Sr Director, Business Development - Health Plan Channel Sales
Accolade

Job Info

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About Accolade
Accolade (Nasdaq: ACCD) provides millions of people and their families with an exceptional healthcare experience that is personal, data driven and value based to help every person live their healthiest life. Accolade solutions combine virtual primary care, mental health support and expert medical opinion services with intelligent technology and best-in-class care navigation. Accolade's Personalized Healthcare approach puts humanity back in healthcare by building relationships that connect people and their families to the right care at the right time to improve outcomes, lower costs and deliver consumer satisfaction. Accolade consistently receives consumer satisfaction ratings over 90%. For more information, visit accolade.com.

Role overview

The Director of Business Development reporting to Vice President, Business Development and Strategic Partnerships is responsible for driving ASO client sales growth in existing Health Plan & Enterprise Channel relationships. This individual contributor will establish and implement a playbook for optimizing growth of employer contracts sold through their assigned Health Plans and/or other channel partnerships. Will guide, teach and assist Health Plan representatives to drive growth from new employer contracts through these relationships.

A day in the life...

• Develop and execute the strategy and playbook for driving new employer "unit" sales growth through assigned health plan and channel partnerships that collectively achieve $4 million in ARR growth per year.
• Build and maintain relationships with Sales leaders across your assigned Health Plan (HP)
• Train HP sales and account managers on how to present and close solutions
• Create weekly pipeline reports and maintain up to date sales forecasts in salesforce
• Assist with proposals and presentations, assuring messaging is consistent and strong
• Be the Subject Matter and Sales Expert called on by the assigned HP sales team to demonstrate value and close the sale
• Actively lead sales process for employer "unit" sales within Health Plan/Channel relationships coordinating all necessary parties (legal, finance, AMT); coordinate finalist prep with HP AMT, attend meeting alongside HP AMT, execute contract, hand-off to implementation
• Effectively leverages Accolade executives, the pre-sales team and services staff to support customer presentations
• Solicits product and market feedback from customers, prospects and partners. Communicates this feedback to sales leadership, marketing and the product development team (feature requests, market trends, competition intelligence, new opportunities)
• Complies with all corporate policies and completes all administrative tasks on time
• Leverages the sales milestone process to ensure accuracy with monthly, quarterly and annual forecasts
• Develops a pipeline of new sales opportunities in alignment with objectives that are established annually
• Develops and maintains an effective sales and market penetration plan for assigned territory

What we are looking for...

• A sales strategy guru with a passion for innovating and delivering effective sales and channel strategies to drive profitable growth. Your expertise includes a wide range of go-to-market skills, including: customer economics and segmentation, growth strategy, market analysis, sales effectiveness, channel program design, sales talent and coverage, sales forecasting & planning, and sales analytics.
• You consider yourself an expert at establishing and nurturing client relationships and are equally capable of applying those interpersonal skills to develop and maximize the talents of your team members. These skills enable you to deliver on a wide range of engagements that help your clients set and achieve their strategic and operational objectives.
• The ideal candidate is respected in the employee benefits industry and has a proven track record of building strategic relationships and driving growth, establishing credibility, and creating real business value. The candidate will have at least 7 years of health plan experience and a proven track record of relationship building, collaboration and thought leadership solutioning with Health Plan clinical thought leaders. The candidate must be creative, dynamic, assertive and above all have demonstrated the ability to drive growth in new and existing markets.
• The candidate must be able to articulate the value of 2nd.MD and Accolade's capabilities in the healthcare ecosystem and serve as a thought leader around personalized healthcare and connected virtual care delivery.
• The successful candidate must be a skilled relationship developer with strategic skills to influence the decision-making process and must feel comfortable operating with the c-suite.
• The candidate will embody a sense of urgence and employ an entrepreneurial spirit and passionately represent Accolade's mission of everyone living their healthiest life.

Benefits

• Comprehensive medical, dental, vision, life, and disability benefits, including access to Accolade Advocacy, Accolade Care, and Accolade EMO.
  
• HDHP medical plan with generous employer contributions towards an HSA
  
• 401(k) Retirement Plan with matching employer contributions
  
• Open Time Off
  
• Generous Holiday Schedule + 5 floating holidays
  
• 18 weeks of paid parental leave
  
• Subsidized commuter benefits programs
  
• Virtual access to coaching, self-care activities, and video-based therapy and psychiatry through Ginger
  
• 1 Volunteer days per year
  
• Employee Stock Purchase Plan (ESPP) w/ employee discount
  

We strongly encourage you to be vaccinated against COVID-19.

What is important to us...

Creating an enduring company that is hyper-focused on our culture and making a meaningful impact in the lives of our employees, members and customers. The secret to our success is:

We find joy and purpose in serving others
Making a difference in our members' and customers' lives is what we do. Even when it's hard, we do the right thing for the right reasons.

We are strong individually and together, we're powerful
Trusting in our colleagues and embracing their different backgrounds and experiences enable us to solve tough problems in creative ways, having fun along the way.

We roll up our sleeves and get stuff done
Results motivate us. And we aren't afraid of the hard work or tough decisions needed to get us there.

We're boldly and relentlessly reinventing healthcare
We're curious and act big -- not afraid to knock down barriers or take calculated risks to change the world, one person at a time.

Accolade is committed to being a company that embraces a hybrid work environment where employees can enjoy the best of both worlds - the flexibility to work from home and the opportunity to have a common place to connect, collaborate, and innovate with others in-person. Our hybrid work model requires that employees who live within 40 miles of an Accolade office are required to be in the office for at least two days during the work week. Accolade will provide reasonable accommodation to qualified employees with disabilities or for a sincerely held religious belief.

Accolade is an Equal Opportunity and Affirmative Action Employer committed to advancing an inclusive environment for all qualified applicants and employees. We provide employment opportunities, without regard, to any legally protected status in accordance with applicable laws in the US. We are committed to help ensure you have a comfortable and positive interview experience.

Accolade, Inc., PlushCare, Inc., and Accolade 2ndMD LLC will never ask you to pay to get a job. Anyone who does this is a scammer. Further, we will never send you a check and ask you to send on part of the money or buy gift cards with it. These are also scams. If you see or lose money to a job scam, report it to the Federal Trade Commission at ReportFraud.ftc.gov. You can also report it to your state attorney general.

To review our policy around data use, visit our Accolade Privacy Policy Page. All your information will be kept confidential according to EEO guidelines.

Accolade

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