National Accounts Manager, Payor Development

2 weeks ago

Lewisville, United States Enovis Full time
Job Description:

At Enovis™ we sweat the little things. We embrace collaboration with our partners and patients, and we glory in the grind of scientific excellence - with the goal of transforming medical technology as we know it.

Because that's how we change the lives of patients for the better. And that's how we create better together.

As a key member of the Revenue Cycle Management team, you will play an integral part in helping Enovis drive the medical technology industry forward through transforming patient care and creating better patient outcomes.

Job Title:

Manager, Payor Development

Reports To:

William Piwnica

Location:

Lewisville, Texas- Dallas Headquarters

Business Unit Description:

National Accounts

Job Title/High Level Position Summary:

The Manager, Payor Development (MPD) is a working manager responsible for establishing, maintaining, and improving Payor access for Enovis products while driving the business of Payor accounts in all regions to achieve budgeted sales and manage profitable growth. This position is responsible for understanding each account and building the business through fact-based knowledge by positioning our products, programs, and promotions to help maximize sales. The goal of the MPD is to help drive the overall relationship(s) forward and drive product penetration and Payor revenue in national, regional, and local customer engagements.

Key Responsibilities:
  • 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.
Relationship Building:
  • 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.
Compliance:
  • Compliantly engages Medical Affairs resources to support optimal product access across assigned region/accounts.
  • Maintains knowledge of third-party payor regulations including Medicare, Medicare Advantage, Medicaid, Workers Compensation, and non-governmental payers 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.
  • Treats Protected Health Information (PHI) with the strictest confidentiality in accordance with HIPAA standards.
  • Acquires a basic understanding of the field to include regulatory compliance issues and adheres to these guidelines.
  • Hybrid: Tuesday-Thursday (In Office) Monday and Friday (Remote)
  • Other duties as assigned.
Qualifications:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Experience:
  • Minimum of 8 years of experience working in a healthcare sales 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.
Education:
  • Bachelor's Degree in Healthcare Administration, Business, Finance, or related field required.
  • Master's Degree in a similar field preferred.
Travel:
  • Must be able to travel up to 25% of the time.
  • Typical work-related travel assignments range 1-5 days, and as such overnight, out-of-town stays are required.
  • Position requires car and air travel on a routine basis.
Work Environment and Physical Demands:
  • Office based.
  • The noise level in the work environment is usually moderate.
  • Physical Demands: Must frequently lift and/or move up to 10 pounds. Regularly required to stand; walk and talk or hear. Frequently required to sit; use hands to finger, handle, or feel; reach with hands and arms and stoop, kneel, crouch, or crawl. Office deskwork requiring sitting, walking, using phone and computer.
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

General Skills/Competencies/Specialized Knowledge
  • Negotiation/Influence - Ability to negotiate with and manage others through influence (comfortable with non-line authority). Builds consensus and gains cooperation from others to obtain information and accomplish goals. Influences key business partners and customers to achieve mutually beneficial results.
  • Risk Taking/Judgment - Inner confidence to take risks and learn from experience. Courage to grab opportunities or discontinue non-value-added programs.
  • Technical Skills - Demonstrates necessary eagerness to acquire necessary technical knowledge, skills, and judgment to serve business needs and accomplish goals. Assesses own strengths and weaknesses. Pursues training and development opportunities. Strives to continuously build knowledge and skills. Shares expertise with others.
  • Quality Management - Demonstrates attention to detail. Looks for ways to improve and promote quality. Demonstrates accuracy and thoroughness. Accurately communicates changes and progress. Applies feedback to improve performance. Monitors own work to ensure quality. Measures self against standard of excellence.
  • Analytical Skills - Strong analytical skills. Synthesizes complex or diverse information. Identifies and understands relevant trends, opportunities, needs and market direction within the orthopedic industry and healthcare systems. Proven ability to analyze and interpret data, to provide guidance, data driven decisions and recommendations.
  • Initiative - Demonstrates a positive attitude and a willingness to go the extra mile to help both patients and the company. Ability to work well independently and exercise appropriate judgment under general direction. Ability to prioritize workload, goals, and tasks consistent with the department and corporate objectives. Ability to manage conflicting priorities in an effective and efficient manner.
  • Business Acumen - Understands business and compliance implications of decisions. Develops a strong grasp of business concepts and related issues. Shows understanding of issues relevant to organization. Keeps up to date with current practices and trends. Develops and uses cross-functional knowledge.
  • Industry Knowledge - Keeps current on relevant products (both of Enovis and its competitors), as well as clinical studies. Understanding of key business issues that exist in the industry (i.e., health care reimbursement trends, state and local laws, regulatory requirements). Links and applies complex technologies to business strategies.
  • Financial Management - Ability to understand financial processes and skilled at monitoring expenditures. Uses cost benefit thinking to set priorities. Ability to read, analyze and interpret financial data, understand P&L accounting, and exhibit proficiency in spreadsheet development and analysis.
  • Strategic Thinking - Anticipates future trends and consequences. Develops strategies to achieve organizational goals. Understands organization's strengths and weaknesses. Sets priorities wisely and knows how to make tough resource allocation decisions. Continuously finds ways to forward strategic initiatives. Develops strategy, demonstrates flexibility, and responds to changing and future business needs. Analyzes market and competition. Identifies external threats and opportunities.
  • Customer Orientation - Responds promptly to customer needs. Demonstrates a keen understanding of various customers' (internal or external) needs and utilizes a variety of Enovis resources to provide solutions and a compelling value proposition. Effectively manages difficult or emotional customer situations. Solicits customer feedback to improve service. Demonstrates a strong bias toward service, quality, and customer satisfaction.
  • Communication - Communicates effectively at all levels of the organization. Expresses ideas clearly and simply both verbally and in writing. Promotes timely, ongoing flow of information to others. Communicates and listens effectively in order to develop and maintain key business relationships. Speaks clearly and persuasively in positive or negative situations. Ability to write reports, business correspondence, and procedure manuals.
  • Presentation Skills - Demonstrated ability to present 1:1 or in group settings. Delivers a clear and compelling message tailored to the needs of the audience. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.
  • Interpersonal Skills - Ability to professionally interact and build constructive and effective relationships with all levels and functions within the Company. Ability to professionally interact and build constructive and effective relationships. Ability to effectively interface with others on behalf of the organization.
  • Relationship Building - Develops strong cross functional relationships with assigned Business Unit and other Enovis functions. Ability to professionally interact and build constructive and effective relationships.
  • Leveraging Resources - Efficiently uses Company resources such as time, money, materials, and people. Demonstrates awareness of goals of other organizational units and makes requests or decisions in support of this awareness.
  • Problem Solving - Identifies and resolves problems in a timely manner. Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form. Develops alternative solutions. Uses reason even when dealing with emotional topics. Works well in group problem solving.
  • Decision Making - Exhibits sound and accurate judgment. Includes appropriate people in decision-making process. Identifies and resolves problems in a timely and compliant manner. Relies on extensive experience and good judgment to ensure that expectations are met and that business objectives are achieved.
  • Adaptability - Embraces and adapts to change and demonstrates a willingness to learn. Ability to respond quickly to change, and to prioritize actions to meet customer needs. Demonstrates flexibility and responds to changing and future business needs. Identifies external threats and opportunities. Adapts strategy to changing conditions. Demonstrates flexibility and responds to changing and future business needs.
  • Collaboration and Teamwork - Supports everyone's efforts to succeed. Interacts productively with internal and external partners. Balances team and individual responsibilities. Works collaboratively and cooperatively with many teams cross-functionally. Energetic and willing to work closely with all team members to achieve success.
  • Process Management - Ability to figure out the processes necessary to accomplish business objectives in a compliant manner. Organizes people and activities. Understands how to separate and combine tasks into efficient workflow. Knows what to measure and how to measure it.
  • Project Management - Ability to plan, organize and manage resources to bring about the successful completion of specific project goals and objectives. Communicates changes and progress.
  • Trust and Integrity - Interacts with others in a way that gives them confidence in one's intentions and those of the organization. Accepts responsibility for one's own decisions and actions. Demonstrates honesty. Keeps commitments. Behaves in a consistent manner and is open, honest, and trustworthy.
  • Safety and Security - Observes safety and security procedures. Reports potentially unsafe conditions. Uses equipment and materials properly.
"Creating better together". It's the Enovis purpose, and it's what drives us and empowers us every day on a global scale. We know that the power to create better - for our customers, our team members, and our shareholders - begins with having the best team, pursuing common goals, operating at the highest levels, and delivering extraordinary outcomes.

Watch this short video and discover what creating better together means to us at Enovis:

Our Enovis Purpose, Values and Behaviors on Vimeo

We offer a comprehensive benefits package which includes:
  • 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


ABOUT ENOVIS

Enovis Corporation (NYSE: ENOV) is an innovation-driven medical technology growth company dedicated to developing clinically differentiated solutions that generate measurably better patient outcomes and transform workflows. Powered by a culture of continuous improvement, global talent and innovation, the Company's extensive range of products, services and integrated technologies fuels active lifestyles in orthopedics and beyond. Visit www.enovis.com to learn more.

EQUAL EMPLOYMENT OPPORTUNITY:

Enovis provides equal employment opportunities based on merit, experience, and other work-related criteria and without regard to race, color, ethnicity, religion, national origin, sex, age, pregnancy, disability, veteran status, or any other status protected by applicable law. We also strive to provide reasonable accommodation to employees' beliefs and practices that do not conflict with Enovis policies and applicable law. We value the unique contributions that every employee brings to their role with Enovis.

ABOUT ENOVIS™

Enovis Corporation (NYSE: ENOV) is an innovation-driven medical technology growth company dedicated to developing clinically differentiated solutions that generate measurably better patient outcomes and transform workflows. Powered by a culture of continuous improvement, global talent and innovation, the Company's extensive range of products, services and integrated technologies fuels active lifestyles in orthopedics and beyond. For more information about Enovis, please visit www.enovis.com.

EOE AA M/F/VET/Disability Statement

All qualified applicants will receive consideration for employment and will not be discriminated against on the basis of race, religion, color, national origin, sex, protected veteran status, disability, or any other basis protected by federal, state or local laws.

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