Job details
Job type full-time
Full job description
Overview
Exl (nasdaq: exls) is a leading operations management and analytics company that designs and enables agile, customer-centric operating models to help clients improve their revenue growth and profitabilityOur delivery model provides market-leading business outcomes using exl’s proprietary business exlerator framework™, cutting-edge analytics, digital transformation and domain expertiseAt exl, we look deeper to help companies improve global operations, enhance data-driven insights, increase customer satisfaction, and manage risk and complianceExl serves the insurance, healthcare, banking and financial services, utilities, travel, transportation and logistics industriesHeadquartered in new york, new york, exl has more than 32,000 professionals in locations throughout the united states, europe, asia (primarily india and philippines), south america, australia and south africaFor more information, visit www.exlservice.com.
Exl health is seeking an savp of account management for our expanding sales team
Reporting to the vp of strategic accounts, the savp is charged with maintaining and generating new business opportunities within an existing account portfolio of mid-market health payer clients, including the bluesThis individual is responsible for strengthening the existing relationships while also positioning the full range of exl health’s capabilities in payments, clinical, data & analytics and pharmacy verticals, mapped to the clients’ strategic objectives, to expand revenue within the assigned portfolio of payer accountsA consultative approach is necessary in which the savp is able to understand the key drivers of each client stakeholder, develop an efficient strategy for presenting the value proposition that ultimately expands upon the overall value delivered and further strengthens the partnershipPosition is an individual contributor role and requires deep understanding of the healthcare payer market, healthcare data and analytics and clinical services—clinical experience is a plus.
Scope of responsibilities
Manage key clients and work with operations and general managers to deliver on annual revenue and gross margin goals and ensure client satisfaction by fostering and building deep partnerships with clients that result in growth of existing products and services and cross selling of additional offerings
Account expansion:
Invests time in developing a deep understanding of the client’s strategy and critical business challenges and maps this to a detailed account plan to expand existing services
Identifiesopportunitiesforgrowththroughincreasedpenetrationofexistingandnewproductofferings,competitivedisplacementandprocess improvement within portfolio
Meets or exceeds assigned revenue targets; achieves budgeted revenue and gross margins goals for the business
Employs a highly disciplined approach to managing end-to-end sales process and pipeline within salesforce crm
Account maintenance:
Primary liaison with the key business sponsors at mid-market/blues clients, develop and maintain key relationships, discern key strategic goals and plans of clients, and be the voice of the customer within exl
Set up and run, together with operations, regular monthly and quarterly business reviews with clients
Develop and expand relationships within clients, to understand client pain points, needs, goals and strategic vision
Performance – ensure creation of and monitor monthly/quarterly published metrics, slas, and kpis, discuss any deviances / concerns with internal areas (gms / operations / it / engagement management / compliance) and escalate internally as needed, communicate any resulting issues to client
Handle, with general counsel, amendments to sows for changes in business terms
Internally:
Identify, partner with, and cultivate relationships with stakeholders across functions and levels, including product team, general managers, solutions and front-office leadership team, to form a strong, mutually supportive, efficient, and effective business teamBring customer needs to gms and product team, to encourage development of offerings that are relevant to and needed by the market.
Externally:
Establish, build, and maintain strong relationships with all client stakeholders, from day-to-day procurement to c-suite, and develop and execute on account plans to ensure growth in accounts to meet goals for revenue and gross margin.
Performance & success metric
Solution focused(not product focused)individual with a ability to leverage expertise with questions
Ability to define a value proposition to the client in away that enables the client to visualize working with exl to improve business performance, solve a problem or satisfy a critical business needs
Experience in consulting at the executive level, including conducting client needs assessments and linking supplier capabilities to business needs
Establish pipeline of key sales opportunities within defined portfolio
Incremental, multi-year profitable revenue growth within defined markets
Candidate qualifications
At least 10 years of experience in sales within the healthcare industry, with a history of execution and overachieving sales targets, preferably with mid-market health payers
Proven experience executing large, complex deals through the sales cycle into a variety of healthcare stakeholders, including large complex payer organizations.
Deep understanding of payments, clinical operations, analytics and digital operations.
Strong understanding of current healthcare economics principles and cost drivers, and fluent with the changing landscape of healthcare delivery, reimbursement, and policies that influence value-based care.
Ability to change course quickly when needed and willingness to do what it takes to get the job done
Bachelor’s degree from an accredited institution, graduate degree preferred
No relocation required; ability to travel
Role is base compensation plus annual bonus; additional details will be shared with the candidate as part of the interview process
What we offer:
Exl analytics offers an exciting, fast-paced and innovative environment, which brings together a group of sharp and entrepreneurial professionals who are eager to influence business decisionsFrom your very first day, you get an opportunity to work closely with highly experienced, world-class analytics consultants.
You can expect to learn many aspects of businesses that our clients engage inYou will also learn effective teamwork and time-management skills - key aspects for personal and professional growth.
Analytics requires different skill sets at different levels within the organizationAt exl analytics, we invest heavily in training you in all aspects of analytics, as well as in leading analytical tools and techniques.
We provide guidance/coaching to every employee through our mentoring program wherein every junior level employee is assigned a senior level professional as advisors.
The sky is the limit for our team membersThe unique experiences gathered at exl analytics sets the stage for further growth and development in our company and beyond.
Eeo/minorities/females/vets/disabilities
Eeo/minorities/females/vets/disabilities
Please be aware that exl requires all employees to be vaccinated for covid-19This position will require the successful candidate to obtain and show proof of a vaccinationExl is an equal opportunity employer, and will provide reasonable accommodation to those individuals who are unable to be vaccinated consistent with federal, state, and local law.
