Company Description:
Sutherland is a digital transformation company focused on delivering exceptional experiences for both customers and employees. Our digital backbone spans 144 countries around the world, with 61 delivery centers across 19 countries, handling over 43 million transactions a month for approximately 70 clients. We are a team of 38,000 global professionals, operationally effective, culturally meshed, and committed to our clients and to one another. We call it One Sutherland.
Sutherland Healthcare Solutions is a leading provider of Health Information Management, Revenue Cycle Management and Healthcare Customer support solutions to the healthcare industry. Our solutions encompass a comprehensive suite of platform enabled back-office and front office services that span the Provider, Payer, and Healthcare IT sub verticals.
We collaborate with healthcare providers and payers utilizing a unique and flexible blended shore approach. Our solutions are focused on increasing the operating margins and cash flow generation of our healthcare clients by deploying efficient business processes, proprietary re-engineering methodologies and technology enabled automation.
Job Description:
ROLE OVERVIEW
Drive business development for Payer business unit with responsibility to identify new business opportunities, lead end-to-end sales pursuit, manage client relationships while collaborating with the broader org to bring forth the best of Sutherland to meet customers’ needs
The Client Development Executive (CDE) is responsible for creating and managing a book of business for the Healthcare Payer business unit of Sutherland Healthcare. This includes building a new book of business within existing accounts and new logo clients and management of some existing accounts if required. You should have a proven track record of building business in the areas of Payer back office and call center, technical and professional services and transformation within the Healthcare industry. Your experience should include: experience in managing executive relationships, health care consulting industry, development of annual new business forecasts, identification of prospective clients and their decision makers and building relationships with them, development of tailored marketing/sales strategy, leading the pursuit team while collaborating with the broader org to bring forth the best of Sutherland to meet customer needs, creating & presenting the proposal with the support of a cross-functional team and winning new business.
DUTIES AND RESPONSIBILITIES
- Sales engagement: Driving end-to-end pursuit cycle
- Consistently generate $2.5-4M in-year revenue from net new logos every year, before transitioning them over to the account mgmt. team to scale further
- Identify/ create and qualify opportunities (sole sourced, RFPs). Shape and solution engagements in collaboration with subject matter experts as relevant
- Lead the end to end Sales pursuit
- Develop and communicate compelling value propositions and advance sales conversations
- Drive pricing and MSA negotiations with clients as well as internal approvals to drive to closure
- Client relationship management and networking: Forging strong relationships
- Build trusted advisor relationships and influential partnerships based on a strong foundation of business and technology expertise; build on top of and leverage existing client relationships from past work
- Work with vertical heads and a/c mgmt. teams in existing Sutherland a/c’s to ensure YoY rev growth
- Invest in social selling – own and Sutherland’s brand
- Teaming: Collaborate to bring forth best of Sutherland
- Collaborate closely with solutioning studios / CoEs, delivery, vertical sales team, other horizontals incl. analytics, Sutherland labs, PSG team, as needed to build customized solutions for end clients and bring forward the best of Sutherland.
- Expertise and knowledge management: Staying ahead of the curve
- Track industry developments – implications of macro-economic moves, new business models, industry disruptors (regulations, new offerings, new players); track technology developments
- Track competitors – investments, footprint, new offerings; develop account-specific deep insights
- Sales operations
- Develop and own sales plan for winning priority new accounts for Sutherland; review sales plan/ business pipeline with leadership to ensure target achievement
Qualifications:
- Education: Bachelor’s degree, MBA preferred
- 10+ years of experience in business development in healthcare sales with high exposure to payer back office, member and provider experience, digital transformation, AI, IT strategy, and advisory services across the Payer ecosystem
- Strong understanding of the Healthcare domain and technology landscape
- Experience of selling BPO, BPaaS, SaaS and digital/CX transformation focused solutions with hands-on experience of pursuing, shaping & closing $10M+ deals
- Experience and examples of engaging senior stakeholders on business problems and ability to match those with relevant service offerings
- Well networked, with strong references from key stakeholders (buyers, influencers) in the healthcare payer space.
- Resourceful, understands and leverages “The-art-of-the-possible”
- Proven track record of delivering excellence through informal experience
- Confident communication/ active listener with top tier skills in “telling the story” and facilitating conversation
- Will win “or die trying” attitude towards goals
- Top tier capacity for reasoning, logic, critical thinking & problem solving
- Looks to research, learn & understand on relevant topics
Additional Information:
All your information will be kept confidential according to EEO guidelines.
EEOC and Veteran Documentation
During employment, employees are treated without regard to race, color, religion, sex, national origin, age, marital or veteran status, medical condition or handicap, or any other legally protected status.
At times, government agencies require periodic reports from employers on the sex, ethnicity, handicap, veteran and other protected status of employees. The purpose of this Administrative EEO Record is for statistical analysis only and is used to comply with government record keeping, reporting, and other legal requirements. Periodic reports are made to the government on the following information. The completion of the Administrative EEO record is optional. If you choose to volunteer the requested information, please note that all
Administrative EEO Records are kept in a Confidential File and are not part of your Application for Employment or Personnel file.
Please note: YOUR COOPERATION IS VOLUNTARY. INCLUSION OR EXCLUSION OF ANY DATA WILL NOT AFFECT ANY EMPLOYMENT DECISION.
