Leadership of a team consisting of the following roles:

• Carrier Relations - Manage negotiations and agreements regarding data use with the major carriers, third party administrators who pay claims, navigation/advocacy vendors and the primary benefits administration vendors.
• Consultant Relations - Manage a structure, cadence and content for our relationships with the three big consulting firms (AON, Mercer and WTW), focusing on the consultants who work with large accounts across the country.
• Broker Partnerships - Maintain a steady cadence of sales and marketing content to the broker partners with whom we have agreements.
• Enterprise mid-market strategy - Drive well-coordinated team collaboration to increase growth and strategic execution on mid-market penetration.
• Partnerships & Growth Strategy - Build and manage industry partnerships to drive growth and client retention. Serve as key thought partner to the President and other GTM leaders in designing and executing company growth strategy.
• Solutions Consulting - Collaborate with Client Success and Sales to drive advantage in sales opportunities and renewals. Bring technical expertise and tailoring to key aspects of the growth process, including packaging, pricing, demos, and finalist meetings. Identify, codify and disseminate best practices to increase win-rates.

External Focus

• Own responsibility for negotiations and contracting with consultants, brokers, carriers and others who enter into partnership agreements with Included Health for purposes of channel distribution or sales influence
• Build awareness and understanding of Included Health services and future vision, as part of a coordinated leadership team with direct ties to influencers in the market
• Manage proposal process and negotiation for distribution agreements with carriers and benefits administration providers
• Focus on revenue diversification and opening new markets/segments
• High versatility to support commercial efforts as we launch new partnerships and/or M&A activity
• Represent Included Health at external conferences and events

Internal Focus

• Collaborate with the Sales and Client Success teams to ensure our agreements with external parties are consistent with customer needs
• Serve as a subject matter expert for the Sales and Client Success teams on vendors in the ecosystem, as well as how and where we work with them
• Work with the product and marketing teams to share competitive insights and inform product development based on a deep understanding of the landscape
• Coordinate with Corporate Development to ensure that Included Health is positioned favorably with vendors and other partners with whom we do business or are considering for partnerships
• Collaborate with the Included Health Executive Team to ensure our partner strategy is aligned with the company’s goals

Qualifications:

• 12+ years in a customer facing role within the healthcare industry
• Experience in employee benefits space preferred
• Demonstrated ability as a sales leader to develop, implement and execute on strategic initiatives
• Experience opening new market segments and building revenue-generating channel partnerships
• Experience managing customer relationships in multi-year contract cycles
• Experience with business development and new market penetration
• Experience leading meetings and developing content for broad circulation
• Experience with complex negotiations for long-term relationship management
• Excellent written and verbal communications skills
• Track record of success forging productive relationships within the healthcare consulting community
• Bachelor’s degree required, advanced degree preferred