Sales and Business Development Manager

Job description

We are seeking a dynamic and results-driven salesperson to join our team. In this role, you will play a pivotal part in driving the adoption of our virtual and in-person mental health care solutions among health plans. Your responsibilities will include prospecting, educating potential clients, articulating the clinical and financial value of our products and ultimately closing deals. The ideal candidate will have a strong sales background, excellent communication skills, and a genuine desire to make a positive impact on behavioral health through Mindoula’s care solutions.

Essential Duties and Responsibilities:

Prospect and Generate Leads

• Research and identify prospective health plans (and decision makers) that can benefit from integrating mental health services.
• Leverage networking, cold calling, and other strategies to establish contact and build relationships with key decision makers.
• Collaborate with sales/marketing leadership to develop marketing campaigns and strategies to develop inbound interest.
• Qualify leads and prioritize opportunities based on established criteria.

Educate and Engage Prospects

• Conduct in-person and virtual meetings to introduce the range of Mindoula’s care solutions.
• Engage with prospective clients and listen to their unique needs, challenges, and goals related to behavioral health.
• Clearly explain the clinical approach, evidence-based benefits, and operational integration of our products and services.
• Address concerns and objections of key stakeholders and develop necessary collateral that describes Mindoula’s competitive differentiators.

Explain Impact and ROI of our Solutions

• Engage and assure that multiple decision makers within health plans (i.e. medical economics, actuary, clinical leadership, etc.) understand the value of the Mindoula solution set.
• Partner with program leaders and marketing to develop and present customized ROI analyses to demonstrate how implementing Mindoula’s solutions can enhance member health and plan economics.
• Use data and case studies to build compelling financial and clinical arguments
• Provide and discuss case studies from existing clients that offer proof of Mindoula’s impact.

Manage the Sales Process

• Manage the entire sales cycle, from initial contact to closing deals; maintain accurate records of sales activities, client interactions, and pipeline progress using the company’s CRM tools.
• Source and manage RFP pipeline and facilitate timely and effective responses.
• Collaborate with sales leadership, licensing, credentialing, billing, operations, legal, and any other stakeholders to assure effective and timely contracting aligned with company growth priorities.
• Through CRM and other means, provide leadership with timely sales analytics, including weekly pipeline analysis, forecasting, and sales results and reports.
• Collaborate with internal teams to ensure smooth onboarding, program implementation and launch, and client satisfaction.

Become a Product and Terrain Expert

• Stay informed about trends in mental health care and health plan operations.
• Continuously update knowledge of the company’s offerings to confidently address client questions and provide tailored solutions.
• Provide feedback to product development and marketing teams based on client interactions and market insights to support product enhancement and innovation.

Education & Work Experience:

• Bachelor’s degree required.
• Experience working in the healthcare industry: 5-7 years preferred.
• Proven track record (2-5 years preferred) of success in sales, business development, or account management, preferably within the healthcare or technology industry.
• Experience selling virtual services or digital health solutions is highly desirable.
• Strong understanding of behavioral health, whole health concepts, and familiarity with mental health treatment modalities.
• Excellent communication and interpersonal skills, with the ability to build rapport and credibility with diverse audiences.
• Self-motivated and results-oriented, with a drive to exceed sales targets and deliver exceptional customer service.
• Proficiency with CRM software (e.g., HubSpot) and other sales productivity tools.
• Comfort with working in a virtual, remote environment and leveraging virtual communication platforms for sales activities.
• A collaborative spirit that emphasizes seeking feedback from a broad set of team members to ensure the optimal deal is scoped to benefit health plans and Mindoula.

Overview of Mindoula

Mindoula is a next generation population health management company that identifies, engages, and serves populations with complex behavioral health, medical, and social challenges across the continuum of care. By using technology to “scale the human connection,” Mindoula helps health plans, health systems, hospitals, and provider groups extend their reach and achieve their value-based service delivery goals. At Mindoula, we address the full range of behavioral health challenges. We deploy tech-enabled teams of care managers, community health workers, peer support specialists, therapists, and psychiatrists to provide ²⁴⁄₇ support to even the most complex and underserved behavioral health populations.

Mindoula’s Support for Health Plans

In particular for health insurers, Mindoula assists in identifying populations/subpopulations with specific mental health/behavioral health (MH/BH) needs, physical health (PH) diagnoses, social determinants of health (SDoH) gaps, and health equity needs using sophisticated data analytics. Based on members’ health complexity and primary challenges, we deliver a range of interventions that address areas such as: violence reduction, suicide prevention, substance use support, and serious mental illness treatment. Through our own providers and care extenders, we deliver micro-to-marco behavioral health and SDoH interventions, both virtually and in-person to members, with ²⁴⁄₇ care team availability, and monitor engagement to ensure and sustain results. Mindoula contracts mostly with Medicaid and Medicare health plans as both a licensed, credentialed value based provider, and a vendor to deliver our full range of services; risk-based agreements are common.