Business Development Manager, First Access

TELUS Health and LifeWorks have recently come together to leverage the power of technology and our caring cultures to further progress our shared goal of building a healthier and friendlier future for all. As a global-leading health and well-being provider – encompassing physical, mental and financial health – TELUS Health is improving health outcomes for consumers, patients, healthcare professionals, employers and employees.

At TELUS Health, First Access serves as the foundation of our mission to expand healthcare solutions. As a Business Development professional within our First Access team, you'll be at the forefront of forging vital partnerships and opportunities. Your role will involve leveraging market insights and strategic thinking to propel our healthcare accessibility initiatives forward. Join us to shape the future of healthcare access through innovative business growth, and be instrumental in connecting individuals with the care they deserve.

Business Development Manager - First Access

Responsibilities:

Track all sales and account management activities in Salesforce. (For clarity, role does not interact with end users/consumers of services and any/all clinical activities undertaken by qualified Operations and Clinical staff are their responsibility for keeping up to date in Symphoni (clinical book of record).)

New First Access business:

• Identify prospects and new customers for First Access services 
• Consult with corporate prospects (e.g. heads of HR, buyers of services, corporate executives, etc.) about their unique needs and develop solutions & pricing for consideration
• Act on opportunities referred from Customer Success Management, TH Business Development or other MS Leaders as appropriate
• Collaborate with Sales and Customer Success Managers to help support sales of unique First Access opportunities
• Propose/market/sell bundles of services
• Work with Advisor / other LOB / Other EAP provider looking to MS for support where they cannot provide support;
• Promotion of first access services throughout the enterprise
• Lead (or partner with Sales or Customer Success Manager) negotiations, co-ordinate - decision making processes and overcome objections to maximize revenue opportunities for TH
• Work with Product and Marketing to develop marketing materials

Migrating First access customer to full retainer program:

• Develop strategies for converting ad-hoc clients to EAP customers with reoccurring revenue
• Partnering with the Sales team to ensure a smooth transition of knowledge on the accounts.

Operation:

• Liaise with specifically identified resources in Operations who can support the customization of a solution for a client (also follow change request process with Operations to finalize scope & costs for custom solutions) (For clarity, responsibilities do not include any direct interactions with clinical staff.)
• Document and execute required hand offs to Operations/Clinical once a customer signs off on a proposal (responsibilities do not include any aspect of delivery of the solution
• Respond & escalate where required customer satisfaction issues/complaints related to services delivered (and ensuring that they are addressed by Operations).
• Ensure invoicing every month of activities delivered
• Deal with Finance issues, including submitting Finance QARs, following up with Finance triage support and liaising with various internal departments (including Finance, Billing, Collections, CA and any other related departments) to resolve client issues
• Work with BI to respond to ad hoc data and utilization requests
• Create Contract Summaries for new sales; liaise with onboarding to ensure new contracts are generated if required and client setup in Symphoni
• Keep abreast of wellbeing and EAP industry developments by attending meetings, training, and industry events as appropriate for this role
• Support internal teams with proposals and RFPs
• Prepare the First Access team incentive and get required approval from senior leadership

Existing First Access customer:

• Act as strategic business development consultant and leadership sponsor for key First Access accounts; which includes serving as the direct Customer Success Manager.
• Build and maintain long- lasting business relationships with assigned group of customers
• Conduct regular business reviews for First Access clients;

• Propose/market/sell bundles of (approved by TH Operations) services

Qualification & Skill Sets:

• Bachelor’s degree
• Solution/consultative selling skills
• Ability to develop trusting relationships with executives internally and externally
• High level of knowledge of internal MS operations, services and processes
• Oral and written communication skills
• Exceptional customer relationship management skill, ability to connect with senior executives
• Commitment to exceptional service
• Very organized with time management skills
• Ability to multitask, and manage high pressure situations
• Highly motivated, results oriented
• Strong presentation skills
• Professional & reliable
• Pricing, financial and negotiation skills

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TELUS Health is an Equal Opportunity Employer. It is our policy to hire without regard to race, color, creed, religion, national origin, citizenship status, sex, marital status, age, disability, sexual orientation or veteran status.

Where permitted by law, company employees must be fully immunized to access a TELUS Health office or customer premises.

Persons with disabilities who need accommodation in the application process or those needing job postings in an alternative format may e-mail a request to [email protected].

By applying to this role, you understand and agree that your information will be shared with the TELUS Group of Companies’ Talent Acquisition team(s) and/or any leader(s) who will be part of the selection process.