VP, Client Partnership-Horizon in Newark, NJ at Beacon Health Options

Date Posted: 6/17/2018

Job Snapshot

Job Description

About the Position:

The Vice President of Client 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.

Position Responsibilities:

  • Develop annual and mid-range strategic plan targets for designated clients (can be one or multiple, depending on client size and complexity)
  • Achieve annual budget targets by consistently demonstrating a strong business and financial acumen through short- and long-range strategic and budget planning, effective administration of all elements throughout the fiscal year, including the ability to report on activities and variances at Monthly and Quarterly Operating Reports (MOR’s and QOR’s), and making wise business adjustments as needed to achieve the best results
  • 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 profit and loss (P&L) of assigned accounts by coordinating with client AVP/VP Operations (Ops Pod Lead) 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 key performance indicators (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 RCPO, Regional Chief Medical Officer (RCMO), client VP Regional Operations and Regional Clinical/Quality Lead (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 Corporate Strategy and RCMO 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 RCPO to lead Network Strategy and advocacy efforts with key external stakeholders including state and local government officials
  • Provide input to the Corporate Strategy 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
  • Manages departmental staff through effective interviewing, selection, training, objective setting and ensure a strong business acumen, knowledge of the behavioral health business and Beacon mission. 

Position Requirements:

  • Education:  Bachelor’s degree required, with advanced degree preferred (specifically MBA). Four (4) years of professional level experience in a client facing role in a healthcare environment may be substituted for the advanced degree, in addition to the work experience required below
  • Relevant Work Experience:  At least twelve (12) years of progressively responsible professional experience, with at least six (6) of those years with responsibilities for managing people, 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:  Proficient knowledge of Salesforce

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