SVP, Sales

Overview: 
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.

Your Impact: 

• 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 buyersDrive 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

What You Bring: 

• 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

HealthEdge commits to building an environment and culture that supports the diverse representation of our teams. We aspire to have an inclusive workplace. We aspire to be a place where all employees have the opportunity to belong, make an impact and deliver excellent software and services to our customers.

Geographic Responsibility: While HealthEdge is located in Boston, MA you may live anywhere in the US
Type of Employment: Full-time, permanent

Work Environment: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job:

• The employee is occasionally required to move around the office. Specific vision abilities required by this job include close vision, color vision, peripheral vision, depth perception, and ability to adjust focus.
• Work across multiple time zones in a hybrid or remote work environment.
• Long periods of time sitting and/or standing in front of a computer using video technology.
• May require travel dependent on company needs.

The above statements are intended to describe the general nature and level of the job being performed by the individual(s) assigned to this position. They are not intended to be an exhaustive list of all duties, responsibilities, and skills required. HealthEdge reserves the right to modify, add, or remove duties and to assign other duties as necessary. In addition, reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this position in compliance with the Americans with Disabilities Act of 1990. Candidates may be required to go through a pre-employment criminal background check.

HealthEdge is an equal opportunity employer. We are committed to workforce diversity and actively encourage all qualified persons to seek employment with us, including, but not limited to, racial and ethnic minorities, women, veterans and persons with disabilities.

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**The annual US base salary range for this position is $233,000 to $254,000. This salary range may cover multiple career levels at HealthEdge. Final compensation will be determined during the interview process and is based on a combination of factors including, but not limited to, your skills, experience, qualifications and education.