Vice President Strategic Healthcare Account Manager (Payer)

About Us:

EXL Health, a leading innovator in healthcare technology solutions, is seeking a dynamic Vice President Strategic Payer Account Manager & Growth Leader to join our team. If you are a seasoned healthcare sales professional with a strong background in healthcare sales and account management, a proven track record in leadership and management, and the ability to engage "C" level executives, we invite you to explore this exciting opportunity to shape the future of healthcare through cutting-edge technology.

Key Responsibilities:

Selling Technical Healthcare Solutions:

• Spearhead the growth of our healthcare solutions as part of team servicing identified large accounts, including to various C-level executives, including in particular CIOs and CTOs within healthcare organizations.
• Identify and engage key buying center contacts to promote our solutions effectively.

Account Growth:

• Achieve an annual growth rate of at least 20% over the next 3 years within assigned Strategic Client accounts.
• Maintain account gross margin above 40%.
• Identify key client stakeholders and expand and build relationships across various areas of key accounts
• Identify opportunities to expand services and solutions, both in existing areas and new domains, including with focus both on small and large deals, sole sourced as well as competitive.
• Collaborate with other members of Account and Operations Teams to expand and up-sell programs to the client, with particular focus on new digital solutions to additional contacts within the organization.

Solutioning:

• Understand the client's pain points and map relevant technical products, services, and solutions.
• Collaborate with EXL's Product, Service, and Solutioning teams to develop and sell customized solutions.
• Lead the effort to deliver the appropriate offerings and negotiate business terms for Statements of Work (SOWs).

Account Management:

• Orchestrate and communicate a vision and multi-year strategy for client growth.
• Lead the Go-to-Market effort to deliver value propositions for new technical solutions for client.
• Build detailed and robust understanding of accounts, including organizational structure, key goals, top challenges, and competitive landscape
• Support Account Management initiatives, and maintain line of sight of key financial, experience and satisfaction metrics.
• Manage key clients, collaborate with Operations and Service Line General Managers, and ensure client value and delight by fostering partnerships.
• Detailed understanding of account revenue and gross margin budgets, as well as forecast numbers.

Client Engagement:

• Act as the strategic liaison with the client's C-suite and maintain key relationships.
• Develop deep knowledge of client account, discern the client's strategic goals and plans, representing their voice within EXL.
• Participate in regular Monthly and Quarterly Business Review meetings with clients, with particular ownership and focus on growth.
• Work closely with Operations for these key clients to ensure overall client health and satisfaction.
• Identify and map relevant buying centers in the target accounts.
• Know the competitive footprint in each account and own the plan for EXL to stay ahead.
• Meet with clients in person, “walk the halls” to deepen relationships within account

Performance and Growth:

• Ensure the creation and monitoring of experience, satisfaction and financial metrics.
• Discuss and escalate concerns with internal areas.
• Be available for client escalations and handle amendments to SOWs.

Key Skills:

• Very high emphasis on deal origination, both large and small deals, with focus on key EXL areas of digital, analytics and clinical; maintain a balanced pipeline meeting Company targets for account growth.
• Build strong, broad and deep relationships across clients, with goal to provide deep insight into client needs, goals, and challenges
• Ability to articulate client value both internally and to key client stakeholders i.e., what has the client achieved as a result of working with EXL.
• Understand the technical pain points and needs of clients.
• Leverage knowledge of the US healthcare system, the Client accounts, and the broader EXL portfolio to inform solutions and product design.
• Apply hands-on understanding of various analytical skill sets to drive successful execution in emerging areas.

Qualifications:

• 15+ years of experience in strategic client sales, including as appropriate account management, with a minimum of 5 years in leadership or management.
• Deep healthcare experience in health plans.
• Strong executive-level client-facing skills, with the ability to communicate complex technical concepts to non-technical executives.
• Excellent oral and written communication skills.
• Proven track record of originating new opportunities within large, complex client organizations.
• Experience in selling complex technology, analytics, and digital solutions.
• Strong appreciation for various delivery models, including analytics, software, and platform-enabled services.
• Ability to interact effectively at all levels within a client organization, including CXO level.
• Minimum BA/BS degree; Master's or advanced degree strongly preferred in a relevant field, including healthcare administration, sales, or marketing.

Preference for location in Minneapolis, although not required.  If remote, more travel should be expected.