VP, Health Plan Partnerships

The Vice President, Health Plan Partnerships will report directly to the GM of Health Plans and Partnerships and is a key member of the Health Plan & Partnerships Leadership team.  

Location: Remote | USA | Travel Required ~25%

Responsibilities:

• Strategy Setting: in partnership with both Health Plan Leadership, Growth and Solutions Architect team, you’ll define our overarching Health Plan Growth and Account Management Strategy for specific health plan partners.
• Driving ASO Growth: you will be responsible for driving growth of our ASO business through:
  • Establishing strong relationships with national and local leadership and account execs and connecting our sales teams into the relevant teams to support top of funnel development and sales processes.
  • Educating health plan teams on our value proposition and differentiation in the market and engaging with their strategic account planning to establish how we can support.
  • Identifying specific opportunities where we can support expansion through new logo acquisition. 

• Managing Existing Business: you will be responsible for managing our overlapping Book of Business with select health plan partners in the aggregate, reporting out on the impact we’re delivering to clients as well as identifying ways in which we can improve relationships with the account teams, reporting on impact and member experience.
• New Revenue Opportunities: you will partner closely with our Health Plan Growth team to support new expansion sales across product lines.  
• Product Solution / Integration Strategy & Plan: you will be responsible for overseeing the implementation of our integration with select plan partners, while also identifying ways in which we can improve our integrations over time.
• Reporting & Escalation Processes: you will establish reporting for our Book of Business as well as escalation paths for sales and client success to ensure rapid resolutions. Reporting to include: Lantern Results & Health Plan Satisfaction. 
• Cross-Functional Partnership with Sales & Client Success: you will be responsible for translating working closely with our teams to ensure a systematic and standardized approach to sales and client success for our plan partnership. Specifically, for: 
  • Sales: how we partner with each plan through the sales process.  
  • Client Success: how we work with health plan account teams, issue resolution, impact reporting and communications.  
• Defining & Training GTM Teams: you will be responsible for working closely with the enablement teams to convey the rules of the road in terms of interactions and approaches for specific plan partners.
• Sales & Proposal Support: you will be the content expert for both sales and proposal development and refinement in the initial sales approach for all things with specific plans. You will also help the client success team with expansion sales as relevant.
• Team Management & Leadership: you will initially be a team of one working cross-functionally to leverage health plan team, broader commercial and organizational resources. We expect to add resources to support the team as we grow the business.

Requirements:

• Health Plan Partnership Development: 10+ years' experience selling solutions into and through health plans in a reseller capacity.
• Consultative Sales: experience either as a consultant or leveraging a consultative sales approach.
• Expansion Sales & New Business Opportunities: Ability to identify and drive new revenue opportunities across product lines.
• Account Management: Experience in managing a book of business owning client impact, reporting, and improving client relationships.
• Cross-Functional Partnership: proven experience collaborating with sales and client success teams.
• Strategy Setting: Proven track record of collaborating with leadership teams to define and execute growth strategies.
• Exceptional Communication: Ability to convey complex information clearly and effectively.

 Strong Candidates will:

• Move Fast: Acting with urgency to respond to client and business needs
• Be Comfortable in a Fast-Paced Environment: that can be challenging but highly rewarding
• Be Good with Numbers: both in how they articulate value propositions but also in how they measure and report success. This includes defining and completing your own analyses when needed
• Be Strategic Thinkers/Problem Solvers: both in how they work cross functionally, and also in how they build their function and supporting systems/processes
• Be Customer Focused: always looking to understand, advocate for and improve how we engage with our prospects
• Have High Energy and a Positive Outlook: infusing their engagement with prospects and internal teams with positive energy to help achieve our joint goals

 Benefits