Sr. Dir, Growth & Retention, NovaWell - FULLY REMOTE

Job Summary:

Responsible for achieving the strategic and financial goals of 180MM in the 10 year -strategy plan and securing revenue and customers for NovaWell. This role will be responsible for meeting with the NovaWell Board of Director and Executive Steering Committee. This Sr. Director oversees new business, customer success (account management) and marketing/communication function for NovaWell organization. This role is responsible for the development as well as the strategic partnerships with senior level decision makers at the c-suite level for current and potential customers. In addition, this role will be responsible for the oversite of the sales/account management life cycle including day-to-day management of current customer relationships as well as oversight of the execution of marketing /communications strategy for NovaWell.Responsibilities:

Business Development

• Responsible for closing sales and bringing in revenue for NovaWell to align with the strategic and financial 10-year plan with a target of 180 MM revenue.

• Accountable for delivering all Request for Proposal [RFP] responses based on knowledge of the market and intelligence gathered.

• Responsible for the entire contract negotiation lifecycle.

• Lead the sales strategy for NovaWell, leading all sales opportunities from creation to implementation which includes identifying current and future client requirements as well as trends in the market, positioning the company for growth opportunities.

• Responsible for relationship management of customers and prospects at senior levels. Understand key customers’ products and service needs.

• Develop and prepare short-term and long-range development plans and budgets based on corporate goals and objectives and recommends their adoption to members of the CBU and BH Executive group.

• Reviews annual business plans and articulates company capabilities and limitations and recommends marketing and development strategy plans for new ventures.

• Develops and guides due diligence and negotiates new opportunities as well as ensuring the accurate and timely valuation of partnership or acquisition targets.

• Must be able to build and maintain collaborative internal relationships with peers and external relationships with consultants, lobbyists, and payer decision-makers throughout the United States.

• Liaise with numerous Horizon divisions and teams including EBTS, analytics, marketing, finance, communications etc.

• Attend industry functions, such as association events and conferences, and provide feedback and information on market and creative trends.

• Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in sales.

• Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators.

Customer Success/ Account Management

• Responsible for account management and relationship management for all NovaWell customers. 

• Responsible for people management of newly created account management team.

• Accountable for maintaining customer relationships, including running the external ESC (executive steering committee) meetings and ensuring all processes are built and executed for customers (e.g., regular meetings, performance reporting etc.).

• Accountable for ensuring we are meeting customer expectations and resolving problems as they arise, and meeting as determined by Service Level Agreements.

• Responsible for contract negotiation and renewals (customer retention). Enhance existing relationships and generate new business with existing customers via presentation of new products and services.

Marketing & Communications

• Accountable for creation and execution of marketing and communications strategy for NovaWell.

• Responsible for overseeing all communication including all presentation creation, core messaging, website updates, regular external communications, press releases; white papers etc.

• Close partnership with Horizon marketing and communications teams to develop and execute on NovaWell strategy

• Responsible for translating strategy execution into quantifiable execution.

• Oversite of white paper production by marketing manager and quantification identification (example; data driven and understanding of marketing data analytics, how many views etc.)

• Management of NovaWell marketing / communications team member(s).

General/Finance

• Maintains key performance indicators [KPIs] for targeted relationships to monitor pipeline. Partners with implementation team to ensure for flawless execution on all strategic partner implementations.

• Provide Finance with annual budgeting and forecasting by supplying estimates for sales targets, revenue and approach to pricing.

• Mentors, manages, directs, and develops staff by providing feedback and coaching, administers performance and salary reviews for staff.

Disclaimer:
This job summary has been designed to indicate the general nature and level of work performed by colleagues within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of colleagues assigned to this job.

Education/Experience:

• High School Diploma/GED required.

• Bachelor degree preferred or relevant experience in lieu of degree.

• Clinical & Master Degree preferred.

• 10+ years of experience working in Behavioral Health Sales.

• Proven track record of building and maintaining C Suite level relationships within complex cross functional organizations.

• Manages a full sales life cycle including prospect identification of sales pipeline; lead generation; qualification, proposal development & production, demo & close and maintenance of sales database.

Knowledge:

• Requires broaden and extensive knowledge of health plans especially behavioral health and healthcare industry.

• Excellent communications skills and organizational skills.

• Requires high level of accuracy and integrity in all business conduct.

• Demonstrates ability to work both independently and within a team.

• Strong strategic planning and activity implementation skills.

• A driving force who manages toward clarity and solutions.

• Ability to work under pressure to meet tight deadlines and goals.

Skills and Abilities:

• Capable of driving strategy and working autonomously.

• Demonstrated collaboration skills.

• Strong alignment and demonstrate to the Leadership Attributes - self management; relationship management; conviction; implementation mindset; Drive; Forward Thinking

• Requires the ability to learn design solutions by mapping common product requirements and business problems to reusable end-to-end technology solutions.

• Requires proven ability in the following: Communication Skills, Analytical Thinking, Time Management, Leadership, Coaching and Mentoring, Executive Presentation.

Travel:

• Up to 75% travel within the US.

Salary Range:

$185,300 - $257,775

This compensation range is specific to the job level and takes into account the wide range of factors that are considered in making compensation decisions, including but not limited to: education, experience, licensure, certifications, geographic location, and internal equity. This range has been created in good faith based on information known to Horizon at the time of posting. Compensation decisions are dependent on the circumstances of each case. Horizon also provides a comprehensive compensation and benefits package which includes:

• Comprehensive health benefits (Medical/Dental/Vision)

• Retirement Plans

• Generous PTO

• Incentive Plans

• Wellness Programs

• Paid Volunteer Time Off

• Tuition Reimbursement

Horizon Blue Cross Blue Shield of New Jersey is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, protected veteran status or status as an individual with a disability and any other protected class as required by federal, state or local law. Horizon will consider reasonable accommodation requests as part of the recruiting and hiring process.