SVP, Sales

HealthEdge•Remote,

6d•$233,000 - $254,000•Remote

About The Position

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. About Commercial Excellence: The HealthEdge Commercial Excellence function includes Sales, Customer Success, and Marketing. These three organizations, combined as the Commercial Excellence function, are responsible for meeting the business’s annual and long-term financial objectives, ensuring ongoing customer satisfaction, and increasing HealthEdge brand awareness and market visibility.

Requirements

A minimum of 10 years of sales experience with 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

Responsibilities

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 buyers
Drive 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 territory to plan and execute sales strategy to acquire and grow relationships necessary to achieve annual quota
Based on the organization’s 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 division’s 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