Vice President National Account Sales

The Vice President National Account Sales at Centivo plays a pivotal role in managing relationships with key national consultant firms and large employers. This includes coordinating the complete sales process for National Account opportunities, crafting employer-specific sales presentations, and collaborating with various departments to create sophisticated proposals. Additionally, this role entails cultivating a solid pipeline, engaging in consultative selling, and developing key relationships within the consulting space to enhance sales opportunities.

To qualify for the Vice President National Account Sales position at Centivo, candidates must possess a Bachelor’s degree along with over 10 years of relevant healthcare sales experience. A proven track record of meeting or exceeding sales quotas, technical knowledge in self-insured medical solutions, and familiarity with complexities in selling healthcare products is crucial. Experience in consulting or with self-funded employers would be highly advantageous.

Successful candidates for the Vice President National Account Sales role at Centivo should exhibit strong interpersonal abilities, effective collaboration skills, and a passion for developing solutions aligned with company strategy. The capability to build authentic relationships with C-level executives and corporate HR leaders is vital. Additionally, adaptability to navigate ambiguity and travel for prospect meetings will be important for drive success in this position.

Centivo stands out from traditional health insurance carriers by utilizing a primary care-based ACO model that results in significant cost savings. Our approach allows employers to save between 15 to 30 percent on their healthcare expenses. Employees benefit from free primary care services, predictable copays, and a no-deductible benefit plan design, making their healthcare experience more affordable and manageable.

The Vice President National Account Sales role at Centivo is predominantly remote, though we prefer candidates who are based in the Northeast or Dallas, TX. This flexibility allows our leaders to connect with clients and teams effectively, regardless of their physical location.

In my experience, developing relationships with large employer accounts requires a strategic, consultative approach. I start by researching the employer’s needs and understanding their unique challenges within the healthcare landscape. I then focus on building rapport through frequent communication, providing valuable insights, and ensuring that my proposed solutions align perfectly with their organizational goals.

Absolutely! One instance that stands out involved a large self-funded employer with specific pain points around their rising healthcare costs. I collaborated with various departments to craft a tailored proposal, emphasizing our unique offerings. By understanding their needs and presenting a robust solution that addressed their concerns, I was able to successfully close the deal, resulting in a long-term partnership.

Engaging with national consultant firms requires ongoing relationship management and value-driven conversations. I prioritize building relationships by being visible at industry events, providing updates on our offerings, and sharing insights on healthcare trends. Additionally, I tailor my approach to align with their client needs, ensuring we position ourselves as trusted partners in their consulting efforts.

Handling objections is an essential part of the sales process. I focus on active listening to understand the root of their concerns, and I always aim to address these by presenting data-driven solutions, providing case studies for credibility, and demonstrating how our offerings can effectively resolve their issues. This builds trust and reassures clients that I am committed to their success.

I believe metrics should paint a comprehensive picture of performance. I track the number of new accounts acquired, retention rates of existing accounts, and the overall sales growth. Additionally, I focus on customer feedback and satisfaction levels, ensuring that my sales efforts align with clients' needs for long-term success.

Throughout my career, I have worked extensively with complex healthcare products. My deep understanding of self-funded solutions, combined with hands-on experience managing long sales cycles, enables me to simplify intricate offerings into digestible insights for clients. I focus on articulating key benefits, addressing pain points, and customizing solutions to meet their specific requirements.

Collaboration is key to achieving sales success. I regularly engage with departments like marketing for targeted campaigns and product development for creating tailored solutions. I ensure constant communication with these teams to align our strategies and keep every stakeholder informed. This cross-functional partnership allows us to present cohesive proposals that resonate with our clients.

I stay updated by engaging in continuous professional development, attending industry seminars, and subscribing to reputable healthcare publications. Networking with peers and participating in relevant forums also provides insights into evolving trends. This knowledge enables me to provide informed solutions that keep our offerings relevant and competitive.

My approach to prospecting involves a blend of research and relationship building. I identify potential prospects through data analysis and market research, then reach out to initiate conversations and understand their needs. By offering valuable insights and demonstrating how our solutions can meet their challenges, I set the foundation for meaningful discussions and nurturing these leads into client relationships.

Client retention is just as important as securing the initial sale. I maintain regular communication with clients, providing updates on our services and addressing any emerging concerns proactively. Partnering closely with the Client Success team allows us to strategize on market expansion and enrollment goals, ensuring clients understand the full value of their partnership with Centivo while fostering long-term loyalty.