About this role
Position Overview
This role is a key part of the company’s revenue growth engine, initiating outbound outreach, managing existing accounts, and engaging organizations to explore Opus’ nurse case management and Texas Option programs. This person will identify, qualify, and set meetings with decision makers across health plans, employers, TPAs, and provider networks, while also building and maintaining relationships with existing clients.
Key Responsibilities:
Outbound Prospecting & Lead Generation
Execute daily outbound sales activity via email, phone, LinkedIn, and other channels to engage prospective clients.
Follow structured outreach cadences and tailor messaging to prospects.
Schedule qualified discovery calls and meetings for Directors and the Texas National Sales Executive.
Assist in outreach pre/post-conference to help set up appointments and ensure timely follow up to support campaign initiatives.
Account Management
Engage existing clients via email and phone to share educational and service content as it pertains to their medical management program with Opus Medical.
Provide an additional point of contact and build relationships with existing clients.
Lead Qualifying & CRM Management
Qualify inbound and outbound leads using appropriate discovery techniques.
Accurately capture and maintain all prospect interactions in CRM.
Ensure an up-to-date pipeline and consistent activity reporting.
Sales & Product Knowledge
Understand and communicate the company's nurse case management solutions, Texas option program, differentiators, and clinical impact.
Stay current on industry trends, prospect pain points, and relevant value-based care language.
Respond to basic prospect questions and objections with professionalism and confidence.
Collaboration & Feedback
Partner with the Marketing Department to provide feedback on campaign performance, lead quality, and content relevance.
Work closely with Sales Leadership to prioritize high-value targets and improve outreach strategies.
Participate in regular coaching, role-playing, and skill-building sessions.
Performance Expectations
Consistently meet or exceed weekly activity targets (calls, emails, connections).
Maintain a standard in the CRM ensuring data is accurate and organized.
Maintain high standards by delivering excellent service through diligent follow up.
Demonstrate continuous improvement in talk tracks, conversion rates, and product knowledge.
Required Skills and Qualifications
Excellent verbal and written communication skills.
Strong organizational skills and attention to detail.
Skilled in high-volume outbound reach.
Strong relationship-building skills, with the ability to manage both new prospects and long-term client accounts.
Coachable, self-motivated, and able to work independently.
Preferred Experience and Credentials
Bachelor’s degree preferred, or equivalent work experience.
1–3 years of inside sales, SDR, or lead generation experience; healthcare sales experience is a plus.
Prior experience using CRM and sales engagement platforms (e.g., Pipedrive, Salesforce, HubSpot, Outreach).
Knowledge of Texas option is a plus.
Performance Metrics
Performance will be measured based on the following KPIs:
Consistently meet or exceed weekly targets (calls, emails, networking).
Consistently maintain a clean CRM and diligent follow up.
Consistently refining talk tracks, conversion rates and expanding product knowledge.
Work Environment & Location
Remote with occasional travel as required for team meetings or industry events.
Reports to: Director of Inside Sales.
Compensation & Benefits
Competitive base salary + performance-based bonus.
Comprehensive benefits package (healthcare, 401k, PTO, etc.)
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