Remote Executive Account Manager - Health Plans

As the Executive Account Manager in Health Plans, your primary responsibility is to oversee the development and management of relationships with key clients in the Health Plans industry. This includes Gaps in Care Programs, Employer Sponsored Health Plans, Employee Benefits, Government Relations, Health Equity and Social Determinants of Health (SDOH). This includes working with stakeholders of the business to ensure the growth and maintenance of our relationships with channel partners focused on Health Plans for remote Gaps in Care programs, Employer Sponsored Health Plans, and SDOH testing solutions.
To be successful in this role, you will need a strong understanding of Payer Relations, Gaps in Care programs, SDOH, and government relations and how they impact our customers and their constituents. You should also be a results-driven individual who is highly organized, possesses strong analytical skills, and is able to manage multiple projects and priorities simultaneously.

Essential Duties and Responsibilities:

• Focuses on customers in MTL’s Health Plans and Employer Enterprise vertical.
• Develops and maintains strong relationships with key decision-makers at Health Plans and/or with health plan channel partners.
• Understands Health Plans goals and objectives and works with internal teams to ensure alignment.
• Collaborates with internal teams, especially our Payer Relations & Coding teams, to identify and resolve customer issues, provide insights, and be a conduit for customer success.
• Conducts regular meetings with clients to understand their strategy, provide inputs into forecasting models, identify opportunities for growth, and resolve any re-occurring issues that may arise.
• Develops and maintains deep understanding of the Health Plan industry and emerging trends, as well as the competitive landscape.
• Builds and maintains relationships with key stakeholders in the industry, including thought leaders, influencers, and industry associations.
• Ensures that client needs are met and that service levels are always maintained.
• Manages and reports on key performance metrics, including client satisfaction, revenue growth, and account retention.
• Meets or exceeds quarterly and annual sales targets as assigned.
• Stays up to date on industry regulations and compliance requirements.
• Conducts quarterly business review (QBR) with all assigned clients to align on goals, uncover opportunities for growth, review quarterly outcomes and remain abreast of which key personnel responsible for account maintenance & growth is.
• Multithreads within existing customer accounts to be viewed as an integral part of their teams, understand the decision-making process, and ensure that we are aware when key personnel transitions occur.
• Forecasts and manages pipeline within expected accuracy and keep values/assumptions updated in Hubspot.
• Effectively adopts existing sales processes and tools in daily activities (Hubspot, LIS, MS Teams, etc.) for logging of all communications and alignment of customer needs to appropriate departments for escalation and follow through.
• Maintains accurate and timely Hubspot records.
• Elevates customer voice and needs through regular feedback to your manager.
• Deliver key marketing, clinical and health economics messages to customers and customer groups as provided in sales training or through specific direction from an immediate supervisor, especially as it relates to SDOH, Health Equity, and gap closure.
• Manages expenses at or below budgeted levels monthly and always requests permission in advance on expenses above per-diem or other company guidelines.
• Complies in all respects with Company’s compliance program and participate in compliance training as often as requested by Company.
• Skills, Knowledge, Abilities:
• Mental Abilities and Skills Requirements-
• Advanced selling skills – value engagement methodology, prospecting, discovery, active listening, presentation skills, rapport building, objection handling, persistence, planning and organization.
• Demonstrate ability to understand sales pipeline.
• Demonstrate ability to identify KPI’s and customer objectives.
• Excellent active-listening skills and the ability to communicate effectively based on the needs of the customer.
• Ability to self-manage time and schedule in an environment with limited supervision with special focus to achieving goals and producing results.

Knowledge Needed-

• Knowledge and experience utilizing CRM tools.
• Knowledge and consistent adherence to compliance requirements for medical/life science products including, but not limited to, adhering to Stark and Anti-Kickback regulations.

Education and Certification:
Education/Experience Requirements-

• High school diploma is a minimum requirement. Bachelor of Science/Bachelor of Arts from an accredited institution preferred but not required. Strong consideration given to documented ability to grow existing customer base.
• Two (2) or more years of Account Management, Business Development or other applicable experience with Health Plans products and services/testing is strongly preferred but not required.
• 1-2 years of B2B sales experience and proficiency to multithread in accounts and exhibit consultative sales acumen strongly considered in conjunction with other commensurate skills, knowledge, cultural enhancement, and abilities.

REMOTE POSITIONS - Most work will be performed in away from the office in the employee’s home or in another remote work site. However, this position may require some traveling and working between locations. Travel up to 20%. Workweeks usually consist of 40 hours.

New employees are eligible for the following benefits effective 1st day of the month following a 30 day waiting period!
• Medical, dental, and vision benefits
• Company-paid life insurance and disability benefits, and EAP
Additional Perks:
• 4 weeks total of sick and vacation paid time off; and 7 paid holidays + 1 floating holiday for employees hired before June 30, then awarded every Jan 1.
• 401k Plan with Company Match
• Education Reimbursement

Disclaimer:

The above statements are intended to describe the general nature and level of work being performed by associates assigned to this classification. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed.

Molecular Testing Labs embrace diversity and is an Equal Opportunity Employer, and hire without regard to any individual's race, age, color, national origin, ancestry, disability, veteran status, religion, marital status or domestic partnership; pregnancy, childbirth or related medical conditions; other medical conditions or genetic characteristic; sexual orientation, gender, gender identity or transgender status; or any other basis protected by state, federal or local law, regulation or ordinance. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. Molecular Testing Labs provides reasonable accommodation upon job seeker request in all steps of the employment process.