Client Executive

About the role

This position can be located in Ann Arbor, MI, Chicago, IL, Cambridge, MA, or from Home Office.

Position Summary

The Client Executive, Payer Market will be responsible for a book of Payer clients, totaling revenue responsibilities of $8 - $10 million. The Client Executive will be responsible to meet revenue targets, through consultative selling as well as maintain strong client relationships and secure renewals. It is expected that this role will provide strategic leadership with client senior management and serve as the "trusted advisor" in proactively understanding client needs and enhancing Truven Health partnership with, and value to, each client.

Responsibilities

• Meet or exceed financial and business objectives including contract revenue, add-on revenue, and renewals, primarily through consultative selling.
• Develop client strategy based on customer's business, with the objective of solving business problems, and improving work flow efficiency, productivity, employee/member/constituent/ beneficiary health status improvement.
• Lead overall client relationship between client and Truven Health
• Demonstrate and document return and value on investment in Truven Health
• Establish strategy to expand client relationships through selling products and or services
• Provide leadership to client team in performing analytic and strategic consulting engagements to ensure that all deliverables provide clients with ROI and/or VOI
• Manage evolving client expectations, needs, and priorities at the C-suite
• Develop senior level client relationships, including C-Suite where appropriate
• Manage and monitor client satisfaction, and recommend appropriate strategies to continuously enhance client satisfaction.
• Create innovative products and services that address client business problems and share across Payer teams. When applicable, share best practices with other segments.
• Provide input into segment level strategy and operating plans
• Lead capabilities presentations for sales opportunities with both existing and new clients.
• Adhere to Payer Sales best practices and established processes and procedures, including Sales Response process and pricing approval processes.
• Manage and drive the sales funnel, sales reporting programs as well as other sales methodologies sponsored by the company.
• Support sales projects to capture larger business opportunities and maximize sales results through integrated offerings of products/services which cross business lines.
• Forecast sales funnel, activity and revenue achievement as required for sales staff and management team.
• Work with other sales leaders across Truven Health to establish, share and leverage best practices across all market segments.

Master's degree (e.g., MBA, MPHA) or equivalent education and experience

• 10+ years of experience in healthcare information consulting/systems, with client contact at senior levels and demonstrated business development skills
• Proven history of ability to capture the attention and respect of client senior management and the C-suite by providing new and useful ways of managing human capital and maximizing performance
• Current or prior responsibility must include revenue accountability of at least $5 million
• Superior understanding of both new business development and consulting methodology
• Superior presentation and communication skills
• Ability to work across the organization, including Product Development, Sales, and Product Support functions, as well as across Payer, to ensure that both current and future client needs are anticipated and met.
• Willingness to travel.

Additional Information

• According to the U.S. Citizenship and Immigration Services (USCIS), the H-1B visa cap has been met for the 2015 fiscal year (October 1, 2014-September 30, 2015).
• All your information will be kept confidential according to EEO guidelines.