Area Vice President - Payer

About the Role

As the Area Vice President PQS Payer Sales, you will report to the Regional Vice President of PQS and work closely with the Client Services, Information Services, and Project Management teams. You will work closely with top executives at leading healthcare payers across the U.S. to introduce and expand the adoption of PQS’ offerings. Additionally, you will have the opportunity to grow enterprise sales and work closely with dedicated inside sales, sales engineering, and marketing teams. Furthermore, you will partner cross-functionally across the company (e.g., provider solutions product lead, customer success leadership) to align on and execute against an enterprise sales strategy.

You will be responsible for leading and selling PQS engagement projects and quality-based performance programs with payer clients in the managed care sector and maintain positive relationships with key accounts to ensure that customer needs are being met.

The specific responsibilities for this role include, but are not limited to:

A Day in the Life

• Own and drive the top of the funnel growth in the region; meet with your Demand Generation and Inside sales teams to strategize and monitor new calls generated, effectiveness of outreach etc.
• Increase PQS’ visibility among organizations to create a market presence and need for PQS solutions through planning for conferences, webinars, marketing materials, etc.
• Own and drive the closing of large enterprise deals; coordinate with different stakeholders to define ROI, demo strategy, presentations, implementation plan, etc.

• Develop and implement customer business plans for targeted prospective clients by providing guidance on adoption of quality improvement processes enabled by EQUIPP. This will include meetings with a variety of executive-level personnel within health plan and PBM organizations
• Prepare and deliver corporate proposals and presentations to key customers and decision-makers.
• Influence organizational thinking on the evolving healthcare landscape through the utilization of the pharmacy provider channel.

• Manage the end-to-end sales process for all payer opportunities, including initial client communications, on-site presentations, RFI responses, multi-day client workshops, RFP submissions, negotiations, and deal signing.
• Complete core field sales team responsibilities, including sales forecasting, pipeline management, and assessment of the overall health of the business utilizing provided CRM tools and resources. 
• Work closely with inside sales, sales engineering, and provider solutions product teams to refine sales pitches, sales collateral, and demos while building Innovaccer and provider expertise

• Work cross functionally to help build and position EQUIPP related products and services.
• Work with internal PQS teams regarding client specific EQUIPP updates, support and implementation.
• Partner with internal PQS teams regarding client engagement and appropriate communication to EQUIPP end users related to payer programs, updates and support, up to and including podcasts, webinars, and payer program specific contracting calls. 
• Partner closely with Payer Relations Sr. Account Executive(s) on account management post implementation. 

What You Need

• Bachelor’s degree required; Advanced degree preferred
• Minimum 8+ years of healthcare payer sales experience; technology sales preferred
• Experience and deep understanding of payer organizations and their needs
• Understanding of quality measurement systems (e.g., Medicare Stars, HEDIS).
• Established contacts and networks within leading US healthcare payers is required; additional experience in Community Pharmacy is preferred. 
• Capability to observe high levels of business protocol; maintain confidentiality, motivate, collaborate, multitask and prioritize projects and activities.
• Demonstrated ability and tenacity to hit sales targets
• Ability to prospect potential clients through research, networking, and cold-calling
• Ability to develop and persuasively lead complex business presentations
• Exceptional communication, presentation and writing skills.
• Willingness to travel, cold call, whatever it takes to move the needle.

Key Skills

• Healthcare technology sales experience, ability to manage and nurture leads in long sales cycles
• Payer sales expertise, understanding of current trends, and ability to identify unique trend and market positioning of industry leading solutions
• Existing payer contacts and an established network help to hit the ground running.
• Ability to tactically and strategically plan activities that increase the possibility of deal closure
• Seasoned client experience, the ability to foster deeper relationships, and the ability to build champions at buyer organizations.
• Ability to manage complex deals and coordinate between multiple stakeholders; ability to project manage and get work done
• Ability to guide and drive top of the funnel growth; ability to guide and mentor inside sales and demand generation executives.
• Ability to create new business models and use-cases as an extension of the current PQS offerings
• Ability and prior experience in creating and managing large opportunities with the top 5 payers in US and driving huge revenue opportunities
• Agile thinker and problem-solver; experienced in late-stage startup environments
• Ambitious, Hustler, Driven, Hardworking, Transparent, Empathetic and Pro-active, these are a few key traits that define the Innovaccer Culture, if this is you too, we’d be a perfect fit.

We offer competitive benefits to set you up for success in and outside of work.

Here’s What We Offer

• Generous PTO Benefits: Enjoy PTO benefit accrual of 22 days per year.
• Parental Leave: Experience one of the industry's best parental leave policies to spend time with your new addition.
• Rewards & Recognition: Unlock your potential and be rewarded generously with both monetary incentives and widespread recognition for your dedication and outstanding performance. Unlock your potential and be rewarded generously with both monetary incentives and widespread recognition for your dedication and outstanding performance.
• Insurance Benefits: We offer medical, dental, and vision benefits along with 100% company-sponsored short and long-term disability and basic life insurance. Legal aid and pet insurance options are available at a discounted rate.

Innovaccer is an equal-opportunity employer. We celebrate diversity, and we are committed to fostering an inclusive and diverse workplace where all employees, regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, marital status, or veteran status, feel valued and empowered.

Disclaimer: Innovaccer does not charge fees or require payment from individuals or agencies for securing employment with us. We do not guarantee job spots or engage in any financial transactions related to employment. If you encounter any posts or requests asking for payment or personal information, we strongly advise you to report them immediately to our HR department at [email protected]. Additionally, please exercise caution and verify the authenticity of any requests before disclosing personal and confidential information, including bank account details.