VP, Business Development & Strategic Growth- Health Plans at Accolade in Seattle, Washington

Job Description:

About Accolade

Accolade (Nasdaq: ACCD) provides millions of people and their families with an exceptional healthcare experience that is personal, data driven and value based to help every person live their healthiest life. Accolade solutions combine virtual primary care, mental health support and expert medical opinion services with intelligent technology and best-in-class care navigation. Accolade's Personalized Healthcare approach puts humanity back in healthcare by building relationships that connect people and their families to the right care at the right time to improve outcomes, lower costs and deliver consumer satisfaction. Accolade consistently receives consumer satisfaction ratings over 90%. For more information, visit accolade.com.



Role overview



The Vice President, Business Development & Strategic Growth reporting to the Executive Vice President and General Manager, Health Plan & Enterprise Channel Partnerships is responsible for building new health plan partnerships and creating ARR block of business growth within existing health plan partnerships. This leader will establish and implement a playbook for optimizing growth of new Health Plan partnerships and work collaboratively within Accolade to develop Capabilities as a Service solution. Partnerships will be developed with Health Plans and other channel partnerships including TPA's and the Health Insurance Exchanges. The Vice President will lead a business development team and be responsible for overseeing $20+ million in ARR growth through these relationships.



A day in the life...



• Develop and execute the strategy and playbook for driving new health plan partnership sales growth that collectively achieve $20+ million in ARR growth per year.


• Manage a team of business development professionals who will be accountable for $5-6 million in ARR sales targets per year depending on the total addressable market within the HP/channel relationship. This team will also be responsible for brining on 1-2 new reseller partnerships each year including EMO, Care and Advocacy.


• The Vice President of Business Development & Strategic Partnerships will work in partnership with the Senior Director of Health Plan Partnerships and Marketing to create a sustainable and scalable process within each health plan/channel relationship that facilitates sales to employers through these relationships of all Accolade solutions represented in the MSA and statement of work.


• The Vice President will work with their team to identify blocks of business within the health plan to drive ARR growth including fully insured, Medicare Advantage, Individual and Family Plan populations.


• The Vice President will work collaboratively with Solutions Management and Solutions Marketing as well as Engineering and Product to develop a Capabilities as a Service solution in partnership with Salesforce.


• Maintain executive relationships with Sales leaders across HP/Reseller


• Review and set targets with HP sales team members within their unique regions/territories/ BOBs


• Train HP sales team on how to present and close solutions


• Review weekly pipeline reports and maintain up to date sales forecasts in salesforce


• Assist with proposals and presentations, assuring messaging is consistent and strong


• Be the Subject Matter and Sales Expert called on by sales team to demonstrate value and close the sale


• Work closely with the Health Plan Unit Sales team who are responsible for selling employers through our health plan partnerships.


• Working Closely with the Solutions Management, Solutions Marketing and Senior Director of Health Plan Partnerships, to influence go to market strategy, providing feedback from the field.


• Responsible for coordinating with the Client Operations and Client Success team in overseeing sales contracting and implementation and including Client Success in the sales process to ensure clients are implemented and onboarded successfully



What we are looking for...



• The candidate must have at least 10 years of health plan sales experience selling complex solutions and a proven track record of relationship building, collaboration and thought leadership solutioning with Health Plan clinical thought leaders.


• The ideal candidate is respected in the employee benefits industry and has a proven track record of building strategic relationships and driving growth, establishing credibility, and creating real business value.


• The candidate must be creative, dynamic, assertive and above all have demonstrated the ability to drive growth in new and existing markets.


• The candidate must be able to articulate the value of Accolade's capabilities in the healthcare ecosystem and serve as a thought leader around personalized healthcare and connected virtual care delivery.


• The successful candidate must be a skilled relationship developer with strategic skills to influence the decision-making process and must feel comfortable operating with the c-suite.


• The candidate will embody a sense of urgency and employ an entrepreneurial spirit and passionately represent Accolade's mission of everyone living their healthiest life.


• A sincere desire to drive our organization to greater levels of success.


• Comfortable dealing with and managing in a fluid, fast-paced environment


• Communicates optimism and confidence in the future direction of our company.


• Strong business acumen must be balanced with the highest ethical standards that naturally convey the importance of personal integrity



Benefits

• Comprehensive medical, dental, vision, life, and disability benefits, including access to Accolade Advocacy, Accolade Care, and Accolade EMO.
  
  


• HDHP medical plan with generous employer contributions towards an HSA
  
  


• 401(k) Retirement Plan with matching employer contributions
  
  


• Open Time Off
  
  


• Generous Holiday Schedule + 5 floating holidays
  
  


• 18 weeks of paid parental leave
  
  


• Subsidized commuter benefits programs
  
  


• Virtual access to coaching, self-care activities, and video-based therapy and psychiatry through Ginger
  
  


• 1 Volunteer days per year
  
  


• Employee Stock Purchase Plan (ESPP) w/ employee discount
  
  

Our people are the Heart of Accolade


Together,we are building a great and enduring businessthat truly makes an impact. At Accolade, we are committed to building aworkplace where all can grow and thrive.We do this by living our core values:



Member Obsessed


For everything we do, we ask ourselves: Is this going to make our member's life measurably better?



Be Fearless


We think differently. We do what's never been done. We are reinventing healthcare every step of the way.



Stronger Together


We honor the differences among one another and know that our unique perspectives drive us forward.



Genuine Care


We care deeply about the human beings we work with and serve. We have each other's back.



Embrace Reality


We bring the data, tell the truth, and trust each other.



Relentless Execution


We operate with a bias for action. Take initiative, move fast & have fun.


Accolade is committed to being a company that embraces a hybrid work environment where employees can enjoy the best of both worlds - the flexibility to work from home and the opportunity to have a common place to connect, collaborate, and innovate with others in-person. Our hybrid work model requires that employees who live within 40 miles of an Accolade office are required to be in the office for at least two days during the work week. Accolade will provide reasonable accommodation to qualified employees with disabilities or for a sincerely held religious belief.


Accolade is an Equal Opportunity and Affirmative Action Employer committed to advancing an inclusive environment for all qualified applicants and employees. We provide employment opportunities, without regard, to any legally protected status in accordance with applicable laws in the US. We are committed to help ensure you have a comfortable and positive interview experience.


Accolade, Inc., PlushCare, Inc., and Accolade 2ndMD LLC will never ask you to pay to get a job. Anyone who does this is a scammer. Further, we will never send you a check and ask you to send on part of the money or buy gift cards with it. These are also scams. If you see or lose money to a job scam, report it to the Federal Trade Commission at ReportFraud.ftc.gov. You can also report it to your state attorney general.


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