Vice President Account Management

EXL Health is seeking a VP Account Management for our expanding EXL Health Sales and Account Management team.

EXL (NASDAQ: EXLS) is a leading business process solutions company that looks deeper to drive business impact through integrated services and industry knowledge. EXL provides operations management, decision analytics and technology platforms to organizations in insurance, healthcare, banking and financial services, utilities, travel, transportation, and logistics.

Please visit www.exlservice.comfor more information about EXL Analytics.

Responsibilities:

• Manage key clients and work with Operations and Service Line General Managers to deliver target, annual revenue goals and ensure client satisfaction by creating partnership with clients that results in growth of existing services and cross selling of additional products and services
• Primary liaison with the Key business sponsors at clients, develop and maintain key relationships, discern key strategic goals and plans of clients, act as gatekeeper to clients, be the voice of the clients within EXL
• Provide leadership to account managers and operations leaders as they navigate the account relationships
• Account Maintenance
• Set up and run regular Monthly and Quarterly Business Review meetings with clients
• Work with other internal groups as needed to prepare material for all such regular meetings
• Keep key business leaders at clients informed of high level progress and challenges as appropriate
• When appropriate, assist in bringing in strategic perspective and client business leaders to resolve tactical roadblocks to success
• Work closely with Operations for these key clients to ensure overall client health and satisfaction
• Performance – Ensure creation of and monitor monthly/quarterly published metrics, discuss any deviances / concerns with internal areas (GMs / Operations / IT / Engagement Management / Compliance) and escalate internally as needed, communicate any resulting issues to client
• Add strategic perspective to process to ensure tactical issues do not impact performance or client satisfaction
• Be available for all escalations from clients – then communicate them to internal groups, such as GMs / Operations / IT / Compliance
• Handle, with General Counsel, amendments to SOWs for changes in business terms
• Account expansion:
• Solutioning - Understand pain points for the client and map relevant products, services and solutions to those, including working with EXL’s Product, Service and Solutioning areas to develop customized solutions as appropriate; Lead the effort along with Solutioning and/or SMEs from the various business units to deliver the appropriate offerings and the right value proposition to the client; Including negotiating business terms of SOWs covering such offerings.
• Work with current contacts to look for opportunities to expand current services, both in existing areas of client as well as others
• Work with Sales to expand / up-sell programs to client - this could be up-selling to the current client group and / or getting additional contacts within the client and delivering

Qualifications:

• At least 10 years’ experience in account management, in the healthcare industry preferred (e.g. payer, PBM and retail pharmacy)
• Proven track record of personally originating new opportunities within large, complex client organizations
• Experience in selling analytics, payments and/or BPO solutions to health plans and/or Providers
• Preferred experience in retail pharmacy operations or services
• Strong appreciation for various delivery models including analytics, software, and platform enabled services models
• Strong communication, presentation, and logical reasoning skills
• Ability to interact at all levels within a client including CXO level
• MBA and/or Advanced Degree strongly preferred

What we offer:

• EXL Health offers an exciting, fast paced and innovative environment, which brings together a group of sharp and entrepreneurial professionals who are eager to influence business decisions. From your very first day, you get an opportunity to work closely with highly experienced, world class Healthcare consultants.
• You can expect to learn many aspects of businesses that our clients engage in. You will also learn effective teamwork and time-management skills - key aspects for personal and professional growth
• We provide guidance/ coaching to every employee through our mentoring program wherein every junior level employee is assigned a senior level professional as advisors.
• Sky is the limit for our team members. The unique experiences gathered at EXL Health sets the stage for further growth and development in our company and beyond.