Overview

This newly created role will be a critical member of the commercial team, reporting to the Chief Commercial Officer. The Head of Government Business, Health Plans will lead Company’s growth in the Medicare Advantage and Managed Medicaid markets. The sales executive will educate and consult the market on the benefits, opportunity and innovative partnership and risk sharing opportunities that Company can offer, while in turn sharing key market insight and knowledge within Company’s internal teams to improve brand, sales and product strategy and innovation to meet health plans’ needs. This candidate is a highly strategic sales executive who is able to prioritize the most relevant health plan partners for Company’s near and long term growth plans. The energy, drive and passion to join a company in the midst of tremendous growth, and understands what it takes to scale a business. Ambitious and hungry to sell. Confident self starter with a sense of urgency who has the ability to set direction and take action without hand holding and will hit the ground running. Resourceful and proactive rather than strictly reactive in approach and attitude towards identifying and working to achieve goals and solutions with limited resources.
RESPONSIBILITIES:

  • Lead National Sales and Business Development efforts and partnerships with Health Plan/Payer programs for Company’s Government business, in partnership with the Commercial Payer and Employer sales team.
  • Conduct negotiations for partnership programs ranging from joint ventures to vendor relationships and risk sharing partnerships.
  • Act as an advisor and consultant to clients, serving as a thought leader to build relationships. Establish, build and maintain strong relationships with all clients and stakeholders across functions and levels, from day to day procurement to C-suite.
  • Identify, partner and cultivate relationships with internal stakeholders across functions and levels; including product, account management and marketing teams. Communicate market insight to product, marketing and business development teams as strategically relevant and impactful.
  • Develop and fine tune the go to market strategy and product adjustments and innovation most relevant for client’s needs and Company’s capabilities and priorities in the payer channel in the near and short term.
  • Travel up to 50%, as business needs dictate

QUALIFICATIONS:

  • Minimum of 10 years of experience with a strong track record in Sales and Business Development functions.
  • Minimum of 5 years’ experience with the US health insurance market with specific expertise with payers.
  • Experience negotiating complex health insurance contracts and holds an understanding of key economic and political market dynamics.
  • Established expertise selling technology solutions and services in the payer and/or provider sponsored payer, in particular the regional Health Plans and Medicare Advantage space.
  • Deep understanding of data, risk adjustment modeling and relevant partnership contracts.
  • Understands related complexities involved in the sales/adoption cycle required in effectively selling technology solutions.
  • Fluent with the changing landscape of revenue and cost management related to Payer care management and provider networks.
  • Has in-depth knowledge of regulatory and legislative factors impacting payer decisions and a well established point of view on how to drive value and disruption in this space.
  • Deep understanding of the healthcare economics of value based care associated with care delivery and risk management.
  • Current network of C-Level and influencers in payer clients.
  • Experience successfully negotiating contractual agreements with health plans.
  • Experience and knowledge of SaaS based wellness/population health/social determinants/benefits solutions for payer/at-risk clients a value add/ideal.
  • Ability to be a thought leader and trusted advisor on the topic of wellness/human performance as relevant to clients.
  • Strong track record in Sales and Business Development functions.
  • Comfortable approaching sales pipeline and goals utilizing data and processes to prioritize plans and make tactical decisions to achieve revenue goals effectively in the short run while maintaining a grasp of the bigger picture and what is best for Company ‘s business and client base.
  • Has served as a point person internally to direct product strategy and RFP process for highly complex and consultative selling opportunities.

Tracking

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