[Remote] Vice President of Provider Sales at Abarca Health

United States

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Not SpecifiedCompensation

Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

HealthcareIndustries

Requirements

Minimum of 10 years of senior level sales experience selling enterprise solutions into provider systems
Experience with sales/network development as it relates to interfacing with Payers, Practice Managers, and Primary Care Physicians
Bachelor’s degree required; advanced degree preferred
Experience selling within complex environments and working autonomously required
Salesforce and/or other CRM experience required
Proven history of building strategic relationships, selling, and closing complex deals within the at risk provider system market
Strong understanding of risk adjustment, quality of care, and/or health plan and physician value-based care concepts and programs highly preferred
Ability to communicate, present, and influence executives/C-Level
Strong background of accountability and demonstrated strategic and consultative sales skills, true self-starter with entrepreneurial tendencies and spirit
Track record of success within hyper growth stage companies where infrastructure and process are being built concurrently
Strong analytical and creative problem solving and presentation skills
Deep understanding of, ability to learn and apply knowledge of multiple payer-provider Value Based Care contract arrangements: upside only, downside, service fund charge backs etc
High degree of personal organization, time management and ability to multi-task
Must be comfortable working in an extremely fast-paced, highly demanding environment
Ability to travel 50-75%
Value Based Care Analytics
Quality of Care
Provider Engagement
Risk Adjustment
Care Management

Responsibilities

Achievement of national territory sales objectives, revenues and own and hit/exceed annual sales targets within assigned territory and accounts
Develop and execute territory business plan and sales strategies that align with the enterprise regional and national strategy
Build and maintain key customer relationships within target accounts
Maintain high level of product and market knowledge
Participate in cross functional teams that support all customer facing roles within the assigned geographic region
Proactively identify the Total Addressable Market and follow through on those identified targets with aggressive hunting and substantive execution plans
Meet all assigned targets and goals set by management
Broker and negotiate complex contracts in large national and regional provider sales targets
Drive direct client sales focused on net new logos as an expert prospector, routinely establishing contacts, gaining referrals, and booking appointments with target accounts
Sell to senior leaders and C-level executives at national and regional provider entities
Manage and prepare sales support for key prospect meetings (both onsite and virtual)
Full accountability for pursuing and completing RFI/RFPs
Contract review and management (MSA, SOW, SLAs)
Provide meeting and trade show support as required, including scheduling required executive meetings at and attend key industry trade events (e.g. AHIP, RISE, Risk Adjustment Summits, Blues Summit)
Deep commitment to CRM being the source of truth

Skills

Key technologies and capabilities for this role

Sales StrategyBusiness DevelopmentContract NegotiationC-Level SellingTerritory ManagementProspectingRFI/RFPValue-Based CareHealthcare SalesCustomer Relationship Management

Questions & Answers

Common questions about this position

What is the salary for the Vice President of Provider Sales role?

The salary is $150,000.

Is this position remote?

Yes, the position is remote.

What experience and skills are required for this role?

Candidates need a minimum of 10 years of senior level sales experience selling enterprise solutions into provider systems, experience with sales/network development interfacing with Payers, Practice Managers, and Primary Care Physicians, Salesforce or other CRM experience, and a proven history of building strategic relationships and closing complex deals. A Bachelor’s degree is required, with an advanced degree preferred, along with experience in complex environments and working autonomously.

What does the reporting structure look like for this position?

The VP of Provider Sales reports directly to the Chief Growth Officer.

What makes a strong candidate for this VP of Provider Sales role?

A strong candidate has 10+ years of senior sales experience in provider systems, particularly with at-risk entities, proven success in exceeding sales targets, expertise in CRM like Salesforce, and the ability to sell to C-level executives while managing complex contracts and RFPs.

Abarca Health

Pharmacy Benefit Management services provider

About Abarca Health

Abarca Health provides Pharmacy Benefit Management (PBM) services, focusing on flexible and user-friendly solutions for health plans, employers, and government programs like Medicare and Medicaid. Its main product, the Darwin platform, allows clients to quickly implement and modify benefit designs while ensuring compliance with regulations. Abarca Health manages over $5.3 billion in drug spend and processes 100 million prescription claims annually, offering additional services like home delivery for prescriptions. The company's goal is to deliver exceptional service and innovative solutions in the PBM market.

Aventura, FloridaHeadquarters

2005Year Founded

VENTURE_UNKNOWNCompany Stage

HealthcareIndustries

501-1,000Employees

Benefits

PTO

Parental leave

Work flexibility

Health insurance

Wellness stipend

401k

Tuition reimbursement

Leadership development programs

Risks

Increased competition from Amazon Pharmacy and Mark Cuban's Cost Plus Drug Company.

Growing focus on specialty drugs may require platform adaptation.

Shift towards price transparency could pressure Abarca's pricing models.

Differentiation

Abarca Health's Darwin platform is highly adaptable and user-friendly.

The company offers innovative programs like Triple S en Casa for home delivery.

Abarca Health ensures compliance with ever-changing healthcare regulations.

Upsides

Abarca transitioned two million members to Darwin in 18 months, showing operational efficiency.

Collaboration with Blue Shield of California boosts Abarca's reputation in the PBM sector.

Recognition as a top IT workplace attracts top talent, driving innovation.

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