Sr. Dir, Health Plan Sales

About Accolade
Accolade (Nasdaq: ACCD) provides millions of people and their families with an exceptional healthcare experience that is personal, data driven and value based to help every person live their healthiest life. Accolade solutions combine virtual primary care, mental health support and expert medical opinion services with intelligent technology and best-in-class care navigation. Accolade’s Personalized Healthcare approach puts humanity back in healthcare by building relationships that connect people and their families to the right care at the right time to improve outcomes, lower costs and deliver consumer satisfaction. Accolade consistently receives consumer satisfaction ratings over 90%. For more information, visit accolade.com.

Role overview

The Senior Director of Health Plan Sales is responsible for selling Accolade capabilities to health plans and TPAs.  Accolade capabilities are embedded within products that are sold by the health plan, augmenting the value proposition of the health plan and enhancing the member and employer experience.  The Senior Director of Health Plan Sales is also responsible for optimizing Accolade’s relationship with an assigned set of health plans and TPAs where we have data sharing agreements in place and where we share a common set of employer customers.  Accolade desires to have an optimized integration in place with each partner so we are well positioned to beat our direct competition.   Success will be defined when we grow our committed annual recurring revenue from existing health plan Partners, when we gain committed annual recurring revenue from new health plan Partners and when we have beat our direct competition via the health plans and TPAs where we have data sharing agreements in place.

A day in the life…

• Prospecting health plans and TPAs to uncover business problems that Accolade capabilities can help resolve

• Presenting Accolade capabilities to health plans and TPAs that have expressed interest

• Maintaining and growing cross-functional relationships with stakeholders at the health plans and TPAs where we have Partnerships established

• Develop and maintain a partner profile in SalesForce (including a relationship map) for all health plans and TPAs regardless of whether we have a Partnership in place or not

• Develop a relationship with each assigned health plan and TPA partner including but not limited to:

  • Establish a regular cadence of cross functional meetings

  • Coordinate integration partner training

  • Joint pipeline development

  • Align cross-functional resources (Sales, Business Development, Operations, Clinical, Technology, Product)

• Serve as a subject matter expert resource to support the entire sales team on a as needed basis

• Ensure accurate and timely compliance with CRM (SalesForce.com)

• Develop, project manage and execute health plan activation plans, launch plans and business plans

• Working with the Sales enablement team, coordinate the preparation, completion and submission of all RFI / RFP’s originating from our health plans and TPAs.

• Work with Customer Partnership Teams to identify best practices and opportunities to enhance relationships with health plan and TPAs

​What we are looking for…

• Minimum 3-5 years experience working with health plans, alternative health plans, TPAs, healthcare solutions or the health insurance ecosystem

• Strong strategic selling aptitude and strong cross-functional sales leadership skills

• Strong critical thinking, problem solving and analytical skills including business case modeling

• This individual must have a strong understanding of Accolade’s capabilities, products and services

• This individual must have a solid grasp of health plan landscape, including how health plans operate, their business structure, their various books-of-business and their financial operating models

• Strong presentation skills and ability to articulate integration partner vision and roadmap to stakeholders

• Strong communication skills and ability to work across organization to support ideation and work to build consensus

Benefits

• Comprehensive medical, dental, vision, life, and disability benefits, including access to Accolade Advocacy, Accolade Care, and Accolade EMO.

• HDHP medical plan with generous employer contributions towards an HSA

• 401(k) Retirement