Director – Payor Development

Director – Payor Development

Requirements

• Minimum of 5 years of experience working in a healthcare related field required.
• Experience negotiating pricing and contracts directly with Payors required.
• History of achieving sales quotas and expanding customer relationships required.
• Experience presenting to and calling on executive level (C-Suite) call points required.
• Demonstrated success in working with Payors required.
• Experience leading sales pursuit and/or customer engagement teams in a matrix environment.
• Knowledgeable of healthcare provider budgets, operations, and industry drivers required.
• Understanding of computer system capabilities and provider software solutions to address process requirements.

Responsibilities

• Responsible for managing business development, account development, customer satisfaction, client relationships, and overall account strategies.
• Accountable for achieving budgeted sales of assigned accounts.
• Partners with Account Executives and functional team leaders to expand business within an assigned territory.
• Capitalizes on industry knowledge, product knowledge and coverage, and contacts to uncover business opportunities.
• Articulates sales and solutions in terms of ROI to the customer.
• Develops a vision and account strategy for long-term profitable growth, consistent with the long-range plans of the business.
• Assesses competitive price position ensuring Enovis products are competitively priced to maximize sales and profitability within account and account competitors and consistent with brand positioning.
• Identifies, evaluates, plans, and champions ongoing cost reduction initiatives.
• Profiles key Payors to assess applicable coverage policies, utilization controls, coverage review practices and timelines, geographic coverage areas, level of regional or national influence, and other attributes relevant to optimal patient access for Enovis products.
• Identifies opportunities to expand Enovis’ penetration into existing accounts for additional services and ways for Enovis to add value to the customer.
• Leads the development and negotiation of Payor contracts across assigned account, as applicable.
• Liaises with Marketing to provide strategic insight on pricing and contracting initiative.
• Participates and leads cross-functional teams to accomplish sales and profit objectives.
• Effectively supports all other applicable functional teams on specific Payor customers’ coverage policies and coverage status.
• Identifies competitive threats and develops response strategies to ensure optimal Payor access for products.
• Creates customer proposals that include project scope, approach, and pricing.
• Collaborates with Service Leaders and other P&L Leaders to ensure proposal content is effective and complete.
• Monitors ongoing projects within the customers organization.
• Participates in major quality review of Enovis projects.

Preferred Qualifications

• Negotiation/Influence
• Risk Taking/Judgment
• Technical Skills
• Quality Management
• Analytical Skills
• Business Acumen
• Initiative
• Industry Knowledge
• Financial Management
• Strategic Thinking