Vice President, Healthcare Solutions Sales (New Logo)

EXL Health is seeking a VP Healthcare Payer Sales to expand the Healthcare market.  The ideal candidate is a strong hunter, who knows the healthcare payor market, has experience selling services (Contact Center, Care Management, Payment Integrity, Data and/or AI services).

This position will be responsible to develop and execute sales strategies focused on expanding our business. This individual will engage directly with clients and prospects seeking to leverage best in class analytics and digital capabilities. Individual will work collaboratively with Account Managers/Client Executives to establish and execute a targeted sales plan. The VP will share market feedback and industry experience with business leaders to help continue to advance our capabilities. This role is responsible for achieving an assigned annual revenue quota by actively selling our capabilities.

Key responsibilities:

• Prospect – identify and develop relationships with existing clients and target prospects who are responsible for payment integrity practice; working in collaboration with AMCEs and sales hunters
• Lead sales discussions with clients and prospects on our capabilities and the value we can generate for their business
• Lead 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 team to propose and win new business
• Timely forecasting, internal reporting (call reports, weekly work plans, and monthly results)

The daily activities include:

• Target existing clients and prospects to expand our payer business
• Develop specific payer sales plans for addressable targets, working collaboratively with AMCE and sales hunter
• Translate clients’ strategic requirements into EXL-enabled solutions to improve their business results
• Work with internal SMEs to achieve better results and forge close working relationships and alliances in order to get things done for the client
• Be able to handle multiple opportunities
• 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
• Seek to provide an appropriate solution by understanding what the customer is trying to accomplish
• Change the sales approach or solution to accommodate the customer versus force fit 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 and/or operations issues in a timely manner for new clients
• Collaborate with other CEs, Delivery Leaders and EXL Leaders to grow the Payment Services portfolio
• Participate in client visits, industry events, trade shows, conferences and/or other marketing events as necessary.
• Effectively and proactively managed client’s expectations, built deep client partnerships, and developed excellent communication and executive presence to connect at all levels in the organization.
• Experience in mining long term complex multimillion dollar accounts, services or solutions
• Strong consultative sales process and operations skills (pipeline management, forecasting, budgeting, etc.)
• 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