Vice President, Regional Account Executive (Region 3)

Job Snapshot

Job ID: 52025

Location: King of Prussia, PA

Posted: 10/29/2017

Category: Sales, Executive

Experience: At least 10 year(s)

Education: See Requirements

Job Description

We are currently seeking multiple dynamic Vice President, Regional Account Executives to join our team in Region 3.   These positions can either by remote within the assigned market or located in one of the following locations: Boston, Miami/Coral Gables, IN, KY, WV, NC, TN, SC, VA. 

Mission

Deliver exceptional end-to-end client experience while meeting revenue, growth, and product development targets while serving as the strategic partner for Beacon clients.

Outcomes

  • Meet annual revenue targets for designated clients (can be one or multiple, depending on client size and complexity)
  • Ensure book of business meets profitability standards by leading all efforts on pricing and contracting; coordinate with operations teams to ensure profitable programmatic delivery
  • Retain 95% of clients (via renewals/re-procurements) by developing deep familiarity with all aspects of client contract including products, service levels, and client KPIs
  • Develop strong client relationships built on trust and collaboration and meet with key client personnel at least monthly, depending on the client
  • Leverage deep knowledge of client needs to proactively identify and execute cross-sell opportunities generating specific gross margin targets annually (amount to be determined based on account)
  • Collaborate with Regional CPO, Regional CMO, and client Ops Pods Leader to build and maintain a robust account plan per client capturing short- and longer-term priorities, updated yearly
  • Collaborate closely with your clients’ Ops Pod Leader and team members to ensure alignment between strategic and operational priorities
  • Coordinate with Product Development and Regional CMO to offer at least 1 clinical or operational product to each client annually
  • Provide input to the Corporate Product Development team on at least 3 opportunities yearly to create profitable and efficacious products that meet strategic needs of client prospects
  • Improve client satisfaction year over year by serving as a strong go-to-expert on the client account and helping triage and solution performance issues

Job Description
 
The Vice President, Regional Account Executive is responsible for ensuring an exceptional end-to-end client experience for designated clients. Customer satisfaction and retention are of top priority for the Account Executive, who will own cross-sell and contract renewal opportunities. The Account Executive is responsible for annual contracting activities with designated clients, to include ASO and risk pricing (with finance partners), and to ensure pricing and contract can be delivered at appropriate profitability standards by the operations teams. As the strategic partner to their dedicated clients, the Account Executive should develop deep knowledge of client needs in order to build and maintain robust account plans on a yearly planning cycle. Both internally and externally, the Account Executive will be recognized as the go-to-expert on client account, with the ability to interface with key internal and external personnel on all issues relating to the client.
 
The client Ops Pod Lead will be a critical partner for the Account Executive, who must maintain awareness of client operational issues and how they contribute to overall client satisfaction. Likewise, the Account Executive will need to engage with the Ops Pod Leader to ensure operational visibility into the account planning process. The Account Executive is not accountable for any aspect of operations delivery and yet is part of “one Beacon team” with the Ops Pod and all parties are expected to partner together to deliver client success.
 
In addition to executing against growth targets and serving as the strategic partner to designated clients, the Account Executive will be tasked with supporting regional and corporate growth and initiatives. The Account Executive will coordinate with the Regional CMO on clinical initiatives in the region, and provide the corporate product development team with insights “from the field” to create profitable and efficacious products that meet clients’ strategic needs.

General Competencies
 
Relationship-building and client management skills:  communicates openly and effectively, plans, and collaborates with external partners to drive success
 

Honesty/Integrity:  does not cut corners ethically; earns trust and maintains confidences; does what is right, not just what is politically expedient; speaks plainly and truthfully
 

Strategic thinking/visioning:  able to see and communicate the big picture in an inspiring way. Determines opportunities and threats through comprehensive analysis of current and future trends.
 

Proactivity:  acts without being told what to do; brings new ideas to the company
 

Aggressiveness:  moves quickly and takes a forceful stand without being overly abrasive
 

High standards:  expects personal performance and team performance to be nothing short of the best.
 

Persistence:  Demonstrates tenacity and willingness to go the distance to get something done.
 

Persuasion:  able to convince others to pursue a course of action
 

Calm under pressure:  maintains stable performance when under heavy pressure or stress
 
Position Requirements

Education : Bachelor’s degree required, with advanced degree preferred (specifically MBA) or 4 years experience in a client facing role in a healthcare environment

Licensure :  None required

Relevant Work Experience:    10 years experience working in a sales, strategy, or operations role within a business that is either directly contracting with health plans,  state/local government providing clinical or administrative services, or serving as a vendor to a state contractor for clinical or administrative services.

Knowledge, Skills & Abilities :

Relationship-building and client management skills: communicates openly and effectively, plans, and collaborates with external partners to drive success
Ability to handle multiple priorities and meet deadlines
Excellent problem solving and analytical skills

Beacon Health Options  is proud to be an Equal Opportunity and Affirmative Action Employer as well as a Drug Free and Tobacco Free Work Environment. EOE/AA/M/F/Veterans/Disabled

$REM

Job Requirements

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  • 5,000 employees nationally and in the U.K.,serving more than 48 million people.
  • My team at Beacon Health Options welcomed me immediately. Collaborating with so many talented individuals within the organization gives me a daily opportunity to see the great work we do in action. - Proposal Specialist, Norfolk, VA
  • Over 350 clients, including 225 employer clients, 45 Fortune 500 companies and partnerships with almost 100 health plans
  • What I like most about Beacon is that the people who work here are smart and dedicated to the company's mission. Beacon is at the forefront of changing mental healthcare delivery, so the work is exciting and meaningful. - Analyst, Boston, MA
  • Serving 8.5 million military personnel, federal civilians and their families.