Living the vision of "Advancing the business of healthcare today for a better tomorrow," Medical Group Management Association (MGMA) works to perpetuate success throughout the healthcare industry as the premier association for professionals who lead medical practices. Since 1926, through data, people, insights, and advocacy, MGMA empowers medical group practices to innovate and create meaningful change in healthcare. We believe the future is what you make it, and we’re here to support the people who are ready to make the world a better place. Tomorrow will be remarkable because MGMA is here to help.
The Medical Group Management Association (MGMA) is looking for an Account Executive to join our Denver team.
The Account Executive identifies, researches, develops, and closes sales of the full suite of MGMA products and services to new medical group customers, or vendors depending on role. This role serves large market accounts, identifying prospective organizations, developing multi-threaded relationships with executive and functional leaders, and tailoring strategies and engagement approaches to the needs of that segment.
Essential Functions:
- Build and maintain effective relationships with new key senior-level decision makers through regular communication, understanding their business goals and challenges, and bringing value to the customer through the sale of products and services aligned with their business objectives.
Large Market Accounts (>101 FTE physicians): Engagement requires navigating complex stakeholder environments with executives, department heads, and functional leaders. Strategies emphasize alignment with enterprise-wide objectives, long-term relationship management, and driving adoption across multiple levels of the organization.
- Develop MGMA's large-market pipeline through strategic outbound prospecting, market development, and enterprise account penetration.
- Identify, develop, and attract new customers through cold calls, networking events, outreach campaigns, and targeted account-based sales strategies, including travel to prospect sites as needed.
- Cultivate multiple key relationships to maximize the value creation for each customer opportunity.
- Understand and communicate business acumen relative to the market segment, understanding complex client needs and tailoring solutions for each organization.
- Overcome objections, demonstrate product value, and close sales opportunities.
- Work segmented inbound leads and create demand for new opportunities for MGMA product suite.
- Conduct needs analyses and upfront research to understand the prospective client’s challenges.
- Deliver product presentations and demonstrations tailored for new accounts and prospective needs.
- Update CRM to keep accurate and complete sales records including accurate pipeline for sales forecasting.
- Consistently meet or exceed monthly, quarterly, and annual sales targets.
- Work closely with supervisors to capture feedback on customers’ needs and turn them into sales opportunities.
- Exhibit authentic curiosity about the business and ensure all contact and account records are complete, current, and accurate.
- Collaborate with support staff and product teams to manage and delegate logistical and administrative tasks, ensuring customers receive the full range of MGMA benefits associated with their purchased products.
- Travel as necessary to support conference operations and to engage directly with prospects and clients. Travel is approximately 15-25%.
- Other duties as required and necessary to ensure the success of the organization.
Supervisory duties:
