Overview

Leads VNSNY's sales efforts to deliver effective care management and management services solutions to health plan customers and large provider-group customers. The role will have responsibility across the B2B sales cycle, delivering exceptional customer experience while driving high-value leads to completion from prospecting, to qualification, to value demonstration and opportunity closure. Will clearly connect VNSNY's intensive care management and health plan benefit management solutions to customers' clinical and business needs and own the process of securing large and complex deals across multiple decision makers and influencers. Works under general direction.

• Drives results against set sales targets through full ownership over sales pipeline and sales cycle with B2B customers for care management and management services solutions.


• Develops strategic solutions for customers that align with customers' strategic priorities and VNSNY's product capabilities.


• Builds and maintains deep product knowledge and literacy to construct compelling sales pitches and presentations; develops mastery of VNSNY's product and services, effectively presenting our value proposition to the full range of potential customers.


• Identifies and evaluates new opportunities including ROI development and presentation, sales cycle maintenance, tactical planning and value-based contracting (in partnership with Contracting team).


• Contacts new and existing customers to discuss needs; actively uses professional networking (including industry conferences) and social media platforms for lead generation and conversion into sale or pipeline.


• Secures and manages involvement in both sole-sourced and RFP-based sales opportunities.


• Negotiates key business terms and collaborates with Contracting and Legal teams to prepare and finalize agreements.


• Fosters and builds strong relationships with executive leadership at health plans, MCOs, ACOs, health systems, self-insured employers, and government agencies.


• Stays abreast of relevant market trends.


• Leads a cross-business, cross-functional team that is accountable for developing the B2B sales strategy, including Contracting, Business Development, Marketing, Operations, and Health Plan leadership.


• Establishes collaborative relationships across the VNSNY enterprise and with leaders, providing input and contribution to go-to-market strategies, including pricing, markets and feedback on product from clients.


• Performs all duties inherent in a managerial role. Approves staff training, hiring, promotions, terminations and salary actions, prepares and ensures adherence to the department budget.


• Participates in special projects and performs other duties as required.

Education: Bachelor's degree in Business, a related field, of the equivalent work experience required.

Experience: Minimum of eight years of relevant sales experience, including at least three years in a management role, required. Prior experience in health plan sector, or health plan product/services sector preferred. Demonstrated mastery of strategic selling skillset, including discovery, ROI development and presentation, sales cycle maintenance, tactical planning and closing required. Excellent leadership, project-planning and problem-solving skills required. Demonstrated strong financial/analytical/quantitative skills and verbal/written communication skills required.