Position Overview

The Strategic Client Executive (SCE) role will serve as the primary point of contact for Zelis clients for their assigned book of business, which consists of large complex payers with many Zelis solutions. The SCE will manage a strategic book of business comprised of vertically aligned clients and will drive growth for Zelis by achieving annual revenue targets, ensuring client retention, fostering growth with additional products and services, and ensure Zelis is always meeting and/or exceeding client expectations while driving a superior OneZelis customer experience. The SCE will develop and maintain critical internal and external relationships to sustain and build upon Zelis’ value proposition and work collaboratively across the enterprise to achieve their clients' goals and objectives. 

RESPONSIBILITIES:  

Single point of contact for the management and orchestration of Zelis services overseeing relationships, operations, financial plans and strategy​. Owns the client relationship, including all short- and long-term strategies and key client relationships. 

• Client Relationship Building: Maximize the breadth and depth of relationships by working closely with clients to intimately understand their business strategies, needs, and challenges as well as how Zelis supports the achievement of those goals 

• Revenue Management: Manage and oversee revenue targets, including budgets, forecasts, and product utilization review for the assigned book of business 

• Client Renewals & Retention: Responsible for client renewals and retention. Successfully lead contract negotiations and manage the complete life cycle to renew client agreements while looking for ways to expand the partnership. 

• Risk Identification and Mitigation: Proactively identify and mitigate risks such as volume decreases, service gaps, and changes in client relationships 

• Product Knowledge & Optimization: Drive revenue growth through existing product optimization, understand and communicate key differentiators, product strategy, features, and functionality 

• Client Growth: Successfully uncover and qualify opportunities for growth to deliver great client value. Collaborate with sales to present innovative solutions and grow existing client base. Identify up and cross-sell opportunities to flag for Sales. 

• Client Value: Effectively illustrate and validate client outcomes consistently, leveraging client reporting and knowledge of client’s business goals and measures 

• Conduct Client Business Reviews: Conduct and lead all client business reviews  and account plans to optimize value with the client's book of business 

• Client Advocacy: Ensure industry leading quality service delivery and client satisfaction; measurements include, proactive client management, timely escalation and resolution of issues, and nurture clients into loyal promoters. Secure client references and permission in support of key Zelis initiatives and case studies as needed. 

Attributes to be successful in role: 

• Deep Understanding of the Client’s Business: Understand the client in terms of markets they operate in, competitors, objectives, and challenges. Successfully build strategic account plans to fully understand client’s pain and business drivers. 

• Develop Trusting Relationships: Cultivates deep relationships with clients and team. 

• Executive Communicator: Proactively communicates. Can effectively prepare and present communications to clients and executive leadership teams.  

• Problem Solver: The ability to offer and communicate compelling solutions to client challenges is invaluable 

• Industry Knowledge: Keeping an ear to the ground in terms of market intelligence and relevant industry news 

• Financial Acumen: Strong financial acumen and ability to interpret client financials. Commission-driven and motivated to achieve growth targets. 

• Innovative Thinking: Brings creative insight to client’s businesses to help them deliver a competitive advantage 

• Collaborator: Actively partners across BUs to communicate client needs & issues, shares and provides awareness of external trends and competitor landscape 

• Troubleshooting: Forward looking, keeps an eye out for potential internal/external problems and managing potential concerns 

  

Skills/BACKGROUND:  

• Bachelor's degree in business or health care administration or related field.    

• 10+ years in client management role in the Payer and Regional Health Plan space. Experience in working in healthcare a plus including insurance companies, or working with cost management, electronic payments, and/or healthcare communications solutions    

• Demonstrated success in revenue management and increased utilization within an assigned book of business of enterprise and strategic clients 

• Excellent written and verbal communication skills. Excellent presentation, public speaking, and meeting management capabilities. Ability to tailor messages to audiences 

• Proven collaboration with key business partners:  Sales, Operations, Product, Services, and Marketing  

• Ability to anticipate future trends and incorporate them into business review planning  

• Synthesizes complex issues and communicates clearly to both clients and internal stakeholders 

• Ability to communicate and interact formally and informally with VPs and Executive Leadership; demonstrates Enterprise thinking with ability to influence; proven ability to influence across a matrix as well as with leadership  

• Experience leveraging data and reporting to accurately identify client and industry trends; able to synthesize data into compelling narratives   

• Demonstrates sense of urgency and ability to multi-task and prioritize  

• Strong listening and comprehension skills, ability to understand and address client concerns, feedback, and appropriately manage discussions with clients  

• Travel:  estimated 30-40% domestic [internal and external meetings]; Location:  Remote  

Please note at this time we are unable to proceed with candidates who require visa sponsorship now or in the future.

Location and Workplace Flexibility

Zelis is headquartered in the U.S., with multiple locations across the country and in Hyderabad, India. Check out our locations to learn more about our offices. All employee work locations are based on the needs of the position and are determined by the Leadership team. In-office work and activities vary based on work and team objectives in accordance with Company policies.

While location expectations vary by role, candidates within approximately 50 miles of a U.S. office are generally preferred to support collaboration when needed. Our hybrid approach is flexible, and in-office presence is guided by team and business needs rather than a fixed weekly schedule.

Base Salary Range

$127,000.00 - $160,550.00

At Zelis we are committed to providing fair and equitable compensation packages. The base salary range allows us to make an offer that considers multiple individualized factors, including experience, education, qualifications, as well as job-related and industry-related knowledge and skills, etc. Base pay is just one part of our Total Rewards package, which may also include discretionary bonus plans, commissions, or other incentives depending on the role.

Zelis’ full-time associates are eligible for a highly competitive benefits package as well, which demonstrates our commitment to our employees’ health, well-being, and financial protection. The US-based benefits include a 401k plan with employer match, flexible paid time off, holidays, parental leaves, life and disability insurance, and health benefits including medical, dental, vision, and prescription drug coverage.