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VP ACCOUNT PARTNERSHIPS in Latham, NY at Beacon Health Options

Date Posted: 1/7/2019

Job Snapshot

Job Description

ABOUT THE POSITION

We are currently seeking a dynamic AVP/VP Account Partnerships to join our team at our office in Latham, NY!  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 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 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 Responsibilities:

  1. Develop annual and mid-range strategic plan targets for designated clients (can be one or multiple, depending on client size and complexity)
  2. Meet annual revenue budget for designated clients
  3. Ensure book of business meets profitability standards by leading team on RFP response, including developing win-themes, pricing, and negotiation
  4. 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
  5. Achieve client retention (via renewals/re-procurements) by developing deep familiarity with all aspects of client contract including products, service levels, and client KPIs
  6. Develop strong client relationships built on trust and collaboration and meet with key client personnel, including the C-suite executives, at least monthly
  7. 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)
  8. 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
  9. Coordinate with Product Development and Regional CMO to offer clinical or operational products to clients that fit strategic or operational needs
  10. 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
  11. Provide input to the Corporate Product Development team on opportunities to create profitable and efficacious products that meet strategic needs of clients
  12. 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

Position Requirements:

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

Relevant Work Experience: 10 years of 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:

  • Group presentation and public speaking skills
  • Collaboration and team-oriented work philosophy
  • Interpersonal communication skills

TO APPLY

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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

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