VP of Health Plan Sales - job 2 of 2

at Kaia HealthUnited States (Remote)
Kaia is a mission-focused health technology company.

Our story began in 2016, when our founders Konstantin Mehl and Manuel Thurner, set out on a mission to bring affordable and accessible relief to millions of people with chronic conditions. No strangers to chronic pain themselves, they decided to innovate ways to remove the obstacles many people experience in getting the leading-edge care they need in order to live their best lives.

How do Kaia apps work? Kaia uses a dynamic AI-powered algorithm. Our programs are based on multimodal rehabilitation, a holistic approach to managing chronic conditions. Our users have easy access via smartphone and tablet to our programs for MSK and COPD using this evidence-based approach.

Five years into our story, we are a leader in digital therapeutics, with 500,000+ users worldwide. Having raised $125 million from investors such as Optum Ventures, idInvest, and Balderton Capital. We are poised to create a global footprint in digital self-care; Kaia is patient empowerment made easy.

The regulatory landscape is quickly adapting to the digital ecosystem. Therefore, our mission and strategy bring new opportunities for exceptional talent to join our journey. With over 200 “Kaianeers” spread across the globe, we need now, more than ever, specialized talent to help take our mission further.

A successful candidate for the VP of Health Plan Sales will be passionate about selling for a market leader in MSK digital therapeutic solutions. The ideal candidate will be enthusiastic, a strategic thinker, and an outstanding communicator with prospects and clients in the Health Plan market. A strong network in healthcare and health plans is a must and it is important to have a good track record of sourcing and closing deals, generating leads, and pitching new prospects. This candidate is a team player both externally and internally and someone who manages relationships well to propel Kaia to rapid and profitable growth.
About the role

• Develop relationships with health plan executives and leaders
• Build sales funnel for defined region, territory or line of business
• Guide prospects through strategic sales process to a successful close
• Promote Kaia’s solutions and partnerships
• Meet quarterly and annual lead generation and sales targets for your assigned territory
• Develop regional plans and strategies to grow leads, closed deals, and revenue
• Work collaboratively with other members of the sales team, growth marketing, finance, SMEs and other internal partners
• Partner with Growth Marketing to develop strategic and segment/prospect specific content to the market
• Organize and maintain detailed records in Kaia CRM (Salesforce)
• Operate within and manage sales budget
• Represent Kaia to the market
• Become a SME on all aspects of Kaia’s products and solutions
• Review prospect activity, anticipate customer needs and partner with Product, Engineering and Client Success to improve the Kaia solutions
• Create sales reports and deliver feedback to executive management
• Establish and maintain key partner, prospect and deal advisor relationships

About you:

• 7-10+ years of field sales experience in the Healthcare Industry working with health plans, providers, preferably in the digital/healthcare technology space
• Deep understanding of health plans and their primary product/market segments: Commercial - fully and self insured/ASO; Government - Medicare, Medicaid, Medicare Advantage and Medicare supplement; ACO/value based care contracts
• Ability to articulate the vision, mission and strategy to executive level and C-Suite
• Demonstrated ability to operate in a high growth, fast paced environment
• Self-starter with a passion for healthcare, technology and value based care models
• In-depth knowledge of selling strategies and methods (i.e. Challenger Method)
• Ability to find the buyer and compel them to buy
• Proven success in selling a disruptive technology, product or solution
• Strong data/analytical skills to drive commercial insights, value creation models, and return on investment analyses for prospective deals
• Exceptional presentation skills and executive presence
• Creative, innovative thinker with the drive and will to win

The range of the base salary is $100k-180k, which is just part of our larger compensation/benefits package (more details listed below!) Please note that individual total compensation will vary based on factors such as qualifications, skill level, competencies and work location.
\*\*\*Please note that Kaia Health only hires in the following US states: New Hampshire, Colorado, Arizona, North Carolina, Illinois, Texas, Massachusetts, South Carolina, Connecticut, Florida, California, Indiana, Virginia, New Jersey, New York
Some of the benefits of being a Kaianeer:

• You can directly influence the future of digital health in a team of industry experts and digital shapers.
• You will work alongside serial entrepreneurs (previously founded and scaled another startup, Foodora).
• You’ll enjoy accessible leaders, a hybrid (home/office) or remote work environment, and flexible vacation and working times.
• We support your professional development and have a budget and PTO set aside for you just for that!
• Happy hours, team events, and knowledge-sharing sessions.
• Join us if you’re looking for an entrepreneurial adventure and an exciting place to grow personally and professionally.

What we offer in the US:

• A competitive salary
• 100% 401k match up to 5% of yearly base salary, with vest starting on day 1
• Kaia offers Health care options where employees are 100% covered and dependents are 75% covered
• Flexible PTO policy
• Parental leave coverage up to 4 months-eligible on day one
• Ability to work 100% remote + access to HQ in NYC and coworking spaces across the US (and Europe!)
• Team events & Offsites in both US and Europe
• $1,500 annual personal development budget + 4 days off per year to dedicate to personal development
• Choice of several Macbook or Lenovo laptops
• $600 for ancillary equipment
• two free meals a week if you come into office

Job Type: Full-time