The VP, Payer Sales (Healthy Benefits Plus - HB+) is responsible for leading a team of field sales executives whose focus is to maximize the value realization and other financial objectives for a specific set of Optum Financial products/solutions with a target audience specific to payers who distribute supplemental benefits, rewards, and other directed spend benefits and rewards within the Medicare Advantage, Medicaid, and Commercial markets. The VP leads a team with an annual new sales bookings target of over $57 million. The VP is responsible for developing and maintaining a team that ensures collaboration and coordination with Business Units, other Sales teams, Product, Marketing, and Account Management to execute on the sales strategy. This VP will be responsible for the new business sales and execution of strategies and/or tactics in the following areas: Territory Planning, Pre-RFP Prospecting and Relationship Development, Proposal Development, Pricing Development, Presentation Development and Delivery. The VP will leverage the team to provide a collective "voice of the customer and market" to the aligned Business Unit in support of but not limited to areas such as market trends, competitive intelligence, how effectively the client is utilizing the solutions, assessing training and re-training needs, and identifying add-on/up-sell opportunities to enhance the solution. The team will support the product and service owners regarding new product solutions and features that tie to multiple client needs or pain points, capacity planning and overall client satisfaction. The VP will need to uncover and act on the competitive environment in their accounts as well as compile, analyze and provide insights on competitors.
You'll enjoy the flexibility to work remotely * from anywhere within the U.S. as you take on some tough challenges. For all hires in the Minneapolis or Washington, D.C. area, you will be required to work in the office a minimum of four days per week.
Primary Responsibilities:- Team Leadership 50%, Selling 25%, Collaboration with Key Stakeholders 25%
- Propose strategies, and influence the organization to embrace strategies, to grow net new logos and add-on services within segment and target key growth areas that increase market share
- Foster teamwork and a positive work environment for a geographically distributed team, reinforcing a culture of transformation, growth, innovation and client-centricity while providing excellent leadership to engage, develop and retain key talent and attract top new talent
- Collaborate with marketing and sales operations departments on sales campaigns, plan outreach, meeting preparation and other means of communication and with sales operations to develop and maintain effective sales prospecting, database information integrity, event strategy, and sales pipeline accuracy and KPI reporting cadence
- Ensure strategic collaboration and coordination with Business Units, Sales Teams, Account Management, and all internal partners to guarantee the best overall client experience
- Lead, develop and maintain a team of sales executives who collaborate and coordinate with the Business Units, other Sales teams and Account Management and attain or exceed all assigned quotas for new sales bookings
- Oversee regular joint strategic account planning and business reviews (roadmaps, innovation, etc.) and tactical activities (governance, performance objectives, critical milestones) in conjunction with growth team counterparts to ensure client needs and expectations are met
- Proactively and continually assess, clarify, and validate short term needs and long-term client objectives
- Understand how the client differentiates itself in markets and how the directed spend product portfolio can support/optimize administrative efficiency and cost savings
- Act as the client's advocate within Optum to ensure the client receives the appropriate amount of attention and added value
- Cultivate deep relationships with senior leaders, positioning Optum as a visionary partner and trusted advisor to drive sustainable, long-term partnership
- Provide an ongoing, accurate pipeline and forecast reports to sales leadership and operations team
- Conduct a thorough, qualitative review of RFPs with a focus accountability for health plan bid deliverables inclusive of response to prospects key questions, RFP bid executive summary, finalist and capabilities presentations and the timeliness and accuracy of the overall response
- Attend industry conferences, networking events, and other approaches to build and foster meaningful relationships with prospects and clients
- Drive accountability through robust sales metrics and performance management practices
- Foster sales leadership competency and work to improve bench strength within the sales organization, including building pipeline, establishing development plans and mentoring individuals on the team to maximize their growth and potential
- Partner with, and actively engage Optum Financial's legal counsel and cross-functional stakeholders on contracting needs of client prospects
You'll be rewarded and recognized for your performance in an environment that will challenge you and give you clear direction on what it takes to succeed in your role as well as provide development for other roles you may be interested in.
Required Qualifications:- 10 years sales experience with 7+ years of progressive experience managing others and track record of quota achievement
- Leadership/management experience with experience guiding and developing others through periods of change preferred
- Experience with supplemental benefits, rewards, and directed spend benefits within the Medicare Advantage, Medicaid, and Commercial Payer market with strong knowledge of sales methodology, territory planning, process optimization and data analysis
- General knowledge of Microsoft Office, Salesforce or other CRMs and healthcare information systems
- Understanding complex sales cycles at a strategic level with the capability to provide clear, balanced advice/counsel on a broad range of strategic and complex management, product and go to market issues
- Proven ability to demonstrate thought leadership in healthcare across multiple channels and become a trusted advisor to business decision makers
- Proven ability to develop and deploy strategies that drive customer partnership, revenue growth and retention
- Proven customer centric with the ability to adjust plans and actions to meet changing market and/or customer needs and ability to put creative deals together to drive business growth
- Demonstrated ability to lead teams to exceed goals with results-oriented style, high degree of analytical ability and proven problem-solving skills including ability to manage a team, recruit and retain top talent, build consensus, and rally members to achieve results
- Proven highly organized and proficient at executing when experiencing multiple competing priorities
- Proven solid interpersonal and communication skills with an open, honest, and direct communication style and ability to build relationships across an organization to accomplish goals
- Proven willingness to engage in both tactical hands-on work and strategic work as needed to manage and complete priorities
- Willingness and ability to travel up to 50% of time
*All employees working remotely will be required to adhere to UnitedHealth Group's Telecommuter Policy
Pay is based on several factors including but not limited to local labor markets, education, work experience, certifications, etc. In addition to your salary, we offer benefits such as, a comprehensive benefits package, incentive and recognition programs, equity stock purchase and 401k contribution (all benefits are subject to eligibility requirements). No matter where or when you begin a career with us, you'll find a far-reaching choice of benefits and incentives. The salary for this role will range from $130,000 - $240,000 annually based on full-time employment. This role is also eligible to receive bonuses based on sales performance. We comply with all minimum wage laws as applicable.
Application Deadline: This will be posted for a minimum of 2 business days or until a sufficient candidate pool has been collected. Job posting may come down early due to volume of applicants.
