About the position:

Stellar is looking for a Senior Manager, Inside Sales who has a track record of leading and managing a growing team of Senior Business Development Representatives (Senior BDRs) that will be focused on growing our national network of primary care providers. The person will report to our Director of Provider Network & Strategy and will help develop the infrastructure, process and team that is responsible for the full sales cycle in contracting, from the first touchpoint in the sales process to the contract execution with providers (primary care practices). In doing so, you will support the growth and transformation of the healthcare industry by supporting primary care evolution from FFS workflows to FFV workflows. This role is responsible for the Inside Sales function across the country. 

What you will do:

• Responsible for all KPIs and metrics on weekly/monthly/annual basis to exceed quota targets for signed primary care practices
• Design and implement new sales processes that optimize the Senior BDR resources across multiple channels, including cold calling, email, LinkedIn and marketing
• Develop, test and implement top performing call scripts that are appropriate to provider archetype
• Design, configure and implement performance management dashboards for aggregate function KPIs, individual Senior BDR KPIs and Customer level tracking
• Manage a team of 8-10 top-performing Senior BDRs that are responsible for the full-sales cycle (prospecting to contract signature) into Primary Care Practices of 1-10 providers in size
• Hold team accountable for for all quota and activity level targets
• Direct the team of Senior BDRs to execute on the designed sales process and associated documentation requirements in the CRM to support accurate reporting
• Continuously pursue best practices and optimization of process across the Senior BDR team
• Train and develop Senior BDRs on sales process, scripts and overall performance effectiveness
• Support/collaborate in defining the optimal design of a Business Development Representative level and “hand-off” process between this team and the next appropriate stakeholder in our sales process, which may be our Network Engagement team or our provider operations team for on-boarding (i.e. appointment setting)
• Provide leadership, coaching and career development to direct reports
• Design and collaborate internally on quarterly inside sales quotas based on business needs
• Collaborate with Sales leadership on prospect targeting prioritization, both at a Customer level and across providers
• Lead communication with Customer team Account Executives on the progress and status of Primary Care contracting
• Collaborate and support Finance in the financial impact of signed provider contracts

As the Senior Manager, Inside Sales, you should be/have:

• 7-10 years of sales experience, preferably in healthtech
• Experience exceeding weekly/monthly/annual quota targets 
• Experience recruiting and hiring top performing BDRs
• Track record of being a successful leader of large BDR teams
• Experience managing a sales team that is responsible for closing new business
• Experience evolving the Inside Sales organizational structure and roles/responsibilities in a high growth environment to scale the function to meet growing market demands
• Analytical mindset to drive decision making
• Critical thinker: when faced with obstacles, you are focused on solutions and success
• Self-starter who has the desire to learn, grow, and excel in their role
• Excellent communication skills and persistent follow-through on commitments to our customers.
• Thrive at collaborative and demanding environments

Pay:

At Stellar, we believe in transparency and we do our best to make sure the company and our candidates are on the same page as it relates to compensation. In addition to posting salary ranges for our open roles, candidates should expect to be asked about compensation expectations and requirements early on in their interview process. Our goal is to highlight when expectations and Stellar’s salary range may be out of sync, and work with the candidate to determine whether it makes sense to continue conversations. 

The salary range for this role is $150,000 - $170,000 and will be eligible for a quarterly commission based upon attainment of personal quota, an annual bonus based upon function-wide attainment of quota, and equity grant. 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.