VP – Consultant Relations

About Lantern

Lantern is the specialty care platform connecting people with the best care when they need it most. By curating a Network of Excellence comprised of the nation's top specialists for surgery, cancer care, infusions and more, Lantern delivers excellent care with significant cost savings to employers and their workforces. Lantern also pairs members with a dedicated care team, including Care Advocates and nurses, for the entirety of their care journey, helping them get back to good health, back to their families and back to work. With convenient access to specialists nationwide, Lantern means quality care is within driving distance for most. Lantern is trusted by the nation's largest employers to deliver care to more than 6 million members across the country. Learn more about us at lanterncare.com. 

About You:

• You use LOGIC in your decision making and understand that progress is critical to making change. You focus on the execution of your content while balancing a fast-paced environment and you take the time to celebrate both the small & big wins. 
• INCLUSION is a core tenant of your personal beliefs. A diverse and inclusive environment is incredibly important to you. You understand and desire to be a part of a diverse team with different experiences and perspectives & you cherish the differences in each individual that you interact with.
• You have the GRIT, drive and ambition to tackle big problems. Big problems require big ideas and a team that supports new ideas. 
• You care deeply for your customers are driven to keep HUMANITY in all decisions. Your customers aren’t just the individuals using your product. They are the driving factor in your motivation to make a change.
• Integrity guides you in life. Focusing on the TRUTH vs. giving people the answers they want to hear. 
• You thrive in a Team Environment. Collaboration is key in innovation and creating change.

These pillars of LIGHT are a reminder to our team that we are making a difference by providing guidance and support in navigating the often complex and confusing landscape of healthcare. We hope that through this LIGHT, individuals can find their way to the best care, resources, and support they need to get back to life. 

If this sounds like you, we would love to connect to speak further about career opportunities at Lantern.

Please apply to our role & someone from our Talent Acquisition Team will reach out to help you navigate our interview process.

VP, Consultant Relations

The VP Consultant Relations will be responsible for executing on our consultant relations strategy and building our partnerships and relationships with the top consulting and brokerage firms. As part of the role they will both educate on the Lantern value proposition and differentiators for our surgery, cancer, and infusion care products, while simultaneously gathering insight and feedback to help Lantern continuously refine our messaging and support for our consultant partners. This individual will also partner closely with Sales and Client Success on relevant consultant-led client growth and expansion opportunities.

Location: Remote | USA | Travel Required (Western Territory - Covering Pacific and Mountain time zone region)

Responsibilities:

The VP Consultant Relations is instrumental to driving top of funnel as well as winning in the marketplace. Through their work to educate and nurture consultant relationships, they will build on our consultant/brokerage channel as our top referral source. When appropriate, they will also stay close to active deals through the sales lifecycle, partnering with Sales and Solutions Consulting to tailor the deal strategy, while leveraging consultant/broker relationships to gain insights and influence decision factors.

• Building relationships: at both the national and local market level allowing us to influence and educate the intellectual capital point of view, while driving business referrals locally.
• Developing content: in partnership with the marketing and sales enablement team that is specific to consultants in general and further tailored to each firm when relevant
• Educating the marketplace: building awareness around the category (surgery COEs and cancer support) and how to evaluate solutions in this space.
• Grow the business: both in terms of growing the number of opportunities to provide proposal as well as Lantern's win rate with each consulting/brokerage firm.
• Identifying opportunities for improvement: both within and outside of the consulting relations mandate and where appropriate how to address the opportunities.
• Establish strong cross-functional relationships: by working closely with sales, solutions consulting, client success, analytics, clinical, marketing, network, member services and other related functions to ensure a “one team” approach.

Goals and Metrics

• Top of funnel growth: Success will be measured for the team by the number of employee lives added to the pipeline through consultants and brokers.
• Overall revenue growth: Success will also be measured based on overall net ACV growth across both net new logos and existing business expansion.

Other metrics will include win rate, “education” penetration of the consultant/broker community, and engagement on qualified opportunities.

Requirements:

• 10-15 years of professional experience working with employer health care benefits, either in health and benefits consulting and/or in a client- or consultant-facing role within a health care solution/vendor. 
• Deep relationships and credibility across 1 or more of the top consulting/brokerage firms.
• Ability to influence client and consultant points of view and decisions with a thoughtful, data driven perspective, supported by real-life experience.
• Experience in consultative sales or business development.
• Strong communication skills, both written and verbal, with the ability to confidently convey complex information and messages to a broad and diverse audience, both internal and external. 
• Clear understanding of the mechanics of self-funded medical plans and the relationships between health plans/third party administrators, health care providers, and plan sponsors.
• Effective interpersonal skills with the ability to work independently and within a team environment, both externally facing and behind the scenes.
• Comfortable working in a high-growth, fast-changing environment; organized, adaptable, diligent, and self-motivated. 
• Passion for Lantern’s mission and collaborating with others. 
• Bachelor’s degree required.

Preferred qualifications include:

• 3-5 years as a health and benefits consultant within one of the top consulting/brokerage firms.
• Strong analytical skills, including experience working with medical claims data to project savings/program impact.
• Knowledge of broader ecosystem of point solutions and health care disruptors selling to self-funded employers.
• Ability to adopt continuous improvement mindset and actively contribute to the processes and procedures of the larger Commercial team. 
• Experience in an early / growth stage business.

 Benefits

Lantern does not discriminate on the basis of race, sex, color, religion, age, national origin, marital status, disability, veteran status, genetic information, sexual orientation, gender identity or any other reason prohibited by law in provision of employment opportunities and benefits.