VP, Payer Sales – Regional Accounts

Job Description:

• Own revenue, pipeline, and expense targets for an assigned portfolio of regional health plans
• Prospect, earn referrals, and book meetings with senior leaders and C-level executives at regional plans, including Blues plans, independent regional plans, and Medicaid managed care organizations
• Build and execute an account plan for each plan mapping lines of business, functional buyers, and state-specific market and regulatory dynamics, with a clear path to land and expand
• Run a high-volume, multi-account pipeline with disciplined stage hygiene and an accurate forecast
• Lead negotiation of contracts and pricing in regional payer accounts, working with Legal and Finance on MSAs, SOWs, and SLAs, and package offers for plans with leaner internal teams
• Partner with product, delivery, and marketing teams to prepare for executive meetings and pursuits
• Own RFI/RFP responses end to end
• Coordinate with the National Accounts and Payvider sales VPs on account intelligence, references, and coverage boundaries to avoid channel conflict
• Represent Cozeva-Vatica at key industry events, including AHIP, RISE, Risk Adjustment Summits, Blues Summit, and state and regional health plan association meetings, and use them to set executive meetings

Requirements:

• 5+ years selling to regional or mid-market health plans, with a record of closing multi-stakeholder deals
• Proven hunter: opened new plan accounts, or new lines of business inside existing plans, and exceeded quota
• Track record managing a larger number of concurrent accounts and shorter sales cycles than a national accounts role, with accurate forecasting
• Working knowledge of Risk Adjustment, Quality (HEDIS, Star Ratings), and Medicare Advantage; familiarity with Medicaid and ACA Marketplace quality and risk programs
• Strong analytical and presentation skills; able to build a business case for a payer executive
• Bachelor's degree required; advanced degree preferred
• Strong written and verbal communication skills
• Ability to travel 50-75%
• Hunter drive: persistent, resilient, and results-focused; consistently exceeds quota
• Pipeline velocity: prioritizes a broad account list by fit and likelihood to close, and keeps stage discipline tight
• Account strategy: plans land-and-expand pursuits across lines of business and adjusts as they develop
• Executive presence: communicates clearly and credibly with senior payer leaders
• Trust and self-awareness: follows through on commitments, leads with integrity, and welcomes feedback

Benefits:

• Competitive salary based on your experience and skills
• Bonus Potential (based on role and is discretionary)
• 401k plans
• Room for growth and advancement
• Comprehensive Medical, Dental, and Vision insurance plans
• Tax-free Dependent Care Account
• Life insurance, short-term, and long-term disability
• Excellent PTO policy
• Great work-life balance environment
• Strong supportive teams
• Commission under the applicable sales compensation plan, providing additional earning potential beyond base salary