McKesson VP, Payer Account Management in Newton, Massachusetts
On March 1, 2017 McKesson Corporation (NYSE MCK) and Change Healthcare Holdings, Inc., formed a new healthcare information technology company, setting an incredibly exciting course for the future. The entity combined substantially all of Change Healthcare’s business and the majority of McKesson Technology Solutions (MTS) into the new company. *Please note if you apply to this job you are completing an application for employment with Change Healthcare, and not McKesson Corporation. If you are contacted by a Change Healthcare recruiter, please feel free to ask questions related to this new organization. CULTIVATING A CAREER WITHIN CHANGE HEALTHCARE Our culture is guided by our core values which are woven into the fabric of every aspect of our company; pursue purpose, champion innovation, earn trust, be agile, and include all. Join our team today where we are creating a better coordinated, increasingly collaborative, and more efficient healthcare system! Current Need Strong Leader with strengths in consulting and account management that will be key driver in retaining our Payer accounts and large book of business. Executive will develop and drive Customer retention strategy and directly manage a senior team of Leader Partners and work closely with managers of Strategic Client Executives to create customer roadmap that align to strategy and driving expansion of book of business based on Long Range Plan at 10% revenue/EBIT year over year. Further develop C-Suite level executive relationships in our top strategic payer accounts. Success will be measured by customer and revenue retention and assistance with sales in revenue growth within the portfolio. Key is having an accomplished leader who has a strong consulting bend, builds and maintains trusted executive relationships based on a proven track record of delivering value to customers.Position Description Key Responsibilities
Strategic account planning, retention and growth – accountable for defining and owning strategic account planning and deployment across the entire range of Software and Analytics’s products and services in the payer channel, ensuring that we are meeting customer’s needs and expectations to include:
Responsible for retaining and growing $xxM book of payer business 10% year over year by developing consultative relationships with C-suite customer executives resulting in partnership roadmaps
Driving expansion of assigned accounts based on the financials contained in the three year Long Range Plan Single point of contact responsible for specific internal and external oversight of payer market channel for all Software & Analytic products and solutions with retention and growth of the product lines as the primary objectives.
develop long-term relationships within the portfolio of assigned customers, connecting with key business executives and stakeholders within each customer.
analyze operations, organizational challenges, and identify growth and investment opportunities. build and foster relationships with strategic accounts in order to maximize sales and profitability across the account. Drive cooperation across Software and Analytics verticals and Change Healthcare shared services to ensure alignment on customer strategy and priorities. Drive action across internal sales and product teams to refine Change’s strategy for the customer and engage the customer in a coordinated, strategic way that results in increased opportunity, satisfaction and revenue. Identify and drive the strategic vision and partnership between the customer organization and Software and Analytics, ensuring alignment in expectations for the product/service
Develop and drive internal and external customer strategy for growth, retention and satisfaction including all internal and external stakeholders Introduce and cultivate multiple levels of relationship with the client (high and wide)
Drive reference-ability in customer base and ensure customer readiness for renewals and work with Sales to bring renewals to closure
developing a shared vision for how the product will be used, proactively mitigating potential issues that could hamper success, and ensuring that the appropriate Software and Analytics resources are working to resolve these issues Serves as point of escalation (single point of contact) for client and internally. Serves as the Executive Sponsor and leverages SLT executives and others as appropriate.
Identify and create opportunities for cross-selling new products across Software and Analytics, selling add-on services and working with the sales team to identify opportunities and drive them to closure/assist to close
QualificationsMinimum Requirements12+ years customer service experience including 10+ years managerial experience, depending on area of assignment may be required to have relevant healthcare/insurance experienceCritical Skills• 10+ years of experience in Key account management and consultative selling principles, in technology business, healthcare or provider networks, with a proven ability in to achieve sales target achievements. • A strong history of revenue retention and growth with experience presenting technology solutions, systems and services to accounts • At least 5 years of value based consulting in a market/customer facing role • Ability to demonstrate thought leadership in Healthcare across multiple channels and become a trusted advisor to senior technical and business decision makers. • Expertise in the healthcare sector. • Understanding of complex sales cycles at strategic level and knowledgeable about the Technology/Software & Provider Networks • Adaptive, collaborative, expedient and driven with a deep product knowledge • Customer centric with the ability to adjust plans and actions to meet changing market and/or customer needs • Ability to develop and deploy the strategy that drives customer partnership, revenue growth and retention. • Candidates need to possess the ability to impact and influence customers and partners with a high degree of autonomy, energy, flexibility and the drive to create real and measurable business results Additional Knowledge & SkillsAdvanced knowledge of customer service policies, practices and systemsEducation4-year degree in business or related field or equivalent experiencePhysical RequirementsGeneral Office DemandsBenefits & Company StatementChange Healthcare is one of the largest, independent healthcare technology companies in the United States. We are a key catalyst of a value-based healthcare system – working alongside our customers and partners to accelerate the journey towards improved lives and healthier communities. We provide software and analytics, network solutions and technology-enabled services that help our customers obtain actionable insights, exchange mission-critical information, control costs, optimize revenue opportunities, increase cash flow and effectively navigate the shift to value-based healthcare. Our solutions enable improved efficiencies and insights for all major stakeholders across the healthcare system, including commercial and governmental payers, employers, hospitals, physicians and other providers, laboratories and consumers. Change Healthcare is an equal opportunity and affirmative action employer – minorities/females/veterans/persons with disabilities. Qualified applicants will not be disqualified from consideration for employment based upon criminal history. Agency StatementNo agencies please.Category: Customer Care