Senior Vice President - Health Plan Sales

Optum is a global organization that delivers care, aided by technology to help millions of people live healthier lives. The work you do with our team will directly improve health outcomes by connecting people with the care, pharmacy benefits, data and resources they need to feel their best. Here, you will find a culture guided by diversity and inclusion, talented peers, comprehensive benefits and career development opportunities. Come make an impact on the communities we serve as you help us advance health equity on a global scale. Join us to start Caring. Connecting. Growing together.

Job Summary: OptumRx is seeking a dynamic and experienced Senior Vice President of Sales for Health Plans to lead our sales team in driving growth and expanding our market presence in the health plans sector. The ideal candidate will have a proven track record in sales leadership, a deep understanding of health plans, and the ability to develop and execute strategic sales initiatives.

You'll enjoy the flexibility to work remotely * from anywhere within the U.S. as you take on some tough challenges

Responsibilities:

• Sales Leadership: Lead and manage the sales team to achieve sales targets and drive revenue growth in the health plans sector.
• Strategic Planning: Develop and implement strategic sales plans to expand market share and increase customer acquisition.
• Customer Engagement: Build and maintain strong relationships with key prospects and stakeholders in the health plans market.
• Strategy Setting: Accountable for strategy setting to generate pipeline that can achieve annual revenue and margin goals
• Growth Strategy: In partnership with the Health Plan Market President, establish the annual growth strategy and plan for the segment; contribute to writing the annual business plan
• Bid Strategy: Lead the bid strategy for Health Plan RFPs; work with the underwriting team to coordinate the development of competitive pharmacy bids.
• Team Development: Mentor and develop the sales team, providing guidance and support to enhance their performance and professional growth.
• Collaboration: Work closely with other departments, including marketing, product development, operations, member services and digital, to ensure alignment and achieve business objectives.
• Reporting: Monitor and report on sales performance, providing regular updates to senior management and making data-driven decisions to optimize sales strategies.
• Sales Plans and Budgets: Develop annual sales plans and budgets, assign territories, and monitor productivity.
• Market Analysis: Conduct market research and analysis to identify opportunities for growth and stay ahead of industry trends.
• Channel Management: Establish effective channel management strategy with business partners and Growth leadership team.
• Sales Strategies: Facilitate and supervise the creation of sales strategies to deliver new services in the public sector market.
• Compliance: Ensure that all activities and operations are performed in compliance with local, state, and federal regulations.
• Revenue and Margin Growth: Consistently meet or exceed revenue and margin growth goals.
• Pipeline Management: Maintain a robust, qualified new business pipeline and demonstrate solid leadership qualities and organizational skills in directing the efforts of the sales or project team throughout the sales cycle.
• Strategic Selling: Display exceptional strategic selling skills including discovery, ROI development and presentation, sales cycle maintenance, tactical planning, and closing.
• Finalist Presentations: Lead the strategy for finalist presentations; partner with marketing, clinical, operations, Government Programs, and Implementation to develop content aligned to the RFP response, prospect strategy, Optum value story.
• Pricing Strategy: In partnership with market segment leadership, pricing, and underwriting, lead the pricing strategy and represent the deal on Large Case Reviews.
• Value Propositions: Work with the product teams to develop market-specific, integrated value propositions.
• Broker and Consultant Relations: In partnership with Consultant Relations and segment leadership, call on the broker and consultant community to market and promote PBM offerings.

You'll be rewarded and recognized for your performance in an environment that will challenge you and give you clear direction on what it takes to succeed in your role as well as provide development for other roles you may be interested in.

Required Qualifications:

• 10+ years of experience in PBM Sales, Account Management or related experience
• 10+ years of extensive, responsible marketing and field sales and sales management experience within the healthcare industry.
• 5+ years in a senior management capacity.
• Solid understanding of health plans and the healthcare industry.
• Excellent communication, negotiation, and interpersonal skills.
• Ability to develop and execute strategic sales plans.
• Solid analytical and problem-solving abilities.
• Ability to work collaboratively and lead a team.
• Familiarity and experience with Medicaid and/or Medicare health services purchasing requirements.
• Advanced consultative selling skills with the ability to successfully construct solutions for complex organizations.
• Sound administrative capabilities and a demonstrated ability to recruit, develop, and motivate key personnel.
• Well-developed planning capabilities and a track record in controlling costs, setting budgets, and meeting deadlines.
• Excellent presentation skills with the expertise and sophistication needed to credibly represent the company in the context of the company's values and quality commitments.
• Experience navigating the financials of complex deals through negotiations and development of RFP.
• Experience successfully building relationships with the C-Suite.
• Demonstrated experience in working cross-functionally to achieve financial and organizational goals.
• Experience generating and managing a sales pipeline including bid/no bid decisions, creating pathway to goal scenarios, creating a lead generation strategy, and reporting out on progress to goal attainment.
• Ability to relay complex pricing and financial concepts to consultants and prospects.

Preferred Qualifications:

• Proven experience in sales leadership, preferably in the health plans sector.
• Deep knowledge of health plan purchasing behavior and needs, and active engagement, oversight, and strategy development of key health plan prospects and opportunities.

*All employees working remotely will be required to adhere to UnitedHealth Group's Telecommuter Policy

The salary range for this role is $180,000 to $280,000 annually based on full-time employment. Role is also eligible to receive bonuses based on sales performance. Pay is based on several factors including but not limited to local labor markets, education, work experience, certifications, etc. UnitedHealth Group complies with all minimum wage laws as applicable. In addition to your salary, UnitedHealth Group offers benefits such as, a comprehensive benefits package, incentive and recognition programs, equity stock purchase and 401k contribution (all benefits are subject to eligibility requirements). No matter where or when you begin a career with UnitedHealth Group, you'll find a far-reaching choice of benefits and incentives.

Application Deadline: This will be posted for a minimum of 2 business days or until a sufficient candidate pool has been collected. Job posting may come down early due to volume of applicants.

At UnitedHealth Group, our mission is to help people live healthier lives and make the health system work better for everyone. We believe everyone-of every race, gender, sexuality, age, location and income-deserves the opportunity to live their healthiest life. Today, however, there are still far too many barriers to good health which are disproportionately experienced by people of color, historically marginalized groups and those with lower incomes. We are committed to mitigating our impact on the environment and enabling and delivering equitable care that addresses health disparities and improves health outcomes - an enterprise priority reflected in our mission.

Diversity creates a healthier atmosphere: UnitedHealth Group is an Equal Employment Opportunity/Affirmative Action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, national origin, protected veteran status, disability status, sexual orientation, gender identity or expression, marital status, genetic information, or any other characteristic protected by law.

UnitedHealth Group is a drug - free workplace. Candidates are required to pass a drug test before beginning employment.