[Hiring] Growth Strategy and Renewals VP @Cotiviti

Role Description

A GTM role dedicated to the development of enterprise and client-specific sales renewal strategies and contract execution to ensure favorable contract terms and conditions and capture growth.

• Develop and execute enterprise and client-specific sales renewal strategies to ensure favorable contract terms and conditions and capture growth.
• Develop and execute strategies to acquire new customers, retain existing ones, and expand into new markets or product lines.
• Work as a collaborative member of a leadership team responsible for proactive management of contracting/renewal initiatives.
• Identify re-contracting/renewal opportunities and timing, with consideration of existing footprint, exiting contract terms and termination, existing and potential pipeline and whitespace.
• Facilitate upsell, optimization, and operational improvement opportunities in the renewal process, with maximum preservation of baseline terms, scope, and financial terms.
• Participate in contract negotiations.
• Drive contracting to completion, liaising with Business Unit, Legal, Sales, Client Engagement, and Client.
• Assist in the development and facilitation of formal Deal Review process, streamlining and expediting necessary internal approvals.
• Assist with contract creation and administration (Amendments to MSA, BAA, SOW, etc.).
• Ensure opportunistic early execution/timely execution of renewals, as appropriate and as strategically determined.
• Complete all responsibilities as outlined in the annual performance review and/or goal setting.
• Complete all special projects and other duties as assigned.
• Perform duties with or without reasonable accommodation.

Qualifications

• Bachelor's degree in Healthcare, Marketing, Business, or related field required.
• 15+ years of Sales, Account Management, Contract Negotiation, Client Management experience in renewal and upselling to existing large health plan clients.
• Demonstrated skill and experience working as a member of collaborative employer and client leadership teams.
• Demonstrated experience presenting to and collaborating with c-suite/executive client leadership team members and employer senior leadership team members.
• Excellent negotiation skills for large and complex deals; proven track record of successfully negotiating multi-year, multi-million-dollar deals.
• Experience establishing a selling, pricing, and proposal strategy.
• Experience with Sales CRMs.
• Excellent command of selling/closing processes and discipline to lead a team and contracting process to closure effectively.
• Ability to travel to clients as required (25-50%).

Requirements

• Outstanding verbal, written, and presentation skills.
• Strong client communication skills.
• Assessing the accuracy, neatness and thoroughness of the work assigned.
• Excellent ability to manage and lead multiple deals simultaneously, while planning for the next 36 months.

Physical Requirements and Working Conditions

• Remaining in a stationary position, often standing or sitting for prolonged periods.
• Communicating with others to exchange information.
• Repeating motions that may include the wrists, hands, and/or fingers.
• No adverse environmental conditions expected.
• High-speed internet access / connectivity.
• Office setup and maintenance.
• Dedicated, secure work area.

Benefits

• Base compensation ranges from $150,000 to $215,000 per year.
• Specific offers are determined by various factors, such as experience, education, skills, certifications, and other business needs.
• This role is eligible for discretionary bonus consideration.
• Cotiviti offers a competitive benefits package including medical, dental, vision, disability, and life insurance coverage.
• 401(k) savings plans.
• Paid family leave.
• 9 paid holidays per year.
• 17-27 days of Paid Time Off (PTO) per year, depending on specific level and length of service with Cotiviti.