Head Of Market Access

Summary Description
Head of Market Access- key responsibility is driving new MCO (health plan) business through the Request for Proposal (RFP) process, Request for Information (RFI) process and retaining existing contracts through the rebid process. This position will develop an annual plan to create awareness of Secure and instill credibility with all MCOs and related entities in our addressable market. This will include "lobbying" with MCOs, building brand awareness, becoming known with all appropriate parties involved in RFPs for NEMT at the health plans. Tactics to do this may include but are not limited to direct outbound communication (mail, phone, email, text), social media, participating in association events, tradeshows, industry presentations, white papers, appearing in industry digital/print publications, marketing materials and other creative and innovative approaches. This position will develop strategic proposals and presentations in response to client RFPs, RFI's and requests.

Key Responsibilities
• Create an annual plan for MCO engagement with the goal of being invited to all NEMT RFPs in our addressable market annually.
• Create awareness for the company's services through client meetings, publications, speaking engagements, associations, conferences, marketing, lead generation/awareness activities, brand awareness, social media and other activities.
• Remain current in healthcare and transportation industries, including competitive trends and direction to anticipate new business challenges and possible changes in the marketplace.
• Has a keen understanding of Managed Care Organizations (MCOs), transportation, and the go to market strategy.
• Research prospective accounts in targeted markets, pursues leads and follows through to a successful MCO agreement.
• Effectively communicates our benefits and service offerings to potential MCO clients and agents related to MCOs.
• Ensures department milestones and goals are met and adheres to approved budgets.
• Leads the creation, completion, and submission of RFPs and RFIs by writing or outsourcing the completion of them.
• Reviews quotes and contracts with Finance to ensure accurate pricing for potential or rebid clients.
• Travel to various national and regional conferences and other industry events to build awareness of Secure's NEMT capabilities with key executives in Health Plans, as well as to meet prospects and customers.
• Helps identify, define and utilize marketing tools for effective communication to prospects and clients.
• Participate and/or joins appropriate associations.
• Maintains records of status of all Health Plans within Salesforce and reports to various departments accordingly.
• Creates customized MCO materials that clearly outline how our organization envisions operating each client's program and the value we will deliver.
• Responsible for the project management oversite of all PACE proposals from request for pricing through to signed contract. This will be done by closely aligning with PACE Sales Department and the Finance Department
• Responsibilities, duties, and work schedule may be changed from time to time as deemed appropriate by Company management.

Qualifications
• Minimum 10 years of health plan experience, ideally with MCOs.
• Significant experience directly generating leads for multi-million-dollar contracts, preferably with multi-year duration.
• Experience generating and closing service-based offerings that require a long consultative sales process (in some cases multiyear)
• Generating sales that are request-for-proposal (RFP) based is preferred.
• Deep connections and contacts with Medicare and Medicaid health plan executives and procurement managers.
• Understands how the RFP process works from the health plan standpoint to inform the best approach for Secure to get invited to RFPs when they are issued.
• Knowledgeable about the best and most credible ways to build awareness with executives and procurement managers within health plans.
• Expert in building relationships with various health plan channel partners.
• Demonstrated success in selling to and influencing senior health plan executives, including "C" Suite, and building a strong network of channel partnerships.
• Proven ability in building a robust database of health plans and their executives who will call Secure when an NEMT RFP is going to be issued.
• Ability to leverage current/prior customer relationships and contacts to build an engaged database of executives.
• Expertise and knowledge of solicitation RFP and RFI requirements and developing proposal management plans, schedules, assignments and delivery.
• Understanding of Federal, State, and local government procurements.
• Strong knowledge of benefit solutions, competitive landscape, and latest industry developments.
• A relentless tenacity to succeed, balanced with grace, flexibility, patience, and persistence.
• Exceptional presentation, communication written and oral, and interpersonal skills.
• Strong proficiency in MS Office, including Salesforce, video conferencing.
• Strong project management skills and high EQ.
• A strong values-based individual with an emphasis on integrity and collaboration.

Education
• Bachelor's degree required

Working Conditions
• Flexible Work Location - Home Office or Physical Office in Cerritos, CA
• Travel required, up to 25% of time.
• Workdays are typically Monday through Friday.

Physical Requirements
• Sitting/standing for prolonged periods of time.
• Lifting to 40 lbs. and assembly of printed and promotional materials may be required.
• Position requires extensive computer work, phone work, as well as sitting, standing and grasping.

Secure Transportation is an Affirmative Action/EEO employer.