VP, National Consulting Relationships and Partnerships at 2nd.MD in Houston, Texas

Job Description:

THE ROLE: 

The primary objective is to swiftly drive profitable growth within each of the national consulting firms by executing a disciplined strategy to grow and deepen our relationships with leaders and influencers at the large national and regional consulting firms.  We aim to be become an integral part of their core strategies to improve quality, reduce cost and provide world class member experience for their client’s benefits programs.

The Vice President of Business Development will work cross functionally across all of 2nd.MD to thoughtfully elevate the relationship, brand, and ultimately revenue to one of 2nd.MD’s major distribution channels (large national consultants).

This individual is responsible for participating in the strategic planning, implementation, retention, expansion, and for the overall success of this channel relationship.  This is an opportunity to contribute immediately, have a voice that’s recognized, and make decisions that will have impact on 2nd.MD. 

The role will interface with some of the most senior decision makers in the healthcare landscape and will be a key member of the sales team and integral to the strategic development and successful implementation of 2nd.MD’s growth and earnings plan.

THE CANDIDATE:

The ideal candidate knows how to enhance complex, mutually beneficial partnership deals that create real business value.

Because 2nd.MD’s solutions are innovative and essentially a new and distinctive approach to second opinion services, the ideal candidate must be creative, dynamic, aggressive, and above all, have a demonstrated ability to drive new markets.  The Vice President must recognize the need for change within the healthcare industry and be able to articulate a vision for the future. 

Leaders and influencers at national consulting firms require a consultative, sophisticated, solution-oriented approach to demonstrate the business value of 2nd.MD’s services, therefore, the Vice President must have strong interpersonal and communication skills and a clear understanding of how to use the role and associated influence to serve as a content rich ambassador.

Since the Vice President will be accountable for leading this significant channel effort within the national consulting firms and developing and managing strategic partnerships, the successful candidate must be a skilled relationship developer with strategic development skills to influence the decision-making process and must feel comfortable operating within the “C” suite.  The ideal candidate would already have key relationships within the executive leadership of this health plan and would continue to have keen insight into their strategies and innovations.

• Persuasive, energetic, disciplined independent thinker with proven ability to earn and retain a “seat at the table” while effectively facilitating forward-thinking discussions. 

• Possesses strong planning skills to keep the organization focused on a set of strategic client objectives.

• Embody a sense of urgency and employ an entrepreneurial spirit and passionately represent 2nd.MD’s mission to solve the essential problems of time and distance facing the US healthcare landscape.   

• A sincere desire to drive an organization to greater levels of success.

• Comfortable dealing with and managing in an extremely fluid, fast-paced environment; communicates optimism and confidence in the future direction of the company.

• Strong business acumen must be balanced with the highest ethical standards that naturally convey the importance of personal integrity

RESPONSIBILITIES:

• Own and manage the leadership/influencer relationships with large consulting firms on behalf of 2nd.MD.

• Identify, develop and manage key strategic partnerships that help us grow revenue and differentiate our solution in the market. 

• Manage 2nd.MD’s growing number of strategic relationships to ensure they are meaningful and driving revenue growth for our organization.  Relationships include Castlight, Accolade, Collective Health, Healthcare Bluebook, others.

• Utilizing already established trusted relationships, navigate inside of large national and regional consulting firms to identify every strategic initiative where 2nd.MD could be of value and to ensure 2nd.MD has a seat at the table and has a strategy to win within the firm.

• Organize and lead an annual consultant forum including key executives and influencers from all of the national and key regional consulting firms.

• Organize and lead 3-4 regional consulting firm events (breakfast seminars, lunch and learns) with key stakeholders and influencers.

• Help 2nd.MD achieve meaningful (2X yoy) revenue growth from each of the 3 large national consulting firms.

• Work with Clinical, Sales, Client Success and Product teams to elevate the 2nd.MD brand and develop strategy for growth within each national consulting firm.

• Participate in setting the strategy and vision that clearly leverages 2nd.MD’s value proposition, leverages prospecting to build pipeline, and drives an offensive strategy within each large national and regional consulting firm.

• When called upon, develop and present compelling business cases to senior executives; consultatively help key stakeholders understand 2nd.MD’s unique value proposition and construct a unique, compelling value proposition that is ROI/performance-based and solves their clients pain points and is based upon 2nd.MD’s unique competitive advantages and core competencies.

• Strategize with senior management on all opportunities within the consulting distribution channel to ensure solutions are being effectively sold and to ensure there is a deep understanding of our value proposition and key differentiators with all key stakeholders within the large national and regional consulting firms.

• Develop and maintain strong intelligence capability through relationships and formal competitive analysis.

• Define key buying factors and sales challenges and drive creative tactics to define 2nd.MD’s value proposition to the leading national and regional consulting firms.

• Demonstrate clear understanding of the sales process and product and service value propositions.

• Continually increase the productivity of the partnership in terms of lead-generation.

ATTRIBUTES AND COMPETENCIES:

RELATIONSHIP BUILDING

Cultivates relationships with leaders and influencer at national consulting firms and large regional firms to promote long-term growth-oriented partnerships.   Must possess strong consensus building skills. 

STRATEGIC VISION

Defines and communicates a long-term vision and strategy to achieve competitively superior financial and membership results.  Identifies opportunities for “strategic leverage.” Understands major trends and developments that affect the industry.  Translates strategic goals into specific sales and customer business plans.

INNOVATION MANAGEMENT

Is good at bringing the creative ideas of others to market; has good judgment about which creative ideas and suggestions will work; can project how potential ideas may play out in the marketplace. Has the confidence and persuasiveness required to sell innovative ideas.

INFORMATION SEEKING

Strong desire for knowledge and aptitude for learning; a desire to know more about issues; a quest and curiosity about the business, the marketplace, processes, etc.

LEADERSHIP

Generates excitement about the organization and people to strive for excellence. Improvises when things break down or go wrong.  Displays focus and patience in the midst of ambiguity.  Provides feedback to others in productive, non-judgmental fashion.  Gains respect from others and has credibility and vision. 

CHANGE AGENT

Demonstrates creative, cost-effective solutions to situations associated with a rapidly changing industry. 

PRESENTATION SKILLS

Is effective in a variety of formal presentation settings: one-on-one, small and large groups, with peers, direct reports, and bosses; commands attention and can manage group process during the presentation; can change tactics midstream when something is not working.

EXPERIENCE:

With a successful track record in driving and sustaining profitable growth, the successful candidate must have at least 10 years of experience in employee benefits and have exceptional knowledge of the leading national consulting organizations (Aon, Mercer, WTW) and knowledge of how to navigate the leaders and influencers of these companies. We would prefer the candidate to have experience in a similar role with another vendor or has worked with one of the large consulting firms.

• Strong value orientation with respect to improving health care system.

• Solid organizational, management, administrative and human relations skills in a style that exhibits maturity, leadership, sensitivity and teamwork.

• Self-motivation and an entrepreneurial spirit.

• Sales training and experience with solution, consultative, strategic and/or conceptual selling is ideal.

• Desire to work in home office environment.

EDUCATION:  

Bachelor’s Degree; Master's preferred

COMPENSATION:                 

Total annual cash compensation will include a competitive base salary and robust incentive compensation. 

TRAVEL:             

Nationally as needed. Plan to spend at least 1 week per month in WTW, Aon, Mercer offices or other key locations and 3-4X per year with Sales Team in Houston.  At least 1 National 2nd.MD consultant forum event per year and 3-4 regional events.

 

 

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