Vice President of Provider Sales

The VP of Provider Sales will be responsible for driving business results, sales activities, and achieving sales quota goals across the US healthcare landscape. The responsibilities are focused on driving new sales of software platform(s) and value-based-care services at large provider systems, IPA’s, Clinically Integrated Networks, and other at-risk provider entities. This position will report directly to the Chief Growth Officer and will have a responsibility to develop and grow a national territory while exceeding sales goals for Vatica Health’s value-based-care solutions.  

Responsibilities:  

• Achievement of national territory sales objectives, revenues and own and hit/exceed annual sales targets within assigned territory and accounts 

• Develop and execute territory business plan and sales strategies that align with the enterprise regional and national strategy 

• Build and maintain key customer relationships within target accounts 

• Maintain high level of product and market knowledge 

• Participate in cross functional teams that support all customer facing roles within the assigned geographic region 

• Proactively identify the Total Addressable Market and follow through on those identified targets with aggressive hunting and substantive execution plans. 

• Meet all assigned targets and goals set by management 

• Broker and negotiate complex contracts in large national and regional provider sales targets 

• Drive direct client sales focused on net new logos as an expert prospector, routinely establishing contacts, gaining referrals, and booking appointments with target accounts 

• Sell to senior leaders and C-level executives at national and regional provider entities 

• Manage and prepare sales support for key prospect meetings (both onsite and virtual) 

• Full accountability for pursuing and completing RFI/RFPs 

• Contract review and management (MSA, SOW, SLAs) 

• Provide meeting and trade show support as required, including scheduling required executive meetings at and attend key industry trade events (e.g. AHIP, RISE, Risk Adjustment Summits, Blues Summit) 

• Deep commitment to CRM being the source of truth. 

Requirements

• Minimum of 10 years of senior level sales experience selling enterprise solutions into provider systems across the following areas: 
• Experience with sales/network development as it relates to interfacing with Payers, Practice Managers, and Primary Care Physicians 
• Bachelor’s degree required; advanced degree preferred 
• Experience selling within complex environments and working autonomously required 
• Salesforce and/or other CRM experience required 
• Proven history of building strategic relationships, selling, and closing complex deals within the at risk provider system market 
• Strong understanding of risk adjustment, quality of care, and/or health plan and physician value-based care concepts and programs highly preferred. 
• Ability to communicate, present, and influence executives/C-Level 
• Strong background of accountability and demonstrated strategic and consultative sales skills, true self-starter with entrepreneurial tendencies and spirit. 
• Track record of success within hyper growth stage companies where infrastructure and process are being built concurrently. 
• Strong analytical and creative problem solving and presentation skills 
• Deep understanding of, ability to learn and apply knowledge of multiple payer-provider Value Based Care contract arrangements: upside only, downside, service fund charge backs etc. 
• High degree of personal organization, time management and ability to multi-task 
• Must be comfortable working in an extremely fast-paced, highly demanding environment 
• Ability to travel 50-75% 
• Value Based Care Analytics 
• Quality of Care 
• Provider Engagement 
• Risk Adjustment 
• Care Management 
• Other Technology Based Solutions 
• Proven ability to build, and maintain, strong relationships with group practices and providers 

Competencies:  

• Drives Results, Vision, and Purpose 
• Ensure daily tasks lead to impactful results that align with Vatica priorities.  
• Results-driven champion for Vatica.  
• Adjusts plans as needed to ensure effectiveness.  
• Profitability focused, persistent in achi