in growing our MSSP ACO. You will be responsible for recruiting, engaging, and contracting medical groups and health systems. Similar to a sales executive, this full sales cycle role requires a strategic, results-driven approach to develop relationships with healthcare providers and sell the value of participation with Stellar Health. You will be responsible for driving growth by prospecting new provider groups, engaging key decision-makers, and closing deals that support the transition to value-based care models. The role may include non-ACO related provider recruitment based on cycle and need.
You will manage a pipeline of potential providers, nurture relationships, and use data-driven insights to tailor your pitch and convert prospects into program participants. This role demands a deep understanding of healthcare systems, a strong ability to communicate the financial and operational benefits of the program, fluency in product demos, and a consultative sales mindset to overcome objections and navigate complex decision-making processes.
This role will work closely with both external stakeholders, including payor and provider Customers, as well as cross-functional internal organizations, including Customer Success and Provider Operations. The primary objective and determination of success in this role is the successful addition of new medical groups to the Stellar Network and management of the associated relationships.
Responsibilities of the role include, but are not limited to:
Support Provider growth activities
- Develop and execute targeted recruitment strategies for large medical groups and health systems
- Conduct cold outreach and schedule meetings with health systems, large medical groups, and independent primary care providers. You will collaborate with a BDR to support 50% of initial outreach and meeting setting efforts.
- Own preparation for Provider meetings, including gathering business intelligence on key stakeholders and organizations
- Lead Provider meetings, identify provider needs, deliver value proposition, explain program economics, convince them to use the technology, and drive next steps
- Lead workflow scoping, implementation planning, and contracting process (Who, What, When, Where)
- Contribute to Growth’s OKRs by achieving quotas for contracted providers and onboarded patients
Support Provider management and expansion
- Facilitate medical group implementation onto the Stellar platform in collaboration with Provider Operations
- Identify challenges facing live Providers and develop solutions and/or mitigation strategies
- Establish strong relationships with providers to leverage expansion opportunities
Support development and optimization of internal operations
- Generate pitch materials to communicate Stellar concepts to external audiences
- Manage target Providers and Provider growth process through maintenance of Stellar CRM
- Lead internal reporting capabilities for your markets to support ongoing management of Stellar’s national network of providers
As an Account Executive, Network Enterprise you should have:
- 5-8+ years of work experience in healthcare, ideally working on program development within a health system, larger payor, or other healthcare oriented organization
- Previous experience in a technology organization or in a sales organization is preferred
- Understanding of value-based care and ACO economics is required
- Genuine interest in healthtech and Stellar’s mission
- Customer-service orientation and a genuine desire to drive successful outcomes with our clients
- You are proficient in Excel and PowerPoint, and have used both tools in previous roles
- The ability balance multiple priorities, communicate roadblocks, and work effectively within a small and nimble team
Travel Requirement:
This position may require travel provider lead generation and prospect/client meetings. Additionally, there will be periodic travel to healthcare conferences, as well as to our corporate office in NYC. Travel percentage varies depending on the time of year.
Pay:
The salary range for this role is $130,000 - $150,000 will be eligible for quarterly commission based upon attainment of personal quota. Where a new hire falls within this range will be based on their individual skills and experience, and how these competencies compare across other employees in the same role. Stellar's bands are designed to allow for individual compensation growth within the role. As such, new hires typically start at the lower end of the range. Stellar rewards performance and outcomes - should you join the company, you will have the opportunity to grow your salary over time.
Stellar reserves the right to change our compensation bands at any time.
