VP, Provider Growth Regional Sales Leader (Northeast)

Optum is a global organization that delivers care, aided by technology to help millions of people live healthier lives. The work you do with our team will directly improve health outcomes by connecting people with the care, pharmacy benefits, data and resources they need to feel their best. Here, you will find a culture guided by inclusion, talented peers, comprehensive benefits and career development opportunities. Come make an impact on the communities we serve as you help us advance health optimization on a global scale. Join us to start Caring. Connecting. Growing together.

The Regional Sales Leader is responsible for driving sales performance across the Northeast geographic region. This role involves leading sales teams, developing strategic plans, managing client relationships, and ensuring revenue targets are met or exceeded. Specifically, these leaders will be called upon to leverage their vast regional connections and relationships with health system executives to generate a significant sales pipeline for the Provider sales teams. This multifaceted position will combine client relationship development with C-suite executives and Board members, sales pipeline generation, industry event representation, and enterprise-wide knowledge of Optum capabilities, to uncover and understand client needs, and facilitate complex strategic partnerships.

This role will work closely with the Vice President of Provider Growth, Regional Market Leaders, Strategic Partnership Development Leaders, and Sales Executives to identify clients’ strategic goals, develop executive relationships, and transition the relationship to the applicable sales team for further solution design and execution. 

Primary Responsibilities:

Sales Strategy & Planning
o    Develop and implement regional sales strategies aligned with company goals and achievement of an annual quota of more than $1billion
o    Forecast annual, quarterly, and monthly sales targets
o    Analyze market trends and competitor activities to adjust strategies
Customer Relationship Management
o    Cultivate and nurture solid relationships and build trust with key clients and stakeholders with focus on C-suite executives and Board members, to understand their strategic objectives and preferences
o    Collaborate with clients to gather insights, feedback, and strategic imperatives to integrate them into content strategies enhancing market engagement and industry relevance of Optum Market Performance Partnerships, Revenue Cycle Services partnerships and other large commercial opportunities
o    Participate in or facilitate client visits to the Optum Innovation Center
o    Address customer complaints and ensure high satisfaction levels
o    Identify and pursue new business opportunities and emerging markets
Operational Oversight
o    Monitor regional sales performance and report results to senior management
o    Review and manage regional expenses and budgets
o    Ensure compliance with company policies and procedures
Cross-Functional Collaboration
o    Work with marketing, product development, and customer service teams to align efforts
o    Provide feedback on customer needs and market demands
Team Leadership
o    Recruit, train, and manage regional sales teams of 10 or more sales professionals
o    Conduct performance reviews and provide coaching to improve results
o    Foster a high-performance culture focused on accountability and results
o    Monitor KPIs and sales metrics to assess team performance
Sales Pipeline Generation
o    Leverage personal network to identify potential business opportunities and support the Growth team in fostering prospective client relationships and building a solid early pipeline
o    Collaborate with the Growth team and other internal stakeholders to integrate client insights into the sales pipeline generation process, driving targeted and effective lead generation strategies
o    Collaboration and relationship expansion with applicable Optum sales leader assigned to drive pursuit to signature
Industry Representation and Thought Leadership
o    Represent our organization as a speaker and content strategist at industry events, existing and prospective health system client board meetings, seminars, and webinars, showcasing our thought leadership and expertise
o    Act as a liaison between our organization and the industry, effectively conveying the Provider Growth message, values, and purpose to a wider audience
o    Influences internal decision makers; highly influential, strategic thinker, willing to challenge siloed thinking and drive change at all levels of the organization and across our matrix
o    Influences external decision makers; Communicates credibly and persuasively so that innovation seems adoptable, and risk seems manageable. Influence extends to CXO and Board level     
Exhibit the UHG Culture & Values 
o    Fosters a positive team environment with high innovation, collaboration, and communication to maximize high-value outcomes and inspires the team to do their best work.

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 in Business Administration, Marketing, or a related field
• 15+ years of client-facing experience with healthcare executives, and solid network of relationships with healthcare executives to leverage, with at least 5 years of leadership experience
• Demonstrated ability to establish and maintain external CXO and Board level relationships
• Demonstrated ability to build client relationships, influence decisions and be seen as a strategic advisor and thought partner to health system C-suite executives and their boards of directors
• Solid written and verbal communication skills, with a keen eye for detail, ability to tailor content to different audiences, and ability to communicate complex ideas in a clear and engaging manner
• Excellent interpersonal skills, including ability to influence in meetings with internal executive leadership, and demonstrated ability to work with myriad internal stakeholders with different incentives to ensure achievement of best organizational outcome
• Solid background knowledge of the entire range of Optum and UHG’s products and services
• Proven track record of meeting or exceeding sales targets
• Proficiency in CRM software and sales performance tools
• Ability to travel up to 75% of the time.

Preferred Qualifications:

• MBA or other post-graduate degree
• Self-motivated, innovative, and able to work both independently and collaboratively in a fast-paced environment
• Advanced consultative selling skills with the ability to successfully construct solutions
• Proven ability to analyze complex market opportunities and develop creative solutions to a wide variety of unique market problems
• solid background knowledge of the entire range of Optum and UHG’s products and services
• Located in EST or CST time zone

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 $180,000 to $280,000 annually based on full-time employment. This role is also eligible to receive bonuses based on sales performance. We comply with all minimum wage laws as applicable.

Application Deadline: This will be posted for a minimum of 2 business days or until a sufficient candidate pool has been collected. Job posting may come down early due to volume of applicants.

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.