Senior Account Executive

3 weeks ago

Phoenix, United States Calculated Hire Full time

Account Executive

Hybrid out of - Phoenix, AZ, Chicago, IL, Boston, MA or Tampa, FL.

140-150k Base + 10% Annual Bonus


Account Executive is a senior level role responsible for value delivery, relationship development, and overall account growth of BHI products and services with participating BCBS Plans and key external partners. The role requires a strong consultative, relationship-focused, and growth-oriented approach, experience in developing relationships with health care payers, and knowledge of analytic and data science solutions and health plan operations such as care management, medical economics, provider relations/network management and enterprise reporting.

The Account Executive will build on their knowledge and industry experience to define and measure value delivery, ensure client success in their use of BHI products and services, and support overall account growth objectives (revenue and otherwise). In this role, the Account Executive will work to understand the Plan’s key business drivers, development areas, and competitive threats, demonstrate how BHI’s products and services will support and meet those needs, and provide “real-life” examples of how BHI account Plans use our solutions to solve problems and improve delivery of health care.


Job Responsibilities:

· Create, size, and market product and solution capabilities that increase business value, adoption, and partner engagement.

· Exhibit thought leadership and deep understanding of the plans landscape, including cost containment strategies, engagement, utilization, client requirements, market drivers, and buying cycles

· Lead client review calls and face-to-face meetings to demonstrate value creation, reporting, project status, and outstanding issues

· Manage client touchpoints and maintain historical retention targets, including annual renewals, key relationship changes, upsells, and fee renegotiation

· Develop and execute partnerships to grow the portfolio via additional lines of business, cross-sell product lines, upselling, and driving client growth

· Proven ability to lead effective meetings of large and senior teams. Lead the room, move an agenda forward, navigate dissent among constituents and deliver on meeting objectives

· Ability to build and leverage existing Plan relationships to accelerate opportunities and solution adoption

· Arrange meetings with potential clients to discuss their needs including being the point person for all internal prep, meeting logistics, presentation materials, product demonstrations and post meeting debriefs.

· Solution client requests collaboratively and jointly with customer success division for client upselling opportunities (e.g. ingesting new data sources, contract modifications, etc.)

· Assist with client business requirements/develop level of effort estimates for new opportunities

· Review and help prepare RFPs and RFIs


Job Requirements:

· Bachelor’s degree in business or related field; or equivalent experience required

· Minimum of 7 years related experience in healthcare sales, management, or relevant role in industry. Preferably in data analytics and/or software solutions

· Experience using analytical problem solving and leveraging data tools to provide market data and customer specific recommendations

· Perform basic to moderate quantitative and qualitative data analysis

· Excellent computer skills; proficient in Microsoft Office Suite and SalesForce Salesforce

· Able to work in a fast-paced environment and multi-task while efficiently managing priorities

· Demonstrate familiarity within key areas for Health Plans including but not limited to: CMS, Fully and Self-Insured, Medicare Advantage, ACA, Value Based Care, Social Determinants of Health, Network Design and Optimization, and Healthcare Price Transparency

· Understands importance of adhering to SOC 2 requirements and maintains an effort to do so.

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