Vice President Healthcare Solutions Sales (New Logo)

About the Company

EXL Health leverages Human Ingenuity and domain expertise to help clients improve outcomes, optimize revenue, and maximize profitability across the healthcare ecosystem. Technology, data, and analytics are at the heart of our solutions. We collaborate closely with clients to transform how care is delivered, managed, and paid. With data on more than 260 million lives, we work with hundreds of organizations across the healthcare ecosystem.

We help payers improve member care quality and network performance, manage population risk, and optimize revenue while decreasing administrative waste and reducing health claim expenditures. We help Pharmacy Benefit Managers (PBMs) manage member drug benefits and reduce drug spending while maintaining quality. We help provider organizations proactively manage risk, improve outcomes, and optimize network performance. We provide Life Sciences companies with enriched data, insights through advanced analytics, and data visualization tools to get the right treatment to the right patient at the right time.

About the Role

EXL Health is seeking a VP Payer Sales hunter to expand the Healthcare market. This position will be responsible for developing and executing sales strategies focused on expanding our business. The ideal candidate is a strong hunter with experience in the healthcare payer market, selling services such as Contact Center, Care Management, Payment Integrity, and Data and AI services. This individual will engage directly with clients and prospects to leverage best-in-class analytics and digital capabilities, working collaboratively with Account Managers and Client Executives to establish and execute a targeted sales plan.

Responsibilities

• Prospect – identify and develop relationships with existing clients and target prospects responsible for payment integrity practice, collaborating with AMCEs and sales hunters.
• Lead sales discussions with clients and prospects on our capabilities and the value we can generate for their business.
• Conduct discovery sessions and qualify sales opportunities.
• Adjust content of sales presentations and demonstrate as required.
• Understand and demonstrate how our payer solutions and services can help clients achieve their goals.
• Give sales presentations both live and virtually.
• Develop sales proposals closely supported by the wider solutions team.
• Collaborate with the team to propose and win new business.
• Provide timely forecasting and internal reporting (call reports, weekly work plans, and monthly results).
• Utilize and update Sales Force in a timely manner.
• Target existing clients and prospects to expand our payer business.
• Develop specific payer sales plans for addressable targets, working collaboratively with AMCE and sales hunters.
• Translate clients’ strategic requirements into EXL-enabled solutions to improve their business results.
• Work with internal teams to achieve better results and forge close working relationships and alliances.
• Handle multiple opportunities and position EXL as a strategic partner, trusted advisor, and value-creator to clients.
• Demonstrate patience and a willingness to repeat or reinforce ideas and information until the customer understands.
• Provide appropriate solutions by understanding what the customer is trying to accomplish.
• Adapt the sales approach or solution to accommodate the customer rather than force-fitting the customer to an existing model.
• Understand the financial impact of developments on the industry and company.
• Orchestrate EXL’s services into solutions that meet client’s business objectives while delivering measurable results.
• Work closely with Delivery teams to meet and exceed client expectations and resolve relationship or operations issues in a timely manner for new clients.
• Collaborate with other Client Executives, Delivery Leaders, and EXL Leaders to grow the payment integrity portfolio.
• Participate in client visits, industry events, trade shows, conferences, and other marketing events as necessary.
• Effectively and proactively manage client expectations, build deep client partnerships, and develop excellent communication and executive presence.

Requirements

• Demonstrated experience and competency in selling payer solutions/services within the healthcare market.
• Consultative approach throughout the client sales process.
• Articulate in internal communication (written and verbal).
• Ability to work with multiple stakeholders.
• Strong persuasive and leadership skills.
• Industry-focused approach with relationship management expertise.
• Dedicated to achieving business results and acting as a thought-leader.
• Experience in mining long-term, complex multimillion-dollar accounts, services, or solutions.
• Ability to communicate confidently and effectively at the C-level to build meaningful internal and external relationships.
• Broad functional knowledge within the sector and ability to connect with a variety of executive-level stakeholders on their specific pain points.
• Strong consultative sales process and operations skills (pipeline management, forecasting, budgeting, etc.).
• Strategically minded with the ability to create a consultative and solution-minded sales environment.
• Forward and innovative thinker constantly focused on shaping the organization to meet and anticipate both near and long-term business issues.
• Demonstrated ability to work in a multicultural, global environment.

Qualifications

• Bachelor’s degree from an accredited institution; graduate degree a plus.
• 7+ years of experience in solution-consultative sales.
• 7+ years of experience in the Payer and/or Provider (Health Insurance) industry.