Vice President, Strategy & Development (Region 1) in King of Prussia, PA at Beacon Health Options

Date Posted: 5/28/2018

Job Snapshot

Job Description

We are currently seeking a dynamic Vice President of Strategy & Business Development to join our team in the Northeast Region.

This position can either by remote within the assigned Northeast market or located in Boston. 

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

  • Deliver new business necessary to grow regional EBITDA 10%+ year-over-year
  • Partner with account teams to generate a growth pipeline that consistently delivers $10-20M per year in gross margin (depending on region)
  • Collaborate with Regional CPO, Regional CMO, and Government Affairs to develop a plan to identify and cultivate new clients.
  • Monitor critical metrics and meet regional sales target each year
  • Involve critical Beacon stakeholders (e.g. Account Executives, Ops Pods) in the contracting process to ensure 100% of new contracts are implemented on time and on-budget
  • Assist the regional team in achieving 95% client retention year-over-year
  • Coordinate with Product Development and Regional CMO to include at least 1 new clinical product in each proposal
  • Provide input to the Corporate Product Development team on at least 5 opportunities yearly to create profitable and efficacious products that meet strategic needs of client prospects

Job Description

The Vice President of Strategy & Business Development is responsible for executing against regional growth by driving new sales, supporting upsell of existing clients, and leading a successful cross-functional contracting process. Customer acquisition is the top priority for the Vice President of Strategy & Business Development, who must proactively identify opportunities for Beacon to penetrate new clients. The Sales Lead should develop and maintain a strong new business pipeline, collaborating with the RCPO, RCMO, and Government Affairs to manage both early and late stage opportunities. A strong VP of Regional Sales will develop the client relationships necessary to have a seat at the table to shape RFPs in alignment with Beacon’s capabilities. Owning the sales cycle from lead qualification through to contracting, the Sales Lead is on point to engage the regional implementations team, account executives, and Ops Pods early to “get it right upfront,” as well as to manage realistic client expectations during sales cycle and contracting process. Although the Sales Lead has no direct report, effective collaboration and strong external relationship building will be critical for success.

Outside of direct sales activities, the Regional Sales Lead will be accountable for supporting regional and corporate growth initiatives. The Sales Lead will need to develop and communicate a strong perspective on challenges and opportunities created by changes in regulation and prospective client needs. This person should coordinate with the Regional CMO on clinical initiatives in-region as they relate to new business, and will also need to provide the corporate product development team with insights “from the field” to create profitable and efficacious products that meet strategic needs of client prospects

General Competencies

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

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

Relationship-building and client management skills: communicates openly and effectively, plans, and collaborates with external partners to drive success Aggressiveness: moves quickly and takes a forceful stand without being overly abrasive

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

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.

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

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

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:   At least seven years of progressively responsible professional experience in managed behavioral health care services sales, development, and marketing, with demonstrated successful results in sales and revenue expansion.  

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