Director, Payer Business Development and Sales

As the Director of Payer Business Development & Sales at Ellie Mental Health you will be a brand ambassador responsible driving Ellies revenue opportunity with all Blues plans. You will partner with the SVP of Strategic Payer Relationships and Contracting to shape the new payer sales and business growth strategy. successfully achieve annual sales targets.

The position has one overarching goal: to drive topline revenue inclusive of the appropriate payer mix of revenue profitability and strategic product alignment by participating in the ownership of new business and sales growth. Within this goal, the Director of Payer Business Development and Sales, will build and strengthen client relationships and set Ellie up for successfully growing profitable revenue and delivering quality client experience.

An ideal candidate for this role would have a passion for our mission and personal values that match ours. Ellie Mental Health has a goal to make getting mental health care the norm by crushing the stigmas surrounding seeking mental health care. Our mission is to compassionately transform the culture of mental health care by providing creative solutions that make wellness accessible in every community.

Position Responsibilities

• Leverage healthcare payer expertise to assess population needs and create strategies to align the needs of each potential client with an Ellie value-based solution
• Develop and build strategic relationships with existing and new payer partners
• Participate in developing innovative payor and business model strategies that enhance access to affordable, high quality healthcare for mental health
• Partner closely with our Clinical and Marketing teams to identify and execute on partnership opportunities with payor partners, insurers, brokers, and other partnerships that can drive business objectives.
• Growth and expansion of new Health Plan Logos across all lines of business
• Developing and qualifying leads within priority territories and account assignments through established relationships, cold-calling, and lead generation campaigns
• Drive all sales activities from start to finish including but not limited to; prospecting, profiling/vetting, sales meetings, product demonstrations, RFP/proposal development, and contract execution, all while ensuring customer satisfaction
• Strategically plan, negotiate, and influence interactions and relationships with clients and internal team members to achieve sales goals
• Track and monitor client engagements through CRM, manage sales pipeline, prepare accurate reports and forecasts, and drive sales membership and revenue growth
• Coordinate sales activities with all levels of staff and external partners through clear and concise verbal and written communication skills
• Provide leadership with regular status reports on sales progress
• Responsible for quality and continuous improvement within the job scope. Contributes to and supports the company's quality initiative

Experience & Expertise

• Knowledge of competitive and relevant market data
• Developing and qualifying leads within respective territory and account assignments through established relationships, cold-calling, and lead generation campaigns
• Drive all sales activities from start to finish including but not limited to; prospecting, profiling/vetting, sales meetings, product demonstrations, RFP/proposal development, and contract execution, all while ensuring customer satisfaction
• Maintain an understanding of the marketplace and competitive offering and landscape
• Proven history of developing large pipelines of sales opportunities
• Strategically plan, negotiate, and influence interactions and relationships with clients and internal team members to achieve sales goals
• Track and monitor client engagements through CRM/tools, manage sales pipeline, prepare accurate reports and forecasts, and drive sales membership and revenue growth
• Solid presentation skills in front of customers. Demonstrated ability speak and write clearly and succinctly in a variety of communication settings and styles

Culture Attributes
Business Partnership & Commercial Acumen: A strategic advisor and thought partner who proactively works towards the development of well-rounded commercial operations, customer-centricity, and approaches to support business goals. Creative and solutions-focused commercial leader, who enjoys problem solving, is thoughtful about making tradeoffs between risk and opportunity, and has an orientation towards finding a way to get things done on behalf of the business. Has a collaborative style and can-do approach.

Qualifications:

• 5+ years of health plan sales experience
• 10+ years of experience in a strategic client growth role, professional services, or healthcare consulting. Health/tech space preferred
• 5+ years experience closing and leading large multi-million-dollar national accounts
• Prefer sales executives with strong consultative and solution sales experience selling direct to employers, Health plans, Third-Party Administrators (TPAs), national/regional consulting firms/broker firms, and/or through channel distribution partners
• Willingness to travel as needed up to 30-40%

Ellie Mental Health is committed to a policy of Equal Employment Opportunity and will not discriminate against an applicant or employee on the basis of race, color, sex, religion, national origin, citizenship status, age, disability, veteran or military status, sexual orientation, gender identity/expression, genetic information, or any other legally-recognized protected basis under federal, state or local laws, regulations or ordinances. Applicants with disabilities may be entitled to reasonable accommodation under the terms of the Americans with Disabilities Act and certain state or local laws. A reasonable accommodation is a change or adjustment to a job or work environment that will ensure an equal employment opportunity without imposing an undue hardship on the operation of the business.