Vice President - Provider Sales Leader

Virtual Req #26102
Thursday, May 30, 2024

Company Overview and Culture 

EXL (NASDAQ: EXLS) is a global analytics and digital solutions company that partners with clients to improve business outcomes and unlock growth. Bringing together deep domain expertise with robust data, powerful analytics, cloud, and AI, we create agile, scalable solutions and execute complex operations for the world’s leading corporations in industries including insurance, healthcare, banking and financial services, media, and retail, among others. Focused on creating value from data for driving faster decision-making and transforming operating models, EXL was founded on the core values of innovation, collaboration, excellence, integrity and respect. Headquartered in New York, our team is over 40,000 strong, with more than 50 offices spanning six continents. For information, visit www.exlservice.com.


For the past 20 years, EXL has worked as a strategic partner and won awards in its approach to helping its clients solve business challenges such as digital transformation, improving customer experience, streamlining business operations, taking products to market faster, improving corporate finance, building models to become compliant more quickly with new regulations, turning volumes of data into business opportunities, creating new channels for growth and better adapting to change. The business operates within four business units: Insurance, Health, Analytics, and Emerging businesses. 

 

About EXL Health

We leverage Human Ingenuity and domain expertise to help clients improve outcomes, optimize revenue and maximize profitability across the healthcare ecosystem.  Technology, data and analytics are at the heart of our solutions.  We collaborate closely with clients to transform how care is delivered, managed and paid.  

 

EXL Health combines deep domain expertise with analytic insights and technology-enabled services to transform how care is delivered, managed, and paid.  Leveraging Human Ingenuity, we collaborate with our clients to solve complex problems and enhance their performance with nimble, scalable solutions.  With data on more than 260 million lives, we work with hundreds of organizations across the healthcare ecosystem.   

 

We help payers improve member care quality and network performance, manage population risk, and optimize revenue while decreasing administrative waste and reducing health claim expenditures. We help Pharmacy Benefit Managers (PBMs) manage member drug benefits and reduce drug spending while maintaining quality. We help provider organizations proactively manage risk, improve outcomes, and optimize network performance. We provide Life Sciences companies with enriched data, insights through advanced analytics and data visualization tools to get the right treatment to the right patient at the right time.

EXL Health is seeking a VP - Sales - Provider Market for our expanding sales team. This is a remote opportunity.

 

EXL (NASDAQ: EXLS) is a leading business process solutions company that looks deeper to drive business impact through integrated services and industry knowledge. EXL provides operations management, decision analytics and technology platforms to organizations in insurance, healthcare, banking and financial services, utilities, travel, transportation, and logistics.

Please visit www.exlservice.comfor more information about EXL Analytics.

Responsibilities:

  • Manage key clients and work with Operations and Service Line General Managers to deliver target, annual revenue goals and ensure client satisfaction by creating partnership with clients that results in growth of existing services and cross selling of additional products and services
  • Primary liaison with the Key business sponsors at clients, develop and maintain key relationships, discern key strategic goals and plans of clients, act as gatekeeper to clients, be the voice of the clients within EXL
  •  
    • Set up and run regular Monthly and Quarterly Business Review meetings with clients
    • Work with other internal groups as needed to prepare material for all such regular meetings
    • Keep key business leaders at clients informed of high level progress and challenges as appropriate
    • When appropriate, assist in bringing in strategic perspective and client business leaders to resolve tactical roadblocks to success
    • Work closely with Operations for these key clients to ensure overall client health and satisfaction
    • Performance – Ensure creation of and monitor monthly/quarterly published metrics, discuss any deviances / concerns with internal areas (GMs / Operations / IT / Engagement Management / Compliance) and escalate internally as needed, communicate any resulting issues to client.
    • Solutioning - Understand pain points for the client and map relevant products, services and solutions to those, including working with EXL’s Product, Service and Solutioning areas to develop customized solutions as appropriate; Lead the effort along with Solutioning and/or SMEs from the various business units to deliver the appropriate offerings and the right value proposition to the client; Including negotiating business terms of SOWs covering such offerings.
    • Work with current contacts to identify opportunities to expand current services, both in existing areas of client as well as others
    • Work with Sales to expand / up-sell programs to client - this could be up-selling to the current client group and / or getting additional contacts within the client and delivering new solutions
    • Add strategic perspective to process to ensure tactical issues do not impact performance or client satisfaction
    • Be available for all escalations from clients – then communicate them to internal groups, such as GMs / Operations / IT / Compliance)
    • Handle, with General Counsel, amendments to SOWs for changes in business terms

Account Maintenance

  •  
    • Solutioning - Understand pain points for the client and map relevant products, services and solutions to those, including working with EXL’s Product, Service and Solutioning areas to develop customized solutions as appropriate; Lead the effort along with Solutioning and/or SMEs from the various business units to deliver the appropriate offerings and the right value proposition to the client; Including negotiating business terms of SOWs covering such offerings.
    • Work with current contacts to identify opportunities to expand current services, both in existing areas of client as well as others.
    • Work with Sales to expand / up-sell programs to client - this could be up-selling to the current client group and / or getting additional contacts within the client and delivering new solutions.

Account expansion:

Qualifications:

  • At least 10 years’ experience provider domain of the healthcare industry.
  • Proven track record of personally originating new opportunities within large, complex client organizations
  • Deep understanding and experience in selling data and analytics and BPO solutions to providers
  • Strong appreciation for various delivery models including analytics, software, and platform enabled services models
  • Strong communication, presentation, and logical reasoning skills
  • Ability to engage C-level executives in detailed solution, transition and transformation shaping discussions.
  • Strong sales process and operations skills (pipeline management, forecasting, budgeting, etc.)
  • Strategically minded and able to create a consultative and solution-minded sales environment.
  • A forward & innovative thinker constantly focused on shaping the organization to meet and anticipate both near and long-term business needs
  • Demonstrated ability to work in a multicultural, global environment
  • MBA and/or Advanced Degree strongly preferred

 

EEO/Minorities/Females/Vets/Disabilities 

To view our total rewards offered click here —> https://www.exlservice.com/us-careers-and-benefits
 
Base Salary Range Disclaimer: The base salary range represents the low and high end of the EXL base salary range for this position. Actual salaries will vary depending on factors including but not limited to: location and experience. The base salary range listed is just one component of EXL's total compensation package for employees. Other rewards may include bonuses, as well as a Paid Time Off policy, and many region specific benefits.
 
Please also note that the data shared through the job application will be stored and processed by EXL in accordance with the EXL Privacy Policy. 

Application & Interview Impersonation Warning – Purposely impersonating another individual when applying and / or participating in an interview in order to obtain employment with EXL Service Holdings, Inc. (the “Company”) for yourself or for the other individual is a crime.  We have implemented measures to deter and to uncover such unlawful conduct.  If the Company identifies such fraudulent conduct, it will result in, as applicable, the application being rejected, an offer (if made) being rescinded, or termination of employment as well as possible legal action against the impersonator(s). 

EXL may use artificial intelligence to create insights on how your candidate information matches the requirements of the job for which you applied. While AI may be used in the recruiting process, all final decisions in the recruiting and hiring process will be taken by the recruiting and hiring teams after considering a candidate’s full profile. As a candidate, you can choose to opt out of this artificial intelligence screening process. Your decision to opt out will not negatively impact your opportunity for employment with EXL.

Other details

  • Pay Type Salary
  • Employment Indicator Regular
  • Min Hiring Rate $190,000.00
  • Max Hiring Rate $205,000.00
  • Travel % 40