VP ACCOUNT PARTNERSHIPS in Boston, MA at Beacon Health Options

Date Posted: 3/2/2018

Job Snapshot

Job Description

Vice President, Account Partnerships

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


  • Develop annual and mid-range strategic plan targets for designated clients (can be one or multiple, depending on client size and complexity)
  • Meet annual revenue budget for designated clients
  • Ensure book of business meets profitability standards by leading team on RFP response, including developing win-themes, pricing, and negotiation
  • Maintain oversight and accountability for full P&L of assigned accounts by coordinating with client Ops Pod to ensure profitable programmatic delivery and alignment between strategic and operational priorities
  • Achieve client retention (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, including the C-suite executives, at least monthly
  • 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, client Ops Pods Leader and RCQL to build and maintain a robust account plan per client capturing short- and longer-term priorities, as well as a stakeholder mapping and engagement plan, updated yearly
  • Coordinate with Product Development and Regional CMO to offer clinical or operational products to clients that fit strategic or operational needs
  • Maintain strong knowledge of public policy and local market behavioral health dynamics necessary to work with the Regional CPO to lead Network Strategy and advocacy efforts with key external stakeholders include state and local government officials
  • Provide input to the Corporate Product Development team on opportunities to create profitable and efficacious products that meet strategic needs of clients
  • 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, Account Partnerships is responsible for ensuring an exceptional end-to-end client experience for designated clients. Customer satisfaction and retention are of top priority for the VP Partnerships, who must develop strong relationships with key client personnel through open and transparent communications, proactive collaboration, and commitment to fulfilling the Beacon corporate mission of helping people live their lives to the fullest potential. The VP Partnerships will own the P&L of designated accounts by assuming responsibility to lead annual contracting activities with designated clients, to include ASO and risk pricing (with finance partners), and ensuring pricing and contract can be delivered at appropriate profitability standards by the operations teams. This responsibility includes ownership over renewal and cross-sell opportunities. As the strategic partner to their dedicated clients, the VP Partnerships should develop deep knowledge of client needs and the local market drivers in order to build and maintain robust account plans on a yearly planning cycle. Both internally and externally, the VP Partnerships 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 AVP/VP Operations (Ops Pod Lead) will be a critical partner for the VP Partnerships, who must maintain awareness of client operational issues and how they contribute to overall client satisfaction and account P&L. Likewise, the VP Partnerships will need to engage with the AVP/VP Operations to ensure operational visibility into the account planning process. The VP Partnerships 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 VP Partnerships will be critical in supporting regional and corporate growth and initiatives. The VP Partnerships 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.

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

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.
  • 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

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