Director of Client Strategy
Zaelab
Director, Payer Development
Enovis
full-time
Posted on:
Location Type: Remote
Location: Remote • 🇺🇸 United States
Visit company websiteJob Level
Lead
About the role
- Responsible for managing business development, account development, customer satisfaction, client relationships, and overall account strategies.
- Accountable for achieving budgeted sales of assigned accounts.
- Partners with Account Executives and functional team leaders to expand business within an assigned territory.
- Capitalizes on industry knowledge, product knowledge and coverage, and contacts to uncover business opportunities.
- Articulates sales and solutions in terms of ROI to the customer.
- Develops a vision and account strategy for long-term profitable growth, consistent with the long-range plans of the business.
- Assesses competitive price position ensuring Enovis products are competitively priced to maximize sales and profitability within account and account competitors and consistent with brand positioning.
- Identifies, evaluates, plans, and champions ongoing cost reduction initiatives.
- Profiles key Payors to assess applicable coverage policies, utilization controls, coverage review practices and timelines, geographic coverage areas, level of regional or national influence, and other attributes relevant to optimal patient access for Enovis products.
- Identifies opportunities to expand Enovis’ penetration into existing accounts for additional services and ways for Enovis to add value to the customer.
- Leads the development and negotiation of Payor contracts across assigned account, as applicable.
- Liaises with Marketing to provide strategic insight on pricing and contracting initiative.
- Participates and leads cross-functional teams to accomplish sales and profit objectives.
- Effectively supports all other applicable functional teams on specific Payor customers’ coverage policies and coverage status.
- Identifies competitive threats and develops response strategies to ensure optimal Payor access for products.
- Creates customer proposals that include project scope, approach, and pricing.
- Collaborates with Service Leaders and other P&L Leaders to ensure proposal content is effective and complete.
- Monitors ongoing projects within the customers organization.
- Participates in major quality review of Enovis projects.
- Manages Executive Level (C-Suite) relationships and negotiates high risk solutions.
- Develops ongoing relationships with targeted accounts/territory with customer executives to ensure Enovis is considered as a strategic business advisor to the customer's organization.
- Establishes himself/herself as a trusted business advisor to the customer's organization.
- Works with new and existing accounts to establish and maintain customer relationships and secure volume.
- Ensures client satisfaction and addresses concerns and/or issues promptly.
- Coordinates and communicates with leaders and Senior Management on a regular basis.
- Compliantly engages Medical Affairs resources to support optimal product access across assigned region/accounts.
- Maintains knowledge of third-party payor regulations to ensure Enovis conducts its Revenue Cycle Management activities in compliance with applicable rules, policies, and guidance.
- Demonstrates commitment to the Compliance & Ethics Program, the Enovis Code of Conduct, the Enovis Sales and Marketing Code of Conduct, the AdvaMed Code of Ethics, and all supporting and applicable regulations, policies, and procedures.
- Adheres to all internal Corporate Compliance guidelines, OIG, government healthcare regulations, regulatory policies and procedures, and privacy and security standards in accordance with government agencies, including HIPAA requirements.
Requirements
- Minimum of 15 years of experience working in a healthcare related field required.
- Experience negotiating pricing and contracts directly with Payors required.
- History of achieving sales quotas and expanding customer relationships required.
- Experience presenting to and calling on executive level (C-Suite) call points required.
- Demonstrated success in working with Payors required.
- Experience leading sales pursuit and/or customer engagement teams in a matrix environment.
- Knowledgeable of healthcare provider budgets, operations, and industry drivers.
- Understanding of computer system capabilities and provider software solutions to address process requirements.
- Must be able to travel up to 75% of the time.
Benefits
- Medical Insurance
- Dental Insurance
- Vision Insurance
- Spending and Savings Accounts
- 401(k) Plan
- Vacation, Sick Leave, and Holidays
- Income Protection Plans
- Discounted Insurance Rates
- Legal Services
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
negotiating pricingcontract managementsales strategy developmentcustomer relationship managementaccount managementcost reduction initiativesproject managementROI analysiscompetitive analysisrevenue cycle management
Soft skills
customer satisfactionstrategic insightcross-functional collaborationexecutive communicationrelationship buildingproblem solvingleadershipnegotiationadvisory skillsteam leadership
