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Lead Sales Director, Growth, CVS Accountable Care

*This is a remote opportunity and qualified candidates will sit in the NY, NJ, CT, MA or PA territory*

How will this role have an impact?

CVS Accountable Care is committed to growing our value-based care footprint and supporting providers and payers in successfully delivering on value-based care programs. The Lead Director, Growth, CVS Accountable Care is a key member of the team with accountability to establish new partnerships with providers and payers to support achievement of CVS Accountable Care’s growth in Value-Based Care. This position is responsible for selling Medicare Advantage and Fee-for-Service Provider Enablement services to providers and payers. This position is responsible for identifying and developing strategic business relationships across different payers and provider segments within their assigned territory including community hospitals and physicians (and affiliated stakeholders/decision makers), independent hospitals, clinically integrated networks (CINs), integrated delivery networks (IDNs), large health systems, Independent Practice Association (IPAs), and Physician Hospital Organizations (PHOs). This position, working in tandem with partner success, strategy, product, clinical, operations, and project management teams, must achieve established sales goals by developing new business opportunities, while executing a comprehensive go-to-market sales execution plan.

This position reports directly to the Senior Vice President and Chief Growth Officer, Health Care Delivery.

What will you do?

Ideally, a candidate should have an entrepreneurial spirit, passion for sales, proven track record of success, and relationships in assigned territory and be comfortable taking a proactive, hands-on approach to generating opportunities. Key responsibilities include:

• Achieve CVS ACO growth objective by selling risk-based agreements to providers and payers within the identified territory.

• Develop and execute a comprehensives growth strategy to proactively outreach to potential payer and provider partners to support achievement of objective.

• Engage and create relationships with stakeholders to drive the value proposition in the market.

• Research potential providers and payors, identify their decision makers and build relationships necessary to achieve growth objective.

• Establish meetings with those decision makers and company executives, as needed, to achieve objectives.

• Working with marketing and the client success organization, execute accurate, powerful, persuasive sales presentations that effectively demonstrate the unique value proposition of CVS Accountable Care’s value-based care offerings.

• Partner with Finance and Actuarial teams to ensure contractual terms are acceptable and aligned with provider, payer, and CVS ACO business objectives.

• Negotiate partner contracts in accordance with agreed upon deal terms and obtain partner signature.

• Have a solid working knowledge of all sales tools and resources including but not limited to calculators, analytics demonstrations and utilize these tools to achieve objectives.

• Responsible for entering and maintaining new lead, contact, account, and opportunity data in our CRM system and for providing ongoing progress reports.

• Partner with Strategy, Product, Technology and Operations on strategic roadmap and capability delivery that aligns with client needs and opportunities to unlock growth.

• In partnership with Marketing, identify high value conferences and events and actively participate in these events (including staffing booths).

To be successful, the ideal candidate will have the following characteristics:

• A Bachelor’s degree is required, or equivalent experience; Master’s degree is preferred.

• A minimum of 10 - 15 years of relevant healthcare industry experience, proven track record of sales success, leadership experience and a strong knowledge of Medicare Advantage and value-based care programs.

• Extensive healthcare experience selling to and managing relationships with payers and providers, particularly in value-based payment models.

• Strong financial acumen with understanding of provider, payer, and value-based care payment models.

• Excellent communications and strong interpersonal skills.

• Proven skills in developing strategic framework and “storytelling” with relevant fact-base and key assumptions.

• Ability to work successfully in a fast-paced, matrixed environment.

• Ability to simultaneously manage multiple, high-profile, and high impact opportunities.

• Adept at collaboration and teamwork with strong relationship management skills to collaborate across Health Care Delivery and CVS Health enterprise; ability to influence and manage conflict while driving towards shared deliverables across the organization.

• Adept at business intelligence with the ability to simplify complex concepts into simple ideas and demonstrated experience in creating executive level materials (via MS PowerPoint and Excel).

• Ability to travel to address partner specific needs, with periods of greater and lesser travel.

• Health & Life licensed.

Pay Range

The typical pay range for this role is:

$105,000.00 - $231,132.00

This pay range represents the base hourly rate or base annual full-time salary for all positions in the job grade within which this position falls. The actual base salary offer will depend on a variety of factors including experience, education, geography and other relevant factors.

In addition to your compensation, enjoy the rewards of an organization that puts our heart into caring for our colleagues and our communities. The Company offers a full range of medical, dental, and vision benefits. Eligible employees may enroll in the Company’s 401(k) retirement savings plan, and an Employee Stock Purchase Plan is also available for eligible employees. The Company provides a fully-paid term life insurance plan to eligible employees, and short-term and long term disability benefits. CVS Health also offers numerous well-being programs, education assistance, free development courses, a CVS store discount, and discount programs with participating partners. As for time off, Company employees enjoy Paid Time Off (“PTO”) or vacation pay, as well as paid holidays throughout the calendar year. Number of paid holidays, sick time and other time off are provided consistent with relevant state law and Company policies.

For more detailed information on available benefits, please visit Benefits | CVS Health (https://jobs.cvshealth.com/us/en/benefits)

We anticipate the application window for this opening will close on: 01/30/2025

Qualified applicants with arrest or conviction records will be considered for employment in accordance with all federal, state and local laws.

We are an equal opportunity and affirmative action employer. We do not discriminate in recruiting, hiring, promotion, or any other personnel action based on race, ethnicity, color, national origin, sex/gender, sexual orientation, gender identity or expression, religion, age, disability, protected veteran status, or any other characteristic protected by applicable federal, state, or local law.