Strategic Client Executive - RHP/Specialty

The Strategic Client Executive (SCE) will serve as primary point of contact for Zelis clients across the Enterprise (One Zelis) for their assigned book of business. The SCE will manage a strategic book of business comprised of vertically aligned clients and will drive growth for business units by achieving annual revenue targets, ensuring client retention, fostering growth with additional products and services, and ensure Zelis is always meeting and/or exceeding client expectations while driving a superior OneZelis customer experience. The SCE will develop and maintain critical internal and external relationships to sustain and build upon One Zelis’ value proposition and work collaboratively across the enterprise to achieve their clients' goals and objectives.

RESPONSIBILITIES: 

Single point of contact for the management and orchestration of One Zelis services across the Enterprise overseeing relationships, operations, financial plans and strategy​. Owns the client relationship, includes all short- and long-term strategies and key client relationships.

• Client Relationship Building: Maximize the breadth and depth of relationships by working closely with clients to intimately understand their business strategies, needs, and challenges. Align Zelis executives to foster relationships at assigned clients.
• Revenue Management: Manage and oversee all revenue targets, including budgets, forecasts, and product utilization review for the assigned book of business.
• Client Renewals & Retention: Responsible for client renewals and retention. Successfully lead contract negotiations and manage the complete life cycle to successfully renew client agreements while looking for ways to expand the relationship.
• Risk Identification & Mitigation: Proactively identify and mitigate risks such as volume decreases, service gaps, and changes in client relationships.
• Product Optimization: Drive revenue growth through existing product optimization and understanding and communicating key differentiators, product strategy, features, and functionality.
• Client Growth: Successfully uncover and qualify opportunities for growth to deliver great client value. Collaborate with sales to present innovative solutions and grow existing client base.
• Client Value: Effectively illustrate and validate client outcomes on a consistent basis leveraging client reporting.
• Conduct Quarterly Business Reviews: Conduct and lead all quarterly enterprise business reviews to optimize value within the client's book of business.
• Client Advocacy: Ensure industry leading quality service delivery and client satisfaction; measurements include, proactive client management, timely escalation and resolution of issues, and nurturing clients into loyal promoters. Secure client references and permission in support of new business, key Zelis initiatives and case studies as needed.

Attributes to be successful in role:

• Know Your Client: Understand the client in terms of markets they operate in, competitors, objectives, and challenges. Successfully build strategic account plans to fully understand client’s pain and business drivers.
• Develops Trusting Relationships: Cultivates deep relationships with clients and team.
• Executive Communicator: Proactively communicates. Has the ability to effectively prepare and present communications to clients and executive leadership teams.
• Problem Solver: Has the ability to offer and communicate compelling solutions to client challenges is invaluable.
• Industry Knowledge: Remain abreast of changing and evolving healthcare landscape, regulations and related market vertical and competitor trends.
• Innovative Thinking: Brings creative insight to client’s businesses to help them deliver a competitive advantage.
• One Zelis Collaborator: Actively partners across BUs to communicate client needs & issues, shares and provides awareness of external trends and competitor landscape.
• Troubleshooting: Forward looking, keeps an eye out for potential internal/external problems and managing potential concerns.

Skills/BACKGROUND: 

• Bachelor’s degree preferred.   

• 10+ years in client management role 

• Experience in working in healthcare a plus including insurance companies, TPAs or PPO Networks or working with cost management, electronic payments and/or healthcare communications solutions. Experience in one or more of the following Healthcare verticals is required: TPA, Blues, RHP, Specialty, Nationals
• Demonstrated success in revenue management and increased utilization within an assigned book of business. 

• Excellent written and verbal communication skills. Excellent presentation, public speaking, and meeting management capabilities. Ability to tailor messages to audiences  

• Proven collaboration with key business partners:  Sales, Operations, Services, Marketing 

• Ability to anticipate future trends and incorporate them into business review planning. 

• Synthesizes complex issues and communicates clearly to both clients and internal stakeholders. 

• Ability to communicate and interact formally and informally with VPs and Executive Leadership; demonstrates enterprise thinking with ability to influence; proven ability to influence across a matrix as well as with leadership. 

• Experience leveraging data and reporting to accurately identify client and industry trends; able to synthesize data into compelling narratives.  
• Demonstrates sense of urgency and ability to multi-task and prioritize. 

• Strong listening and comprehension skills, ability to understand and address client concerns, feedback, and appropriately manage discussions with clients. 

Work Environment

• Location: Remote
• Travel estimated 30-40% (primarily) domestic.

Location and Workplace Flexibility: We have offices in Atlanta GA, Boston MA, Morristown NJ, Plano TX, St. Louis MO, St. Petersburg FL, and Hyderabad, India. We foster a hybrid and remote friendly culture and all of our employee's work locations are based on the needs of the position and determined by the Leadership team. In-office work and activities, if applicable, vary based on the work and team objectives in ac­­­­­­­­­­­­­­cordance with Company policies. 

Zelis is modernizing the healthcare financial experience by providing a connected platform that bridges the gaps and aligns interests across payers, providers, and healthcare consumers. This platform serves more than 750 payers, including the top 5 national health plans, BCBS insurers, regional health plans, TPAs and self-insured employers, and millions of healthcare providers and consumers. Zelis sees across the system to identify, optimize, and solve problems holistically with technology built by healthcare experts – driving real, measurable results for clients.

Commitment to Diversity, Equity, Inclusion, and Belonging 
At Zelis, we champion diversity, equity, inclusion, and belonging in all aspects of our operations. We embrace the power of diversity and create an environment where people can bring their authentic and best selves to work. We know that a sense of belonging is key not only to your success at Zelis, but also to your ability to bring your best each day.

Equal Employment Opportunity  
Zelis is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. 

We encourage members of traditionally underrepresented communities to apply, even if you do not believe you 100% fit the qualifications of the position, including women, LGBTQIA people, people of color, and people with disabilities.  

Accessibility Support 

We are dedicated to ensuring our application process is accessible to all candidates. If you are a qualified individual with a disability or a disabled veteran and require a reasonable accommodation with any part of the application and/or interview process, please email [email protected].  

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