National Account Executive - HIA
Job Details
Corporate Headquarters - Plymouth Meeting, PA
Full Time
4 Year Degree
Up to 25%

Position Summary

The National Account Executive owns and oversees the revenue targets, sales activities, customer relationships and retention strategy for assigned accounts in ECRI’s Healthcare Insights & Analytics team.  The National Account Executive will be responsible for bringing new business with third-party Payers, Health Plans and Medicare Administrative Contractors. The National Account Executive is a partner with ECRI clients, is the lead collaborator with ECRI Sales Teams, Business Lines, and support groups and is a resource for strategy decisions on the portfolio of ECRI offerings.  The National Account Executive must be able to network, maintain and expand multi-level relationships within the Payer sector. The National Account Executive is an expert in the area of ECRI capabilities and products, has a strong understanding of the targeted Payer vertical, and demonstrates the sales leadership to proactively manage the selling process and grow new business.

Principal Responsibilities:

  • Achieves assigned individual and team revenue targets.
  • Develops a strategic business plan and meets planned objectives in the Payer sector.
  • Identifies new leads and maintains a pipeline of opportunities to exceed annual targets.
  • Manages the sales process - driving opportunities, building the pipeline, and achieving customer loyalty.
  • Hunts for new business opportunities while maintaining and growing assigned customer base.
  • Consults with Payer customers to fully understand their strategy, needs and pain-points.
  • Negotiates sound agreements to full execution.  Coordinates contract negotiation with Legal.
  • Seeks up-selling/cross-selling opportunities within existing customers.
  • Becomes a valued Subject Matter Expect of ECRI's portfolio of products and services.
  • Collaborates with customers bringing industry expertise and tailored solutions.
  • Develops annual territory reviews and customer business plans.
  • Coordinates client implementation, training.  Monitors client utilization.
  • Resolves client inquiries quickly through appropriate internal triage of the issue. 
  • Attends conferences and other industry events.
  • Provides feedback to Business Lines, Sales Leadership and ECRI Management.
  • BS/BA required, with at least five (5) years of consultative B2B sales experience.
  • Experience selling to Payers, Health Plans or Medicare Administrative Contractors is required. 
  • Documented record of sales achievement.
  • Experience selling and closing large proposals with capability of developing strong ROI scenarios for customers. 
  • Rolodex of contacts/relationships with Health Plans or Medicare Administrative Contractors.
  • Superior presentation and writing skills, acts with a sense of urgency, ability to work both independently and within a team environment. 
  • Strong consultative selling focus, with a track record of developing opportunites, advancing them through the selling cycle and closing business. 
  • Organized with the ability to manage & track multiple priorities.
  • Entrapreneurial spirit with a creative, solutions-focused mindset
  • Experience creating new products and/or penetrating new markets considered a big plus.
  • Excellent analytical & problem solving skills.
  • Experience utilizing CRM as a proactive business tool.
  • Capable of assuming additional responsibility and/or roles as organization expands.
  • Adaptable to work and thrive in a small / flexible environment.
  • Fast learner able to connect concepts easily.
  • Desire to WIN.  

Computer Skills: Proficient in Microsoft Outlook, Excel, Word, and PowerPoint applications.


N (Not Applicable)

Activity is not applicable to this position.

O (Occasionally)

Position requires this activity up to 33% of the time (0 - 2.5+ hrs/day)

F (Frequently)

Position requires this activity from 33% - 66% of the time (2.5 - 5.5+ hrs/day)

C (Constantly)

Position requires this activity more than 66% of the time (5.5+ hrs/day)

Physical Demands


O                                           Lift/Carry


F                                             10 lbs or less        O


C                                            11-20 lbs              N

Manually Manipulate

C                                            21-50 lbs              N


O                                            51-100 lbs            N

Reach Outward

O                                            Over 100 lbs         N

Reach Above Shoulder



C                                             Push/Pull


N                                             12 lbs or less        N                                   


N                                             13-25 lbs             N

Squat or Kneel

N                                             26-40 lbs             N


N                                             41-100 lbs           N

Other Physical Requirements

  • Vision (Near)


       Remote Home Office


Equal Opportunity Employer-Disability and Veteran