OverviewOverview: The Senior Vice President of Sales will be a seasoned Sales Executive with experience in building and managing high functioning sales operations and field teams. The SVP will assume the strategic leadership role in the overall management of the Clinical Operations, Risk Adjustment and Quality sales portion of the HealthEdge business partnering closely with internal subject matter experts and operational leaders to bring differentiated, outcome-oriented solutions to health plan clients. Objectives include maintaining stellar relationships with clients, generating new business, reporting on the financial health of the Sales organization, forecasting revenue, increasing staff productivity, and building for scale.
Your Impact:
- Oversee the enterprise sales cycle, pipeline and progress for the Clinical Operations, Risk Adjustment and Quality Divisions
- Lead go-to-market strategy and sales execution for Clinical Operations solutions, including Utilization Management, Care Management, and Appeals & Grievances, articulating value to health plan operational and clinical buyersDrive pipeline development and revenue growth for Risk Adjustment offerings (both retrospective and prospective SaaS/BPaaS models) across Medicare Advantage, ACA, and Managed Medicaid markets
- Take the lead role in managing the assigned account territoryto planandexecute sales strategy toacquireand grow relationships necessary to achieve annual quotaBased on the organization27s objectives, lead the team through process definition and creation
- Help determine and set revenue goals on an annual basis for the team based the Objectives and Key Results of the organization
- Manage the sales team and assign HealthEdge resources around a specific sales objective as needed
- Manage the RFI/RFP process for all RFIs/RFPs in the assigned territory
- Interact with the Clinical Operations, Risk Adjustment and Quality teams to understand key initiatives and their impact
- Present Board level report status and activity for all sales pursuits
- Experience negotiating complex BPaaS and SaaS contracts in conjunction with Legal and Operations teams
- Recruit, hire, and manage sales team and ensures the division27s organizational structure is appropriate to support current and future operations
- Monitor CMS regulatory developments, ODAG/HPMS reporting requirements, and risk adjustment coding trends to identify emerging market opportunities and inform sales positioning
What You Bring:
- A minimum of 10 years of sales experiencewith demonstrated knowledge of Medicare Advantage, ACA, and/or Managed Medicaid Risk Adjustment strategies, including retrospective and prospective coding programs
- Familiarity with health plan Clinical Operations functions including Utilization Management, Case Management, and Appeals & Grievances
- Experience selling or positioning quality improvement solutions tied to CMS requirements including STAR ratings and HEDIS.
- Ability to collaborate effectively with clinical subject matter experts, Medical Directors, and quality improvement leaders to structure and present comprehensive solution proposals
- Understanding of BPaaS and SaaS delivery models as applied to clinical operations and risk adjustment outsourcing, with experience addressing health plan build Vs buy considerations
- 10+ years of experience selling to healthcare payors
- Demonstrated people management and team building experience
- Demonstrated experience closing large payer transactions
- Proven track record of meeting and exceeding sales quotas
- Strong interpersonal, communication and presentation skills
- Solid proposal writing skills and experience
- Demonstrated leadership skills
- Experience selling deals > $5M in annual recurring revenue
- The ability to travel 25-50% or more
Geographic Responsibility: While HealthEdge is located in Boston, MA you may live anywhere in the USType of Employment: Full-time, permanent
Work Environment: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job:
- The employee is occasionally required to move around the office. Specific vision abilities required by this job include close vision, color vision, peripheral vision, depth perception, and ability to adjust focus.
- Work across multiple time zones in a hybrid or remote work environment.
- Long periods of time sitting and/or standing in front of a computer using video technology.
- May require travel dependent on company needs.
