Sales Manager - RCM

• Position Purpose:

The Sales Manager – Medical Billing is responsible for driving business growth by acquiring new clients and expanding relationships with existing customers in the healthcare revenue cycle management (RCM) and medical billing domain. The role focuses on identifying sales opportunities, building strong client partnerships, and providing tailored solutions that meet the unique billing and compliance needs of healthcare providers. The Sales Manager plays a critical role in achieving revenue targets, enhancing client satisfaction, and promoting the company’s medical billing services in a competitive market.

• Position Summary

The RCM Billing Sales Manager is responsible for driving new business growth by identifying, qualifying, and closing opportunities for RCM and medical billing services. This role involves targeting US-based healthcare providers (e.g., physician groups, hospitals, ASCs, DMEs, behavioral health practices), building strong client relationships, and contributing to the organization’s revenue targets.

• Eligibility - Education:

• Bachelor’s degree (MBA preferred).Proven track record of achieving or exceeding sales targets in the healthcare BPO/KPO space.
• Strong understanding of US healthcare RCM processes: billing, coding, AR, denials.
• Experience selling to medical groups, hospitals, or healthcare administrators.
• Excellent communication, negotiation, and consultative selling skills.
• Familiarity with compliance and data privacy frameworks (e.g., HIPAA).

• Experience:

  10 to 12 years of experience

• KPIs / Performance Metrics

• New client acquisition count and value (monthly/quarterly)
• Pipeline coverage ratio
• Conversion rate (lead to deal)
• Revenue from closed deals
• Sales cycle duration.

• Required Skills:

Industry Knowledge

·      Strong understanding of medical billing, coding, revenue cycle management (RCM), and healthcare compliance.

·      Familiarity with medical billing software and healthcare regulations (e.g., HIPAA).

Sales Expertise

·      Proven track record in B2B sales, preferably in the healthcare or medical billing industry.

·      Strong skills in lead generation, client acquisition, and contract negotiation.

Communication & Relationship Building

·      Excellent verbal and written communication skills.

·      Ability to build trust and maintain long-term relationships with healthcare providers and decision-makers.

Strategic Thinking

·      Ability to analyze market trends, understand client needs, and develop customized sales strategies.

·      Competence in pipeline management and sales forecasting.

Leadership & Team Management

·      Experience in leading and motivating sales teams to achieve targets.

Capability to train, mentor, and manage a high-performing sales team.

Customer-Centric Approach

·      Strong focus on customer satisfaction and delivering value-added solutions.

·      Ability to understand client pain points and offer relevant medical billing services.

Negotiation & Closing Skills

·      Proficiency in pricing, proposal development, and closing high-value deals.

Technical Proficiency

·      Comfortable using CRM tools, Microsoft Office Suite, and sales enablement platforms.

·      Basic understanding of billing analytics and reporting tools.

Adaptability & Problem Solving

·      Ability to work in a fast-paced environment and quickly adapt to changing client requirements or industry regulations.

Preferred Skills

• Strong problem-solving and decision-making skills.
• Experience working with or selling services on platforms like Epic, eClinicalWorks, Athenahealth, NextGen, etc.
• Existing network of healthcare provider contacts in the US.
• Willingness to travel for client meetings, trade shows, or conferences (as needed).

Position Responsibilities

Business Development

• Identify and prospect potential clients in the US healthcare sector.
• Generate qualified leads through cold calling, networking, referrals, events, and digital channels.
• Pitch RCM and billing solutions tailored to client needs (end-to-end, coding, charge entry, AR follow-up, denial management, etc.).

Sales Strategy & Execution

• Own and manage the full sales cycle – from lead generation to contract closure.
• Develop and present proposals, pricing models, and ROI justifications.
• Collaborate with internal teams (RCM ops, legal, finance, onboarding) to deliver winning bids and proposals.

Relationship Management

• Build and maintain long-term relationships with C-level stakeholders and decision-makers.
• Serve as the point of contact for pre-sales and initial onboarding queries.
• Track market trends and competitor activities to position services effectively).

Reporting & Performance

• Achieve monthly/quarterly/annual sales targets and KPIs.
• Maintain accurate pipeline updates using CRM tools (e.g., Salesforce, HubSpot).
• Provide regular sales forecasts, win-loss analysis, and performance dashboards.