PURPOSE: Retain and grow a book of business  by developing strategies , identify opportunities for growth and executing plans to identify and close business opportunities within the designated health plan customer

segment.

KEY RESPONSIBILITIES

  • Lead the business plan development for each account
  • Own the account and retention of the business
  • Maintains the key relationships at senior leadership levels, such as Chief Medical Officer and Contracting Director
  • Leads the RFP and contracting processes, engaging appropriate partners as needed.
  • Negotiates contracts and prices, driving profitable revenue growth; owns Authorization Matrix process.
  • Identify and develop strategic initiatives/opportunities to drive profitable volume, revenue and OM by customer segment and client
  • Secure favorable reimbursement and coverage polices for new technologies and Anchor tests.
  • Work with national Directors on contracts in their area.
  • Provide direction to Account Manager to ensure collaboration and alignment on priority service issues.

ACCOUNTABILITIES/METRICS
Revenue growth
Proposal win-rate
Client retention
Requisition volume growth
Price/requisition improvement
Segment requisition capture rate
Customer lives capture rate
Strength and quality of key relationships
Quality of  insights on competitor intelligence, market trends and gaps in care

SKILLS
Executive selling
Relationship development
Product Marketing
Contracting
Negotiating
Payor/industry expertise

COMPETENCIES
Financial/business acumen
Strategic Agility
Drive for Results
Presentation Skills
Comfort around higher  management
Interpersonal Savvy
Customer Focus


BS Required (MBA preferred)
5 years+ healthcare/payor experience including contracting, negotiating, pricing and relationship management
C-suite sales experience

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