VP, Payer Sales - Healthy Benefits Plus - Remote

UnitedHealth Group•Eden Prairie, MN

3h•$130,000 - $240,000•Remote

About The Position

The VP, Payer Sales (Healthy Benefits Plus - HB+) 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 Financial products/solutions with a target audience specific to payers who distribute supplemental benefits, rewards, and other directed spend benefits and rewards within the Medicare Advantage, Medicaid, and Commercial markets. The VP leads a team with an annual new sales bookings target of over $57 million. The VP is responsible for developing and maintaining a team that ensures collaboration and coordination with Business Units, other Sales teams, Product, Marketing, and Account Management to execute on the sales strategy. This VP will be responsible for the new business sales and execution of strategies and/or tactics in the following areas: Territory Planning, Pre-RFP Prospecting and Relationship Development, Proposal Development, Pricing Development, Presentation Development and Delivery. The VP will leverage the team to provide a collective “voice of the customer and market” 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. For all hires in the Minneapolis or Washington, D.C. area, you will be required to work in the office a minimum of four days per week.

Requirements

10 years sales experience with 7+ years of progressive experience managing others and track record of quota achievement
Leadership/management experience with experience guiding and developing others through periods of change preferred
Experience with supplemental benefits, rewards, and directed spend benefits within the Medicare Advantage, Medicaid, and Commercial Payer market with strong knowledge of sales methodology, territory planning, process optimization and data analysis
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
Proven 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
Proven 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
Proven 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% of time
All employees working remotely will be required to adhere to UnitedHealth Group’s Telecommuter Policy
Candidates are required to pass a drug test before beginning employment.

Responsibilities

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
Collaborate with marketing and sales operations departments on sales campaigns, plan outreach, meeting preparation and other means of communication and with sales operations to develop and maintain effective sales prospecting, database information integrity, event strategy, and sales pipeline accuracy and KPI reporting cadence
Ensure strategic collaboration and coordination with Business Units, Sales Teams, Account Management, and all internal partners to guarantee the best overall client experience
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
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 directed spend product 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
Conduct a thorough, qualitative review of RFPs with a focus accountability for health plan bid deliverables inclusive of response to prospects key questions, RFP bid executive summary, finalist and capabilities presentations and the timeliness and accuracy of the overall response
Attend industry conferences, networking events, and other approaches to build and foster meaningful relationships with prospects and clients
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
Partner with, and actively engage Optum Financial’s legal counsel and cross-functional stakeholders on contracting needs of client prospects