Vice President, Sales Executive - Health Plan Focus
Deloitte is seeking a top-performing Health Plan Sector sales professional focused on finding and growing net-new Health Plan Sector clients (broadly defined as Health Insurers, "Blues" Plans, Regional Health Plans, and Provider Sponsored Plan consulting clients). This is an Executive-level sales role that supports the Healthcare Sector Leader and Health Plan Sales Leader. The role demands an experienced hunter-entrepreneur, with significant C- Level relationships and deep understanding of today's Healthcare industry, along with Health Plan sector issues and their strategic implications to potential clients across specific market segments.
Candidates should have a demonstrated track record of growing existing accounts, as well as building relationships and driving net-new business at green-field accounts. Deep industry expertise is required, as well as experience across the Health Plan value chain, including the following business areas: Sales & Marketing, Enrollment & Billing, Claims, Service Operations, Care Management, Provider Network Management, Core Administration Technology, and Enterprise Technology. In addition, knowledge of areas such as Digital Transformation, Data Modernization & AI, Application Modernization and Cloud Modernization/Migration since they are inherent in the major business and offering capability areas of Deloitte Consulting.
The role has a national scope with a focus across offering portfolios and clients.
The Team
The Healthcare Sales team supports Deloitte's businesses in identifying, qualifying and closing sales opportunities. Working hand-in-hand with Partners, Principals and Managing Directors, these sales executives focus their highly skilled efforts in developing relationships with qualified targets and decision makers to uncover opportunities, develop effective sales strategies, manage the pursuit process and act as a key advisor to the pursuit team throughout the sales process.
Work you'll do:
The Health Plan Sub-Sector Sales Executive is an individual contributor hunter-entrepreneur, responsible for securing new clients and driving incremental consulting revenue for services and solutions at the direction and in partnership with Firm Partners, Principals and Directors.
Develop strategic and tactical plans to meet or exceed individual and practice sales objectives
Partner with Deloitte leaders to add industry/sector expertise to technology pursuits in Health Plan accounts
Collaborate with Deloitte leadership to formulate and drive various go-to-market priority sales campaigns that create demand and generate incremental pipeline
Lead complex selling efforts that identify, qualify, cultivate and close new business from sales campaigns and the targeted list of client prospects.
Understand the industry/sector and competitive landscape then how to differentiate the Firm's offerings
Identify and influence key decision-makers at all levels within the client organization
Play a key role alongside pursuit leaders to: help frame Deloitte's differentiated value story; develop strategic win themes for proposals; and provide coaching and other professional sales support for client facing presentations.
Represent Deloitte by spending time in the field, and at conferences/policy forums in support of sales campaigns and practice goals
Maintain accurate and timely customer, pipeline, and forecast data working with Sales Operations team
Qualifications:
Prior success in a substantially similar role, enterprise sales, consulting professional, or the equivalent of an existing experienced industry focused consulting sales professional selling $1M+ deals.
Recent track record of delivering multi-million incremental sales per annum
10+ years of experience selling professional services into complex Health Plan clients.
In-depth understanding of the Healthcare and Health Plan business, the marketplace for Consulting services, clients' business issues and range of competition.
Ability to develop and secure relationships with buyers, decision makers, influencers and other referral sources across a variety of health plan clients
Expertise in relationship building that increases account penetration and leads to increased revenue opportunities with new clients
Developing and utilizing pre-existing network of clients or contacts in the Health Plan marketplace
Success in working closely with service line leaders, partners, practitioners and other Sales Executives to develop strategies and tactics that drive targeting programs and campaigns that win new business
Leading or supporting sales operations, practice sales management and quarterly business review activities
Managing internal sales activities to ensure consistent approach to marketplace across geographies and industry groups
Supporting proposal development and make live oral presentations as needed that win new business
Ability to travel up to 50%, on average, based on the work you do and the clients and industries/sectors you serve
Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future.
The wage range for this role takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. At Deloitte, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case. A reasonable estimate of the current range is $175,300 - $322,900.
You may also be eligible to participate in a sales incentive program, whereby you may be eligible to receive certain incentive compensation amounts based on achievement of certain sales goals set forth each year, subject to the terms and conditions of any applicable program document.
Information for applicants with a need for accommodation: https://www2.deloitte.com/us/en/pages/careers/articles/join-deloitte-assistance-for-disabled-applicants.html
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All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability or protected veteran status, or any other legally protected basis, in accordance with applicable law.
