SVP, Payer Sales (State and Government)

Optum Insight is improving the flow of health data and information to create a more connected system. We remove friction and drive alignment between care providers and payers, and ultimately consumers. Our deep expertise in the industry and innovative technology empower us to help organizations reduce costs while improving risk management, quality and revenue growth. Ready to help us deliver results that improve lives? Join us to start Caring. Connecting. Growing together.

The SVP, Payer Sales (State and Government) is responsible for leading a team of field sales executives and a sales support team whose focus is to maximize the value realization and other financial objectives for a specific set of Optum products/solutions with a target audience specific to State and Government payers. The SVP leads a team with an annual new sales bookings target of over $275 million. The SVP is responsible for developing and maintaining a team that ensures collaboration and coordination with Business Units, other Sales teams, Product, and Account Management to execute on the sales strategy.  The SVP will be responsible for the creation and execution of a successful go to market plan. The SVP will leverage the team to provide a collective «voice of the customer» to the aligned Business Unit in support of but not limited to areas such as market trends, competitive intelligence, how effectively the client is utilizing the solutions, assessing training and re-training needs, and identifying add-on/up-sell opportunities to enhance the solution. The team will support the product and service owners regarding new product solutions and features that tie to multiple client needs or pain points, capacity planning and overall client satisfaction. The VP will need to uncover and act on the competitive environment in their accounts as well as compile, analyze and provide insights on competitors.

You’ll enjoy the flexibility to work remotely * from anywhere within the U.S. as you take on some tough challenges.  For all hires within 30 minutes of an office in Minnesota or Washington, D.C., you’ll be required to work a minimum of four days per week in-office.

Primary Responsibilities:

• Team Leadership 50%, Selling 25%, Collaboration with Key Stakeholders 25%
• Propose strategies, and influence the organization to embrace strategies, to grow net new logos and add-on services within segment and target key growth areas that increase market share
• Foster teamwork and a positive work environment for a geographically distributed team, reinforcing a culture of transformation, growth, innovation and client-centricity while providing excellent leadership to engage, develop and retain key talent and attract top new talent
• Ensure strategic collaboration and coordination with Business Units, Sales Teams, Account Management, and all internal partners to guarantee the best overall client experience
• Oversee regular joint strategic account planning and business reviews (roadmaps, innovation, etc.) and tactical activities (governance, performance objectives, critical milestones) in conjunction with growth team counterparts to ensure client needs and expectations are met
• Proactively and continually assess, clarify, and validate short term needs and long-term client objectives
• Understand how the client differentiates itself in markets and how the Optum Payment Integrity portfolio can support/optimize administrative efficiency and cost savings
• Act as the client’s advocate within Optum to ensure the client receives the appropriate amount of attention and added value
• Cultivate deep relationships with senior leaders, positioning Optum as a visionary partner and trusted advisor to drive sustainable, long-term partnership
• Provide an ongoing, accurate pipeline and forecast reports to sales leadership and operations team
• Attend industry conferences, networking events, and other approaches to build and foster meaningful relationships with prospects and clients
• Lead, develop and maintain a team of sales executives who collaborate and coordinate with the Business Units, other Sales teams and Account Management and attain or exceed all assigned quotas for new sales bookings
• Drive accountability through robust sales metrics and performance management practices
• Foster sales leadership competency and work to improve bench strength within the sales organization, including building pipeline, establishing development plans and mentoring individuals on the team to maximize their growth and potential

You’ll be rewarded and recognized for your performance in an environment that will challenge you and give you clear direction on what it takes to succeed in your role as well as provide development for other roles you may be interested in.

Required Qualifications:

• Bachelor’s degree
• Minimum of 10 years sales experience with at least 7 years of progressive experience managing others and track record of quota achievement
• Leadership/management experience with experience guiding and developing others through periods of change preferred
• State and Government Payer Market Expertise with solid knowledge of sales methodology, territory planning, process optimization and data analysis
• Solid understanding of the purchasing process of Government payers 
• Ability to demonstrate thought leadership in healthcare across multiple channels and become a trusted advisor to business decision makers
• Understanding of complex sales cycles at a strategic level with the capability to provide clear, balanced advice/counsel on a broad range of strategic and complex management, product and go to market issues
• Ability to develop and deploy strategies that drive customer partnership, revenue growth and retention
• Customer centric with the ability to adjust plans and actions to meet changing market and/or customer needs and ability to put creative deals together to drive business growth
• Demonstrated ability to lead teams to exceed goals with results-oriented style, high degree of analytical ability and proven problem-solving skills including ability to manage a team, recruit and retain top talent, build consensus, and rally members to achieve results
• Highly organized and proficient at executing when experiencing multiple competing priorities
• Solid interpersonal and communication skills with an open, honest, and direct communication style and ability to build relationships across an organization to accomplish goals
• General knowledge of Microsoft Office, Salesforce or other CRMs and healthcare information systems
• Willingness to engage in both tactical hands-on work and strategic work as needed to manage and complete priorities
• Willingness and ability to travel up to 25% of time

*All employees working remotely will be required to adhere to UnitedHealth Group’s Telecommuter Policy

Pay is based on several factors including but not limited to local labor markets, education, work experience, certifications, etc. In addition to your salary, we offer benefits such as, a comprehensive benefits package, incentive and recognition programs, equity stock purchase and 401k contribution (all benefits are subject to eligibility requirements). No matter where or when you begin a career with us, you’ll find a far-reaching choice of benefits and incentives. The salary for this role will range from $200,400 to $343,500 annually based on full-time employment. We comply with all minimum wage laws as applicable.

At UnitedHealth Group, our mission is to help people live healthier lives and make the health system work better for everyone. We believe everyone-of every race, gender, sexuality, age, location and income-deserves the opportunity to live their healthiest life. Today, however, there are still far too many barriers to good health which are disproportionately experienced by people of color, historically marginalized groups and those with lower incomes. We are committed to mitigating our impact on the environment and enabling and delivering equitable care that addresses health disparities and improves health outcomes – an enterprise priority reflected in our mission.

UnitedHealth Group is an Equal Employment Opportunity employer under applicable law and qualified applicants will receive consideration for employment without regard to race, national origin, religion, age, color, sex, sexual orientation, gender identity, disability, or protected veteran status, or any other characteristic protected by local, state, or federal laws, rules, or regulations.

UnitedHealth Group is a drug – free workplace. Candidates are required to pass a drug test before beginning employment.