Director, Payer Development

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.

About the Role

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. The Director of Payor Development (DPD) is responsible for establishing, maintaining, and improving Payor access for Enovis products while driving the business of our largest Payor accounts in a medium- to large-size region to achieve budgeted sales and manage profitable growth.

Responsibilities

• Manage business development, account development, customer satisfaction, client relationships, and overall account strategies.
• Achieve budgeted sales of assigned accounts.
• Partner with Account Executives and functional team leaders to expand business within an assigned territory.
• Capitalize on industry knowledge, product knowledge, coverage, and contacts to uncover business opportunities.
• Articulate sales and solutions in terms of ROI to the customer.
• Develop a vision and account strategy for long-term profitable growth, consistent with the long-range plans of the business.
• Assess competitive price position ensuring Enovis products are competitively priced to maximize sales and profitability within accounts and competitors, consistent with brand positioning.
• Identify, evaluate, plan, and champion ongoing cost reduction initiatives.
• Profile 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.
• Identify opportunities to expand Enovis’ penetration into existing accounts for additional services and ways for Enovis to add value to the customer.
• Lead the development and negotiation of Payor contracts across assigned accounts, as applicable.
• Liaise with Marketing to provide strategic insight on pricing and contracting initiatives.
• Participate and lead cross-functional teams to accomplish sales and profit objectives.
• Effectively support all other applicable functional teams on specific Payor customers’ coverage policies and coverage status.
• Identify competitive threats and develop response strategies to ensure optimal Payor access for products.
• Create customer proposals that include project scope, approach, and pricing.
• Collaborate with Service Leaders and other P&L Leaders to ensure proposal content is effective and complete.
• Monitor ongoing projects within the customer's organization.
• Participate in major quality reviews of Enovis projects.

Relationship Building

• Manage Executive Level (C-Suite) relationships and negotiate high-risk solutions.
• Develop ongoing relationships with targeted accounts/territory with customer executives to ensure Enovis is considered a strategic business advisor to the customer's organization.
• Establish yourself as a trusted business advisor to the customer's organization.
• Work with new and existing accounts to establish and maintain customer relationships and secure volume.
• Ensure client satisfaction and address concerns and/or issues promptly.
• Coordinate and communicate with leaders and Senior Management on a regular basis.

Compliance

• Compliantly engage Medical Affairs resources to support optimal product access across assigned region/accounts.
• Maintain 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.
• Demonstrate 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.
• Adhere 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.
• Treat Protected Health Information (PHI) with the strictest confidentiality in accordance with HIPAA standards.
• Acquire a basic understanding of the field to include regulatory compliance issues and adhere to these guidelines.
• Perform other duties as assigned.

Requirements

• Minimum of 15 years of experience working in a healthcare-related field.
• Experience negotiating pricing and contracts directly with Payors.
• History of achieving sales quotas and expanding customer relationships.
• Experience presenting to and calling on executive level (C-Suite) call points.
• Demonstrated success in working with Payors.
• 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.

Travel Requirements

• 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.

Desired Characteristics

• Negotiation/Influence
• Risk Taking/Judgment
• Technical Skills
• Quality Management
• Analytical Skills
• Business Acumen
• Initiative
• Industry Knowledge
• Financial Management
• Strategic Thinking

Benefits

• 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

Currently, Enovis does not provide sponsorship for employment visas (e.g., H-1B) and will not offer such sponsorship in the future. Applicants must already have full-time work authorization in the United States, both now and in the future, without requiring sponsorship.