Vice President, Payor Sales

The Vice President, Payor Sales is responsible for driving growth for the organization by expanding upon existing payor partnerships and establishing new payor partnerships to grow our presence in the geographies we serve today and launch new geographies.

Location:  Remote

Schedule: Full time (40 hrs)

Target Pay Range: $160,000 200,000 + Bonus Eligible - Compensation to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, and alignment with market data. 

Benefits: 

• Discretionary PTO + 8.5 days of additional sick time + 10 paid holidays
• Paid parental leave
• 100% Employer Paid Medical, Dental, and Vision Insurance
• Employer Paid STD & LTD
• 401k
• $50 monthly Remote Work Stipend

You can expect to:

• Curate a robust pipeline and launch new customer opportunities.
• Develop and foster relationships with leadership at all levels of client/prospect organizations, and leverage relationships with key internal leaders as appropriate.
• Own and iterate full-cycle consultative sales discussions, including but not limited to running discovery calls, overview presentations, demonstrations of the company’s risk-based offerings, pricing and proposal analysis and reviews, from negotiation to close.
• Lead internal and external teams through a solution sale that meets clients business needs while maintaining the company’s product integrity and framework intact, including financial goals, clinical model, and ability to execute.
• Develop and refine materials to support the sales process, including sales presentations, proposals, marketing materials, and contracts. 
• Negotiate pricing and contract terms; collaborate with internal leaders to conduct analysis and diligence as necessary to ensure favorable partnership structures.
• Collaborate with marketing teams to develop strategies and materials to support the sales process.
• Cross-functional management of internal stakeholders whose involvement is required in the sales process.
• Develop and implement lead generation strategy to drive top of the funnel opportunities to maintain a robust pipeline of relevant deals.
• Build business cases for leaders at health plan organizations that support how our solutions generate a positive value /impact for their organization.
• Represent the company at industry conferences and relevant events, establishing our presence as a leader in the market.   
• Regular and predictable attendance is required. 
• All other duties as assigned.

Qualities we're looking for:

• Bachelor’s Degree or equivalent years of experience.
• 7-10 years of healthcare sales / business development experience (early stage company experience a plus), with a proven record of closing complex and innovative deals with health plans.
• Must be able to travel domestically up to 4-5 days per month. 
• Excellent written and oral communication skills, organizational skills, and time management skills.
• Strong attention to detail.
• Experience with CRM systems.
• Strong interpersonal communication skills with exceptional active listening and consultative selling abilities.
• Highly empathetic, non-judgmental, and open-minded.
• Experience in a collaborative team environment.
• Mission driven and motivated to join an organization that will transform the way we deliver accessible, evidence-based, and clinically excellent care in the substance use disorder space.
• Able to work across teams and functions, self-starter who quickly identifies what needs to be done and takes ownership.
• Demonstrated success in selling, developing, and managing enterprise partnerships with regional and/or national payors, including experience selling to other value-based care organizations.
• Experience in Bundled Payment / Value Based Contracting with payors, especially medicaid MCOs.
• Knowledge of best practices and existing relationships at the large payors.
• Able to synthesize claims data in partnership with relevant stakeholders and understanding of opportunities and value levers for savings.
• Highly organized and process-oriented, with a proven track record of completed risk-based product solution sales and leading complex projects.
• Deep knowledge of the US healthcare system, particularly experience with behavioral health, as well as a comprehensive understanding of the segments and workings of the payor industry.
• Exceptional leadership skills with the ability to inspire and guide a team to achieve outstanding results.
• Consistent access to a private work environment with high speed internet and professionally appropriate surroundings for frequent video conferencing and a workstation setup conducive to remote work needs.

This is a full-time (40hrs per week) remote position. 

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