VP, Payer Sales - Medical Network - Remote

UnitedHealth Group•Plymouth, MN

9h•$130,000 - $240,000•Remote

About The Position

Optum Insight is improving the flow of health data and information to create a more connected system. We remove friction and drive alignment between care providers and payers, and ultimately consumers. Our deep expertise in the industry and innovative technology empower us to help organizations reduce costs while improving risk management, quality and revenue growth. Ready to help us deliver results that improve lives? Join us to start Caring. Connecting. Growing together. The VP, Payer Sales (Medical Network) is responsible for leading a team of field sales executives whose focus is to maximize the value realization and other financial objectives for a specific set of Optum products/solutions with a target audience specific to Medical Network payers. The VP leads a team with an annual new sales bookings target of over $75 million. The VP is responsible for developing and maintaining a team that ensures collaboration and coordination with Business Units, other Sales teams, Product, and Account Management to execute on the sales strategy. The VP will be responsible for the creation and execution of a successful go to market plan. The VP will leverage the team to provide a collective “voice of the customer” to the aligned Business Unit in support of but not limited to areas such as market trends, competitive intelligence, how effectively the client is utilizing the solutions, assessing training and re-training needs, and identifying add-on/up-sell opportunities to enhance the solution. The team will support the product and service owners regarding new product solutions and features that tie to multiple client needs or pain points, capacity planning and overall client satisfaction. The VP will need to uncover and act on the competitive environment in their accounts as well as compile, analyze and provide insights on competitors. You’ll enjoy the flexibility to work remotely from anywhere within the U.S. as you take on some tough challenges.

Requirements

10+ years sales experience with 7+ years of progressive experience managing others and track record of quota achievement
General knowledge of Microsoft Office, Salesforce or other CRMs and healthcare information systems
Understanding complex sales cycles at a strategic level with the capability to provide clear, balanced advice/counsel on a broad range of strategic and complex management, product and go to market issues
Medical Network Payer Market expertise with solid knowledge of sales methodology, territory planning, process optimization and data analysis
Ability to demonstrate thought leadership in healthcare across multiple channels and become a trusted advisor to business decision makers
Proven ability to develop and deploy strategies that drive customer partnership, revenue growth and retention
Proven customer centric with the ability to adjust plans and actions to meet changing market and/or customer needs and ability to put creative deals together to drive business growth
Demonstrated ability to lead teams to exceed goals with results-oriented style, high degree of analytical ability and proven problem-solving skills including ability to manage a team, recruit and retain top talent, build consensus, and rally members to achieve results
Highly organized and proficient at executing when experiencing multiple competing priorities
Proven solid interpersonal and communication skills with an open, honest, and direct communication style and ability to build relationships across an organization to accomplish goals
Willingness to engage in both tactical hands-on work and strategic work as needed to manage and complete priorities
Willingness and ability to travel up to 50%25 of time
Driver’s License and access to reliable transportation

Nice To Haves

Leadership/management experience with experience guiding and developing others through periods of change

Responsibilities

Team Leadership 50%25
Selling 25%25
Collaboration with Key Stakeholders 25%25
Propose strategies, and influence the organization to embrace strategies, to grow net new logos and add-on services within segment and target key growth areas that increase market share
Foster teamwork and a positive work environment for a geographically distributed team, reinforcing a culture of transformation, growth, innovation and client-centricity while providing excellent leadership to engage, develop and retain key talent and attract top new talent
Ensure strategic collaboration and coordination with Business Units, Sales Teams, Account Management, and all internal partners to guarantee the best overall client experience
Oversee regular joint strategic account planning and business reviews (roadmaps, innovation, etc.) and tactical activities (governance, performance objectives, critical milestones) in conjunction with growth team counterparts to ensure client needs and expectations are met
Proactively and continually assess, clarify, and validate short term needs and long-term client objectives
Understand how the client differentiates itself in markets and how the Optum Medical Network portfolio can support/optimize administrative efficiency and cost savings
Act as the client’s advocate within Optum to ensure the client receives the appropriate amount of attention and added value
Cultivate deep relationships with senior leaders, positioning Optum as a visionary partner and trusted advisor to drive sustainable, long-term partnership
Provide an ongoing, accurate pipeline and forecast reports to sales leadership and operations team
Attend industry conferences, networking events, and other approaches to build and foster meaningful relationships with prospects and clients
Lead, develop and maintain a team of sales executives who collaborate and coordinate with the Business Units, other Sales teams and Account Management and attain or exceed all assigned quotas for new sales bookings
Drive accountability through robust sales metrics and performance management practices
Foster sales leadership competency and work to improve bench strength within the sales organization, including building pipeline, establishing development plans and mentoring individuals on the team to maximize their growth and potential