VP, Client Relations (Commercial) - remote opportunity

Description/Responsibilities:

The VP, Commercial Client Relations, will be responsible for overall profitability and maintaining margins for Tivity’s growing Commercial portfolio of clients. In addition, this person will have responsibility for contract renewals, and revenue expansion (including increasing subscriptions and expanding our marketed/eligible membership.

The VP will be responsible for leading the overall strategic direction of the accounts and managing the teams that are interacting with the client’s day-to-day and corporate contacts. You will lead a team with the responsibilities of contract expansion, renewals, and account management activities; strategic planning, and ensure, reporting, implementation and service delivery are meeting and exceeding client expectations.  This role requires establishing a consultative partnership with health plan and jumbo employer executives and will be responsible for creating and maintaining senior and executive relationships with clients, and ensure executive relationships are cultivated via Tivity Health executive team and the board. 

This individual will work in collaboration with Internal Sales, Operations, Finance, Legal, Product and Marketing teams. They will also be the voice of the customer for product enhancements and new product development.

This role will also be responsible for team leadership, management and development of Account Executives who have customer-facing responsibilities.  The VP will be accountable for large, high-profile customers, will take an innovative role in strategic development, and will lead through strategic objective setting and coaching, mentoring and developing their teams.

Colleague Leadership, Management and Development: Provide team leadership and direct supervision to assigned account management team members. Responsible for hiring, developing, supervising, and retaining colleagues. Provide the leadership necessary to develop and maintain a motivated, productive and competent team through open communication and delegation of responsibilities and authority.

Contract Expansion/Up-sell:  Aggressively identify and pursue opportunities for contract expansion. Use consultative selling practices to uncover issues related to the customers’ needs and support the Account team to proactively identify solutions to customer issues by linking opportunities to contract scope expansion.

Contract Renewal: Oversee the renewal strategy development, packaging, presentation and negotiation activities to retain and grow profitable existing business. Oversee pre-renewal internal strategy meetings to discuss customer issues, problems, needs, opportunities, competitive threats and alternatives to be proposed. Ensure clients receive a comprehensive, professional and compelling renewal package. Provide input on pricing strategy and assist the Account team with interpreting financial data. Coordinate and prepare for renewal and RFP responses as applicable.

Client Management:  Nurture and develop overall business relationships with assigned market segment accounts. Establish and/or improve positive strategic relationships with the senior most client executives. This could include the CEO, COO, CSO, CMO, CFO and their staff. Conduct formal periodic review meetings with client(s) to: review performance; surface any threats and opportunities; discuss new ideas and solutions. Effectively manage customer's requests for program deviations that may negatively impact our ability to efficiently deliver services. Resolve issues through proper channels in the organization with customer's perspective in mind. Act strategically when confronted with barriers.

Strategic Planning: In a consultative manner, support the account team to develop long-term strategic plans to ensure we are delivering value to the client. Discuss customer issues affecting the cost-of-service delivery and margin and help identify creative solutions to those issues. Provide strategic leadership to account and field team to ensure we are supporting the clients’ corporate objectives nationally and regionally.

Organization Leadership and Management: Participate as a senior member of the Client Relations team and provide strategic and tactical perspectives. Build and maintain strong customer relationships with key individuals in the Tivity Health organization. Provide leadership and support for change within the organization.

• Bachelor’s degree in business, health administration, or related discipline required. Master’s degree or equivalent additional experience preferred
• 15 + years of experience or more years of experience in a commercial health or wellness environment is preferred. Diverse capabilities represented by successful experiences in several healthcare settings or managing large health plan clients and/or employer groups preferred. This experience will be predominately in account management, prior consultative selling experience a plus.  10 + years of demonstrated experience leading an account team for companies where large, health plans and employers are the client
• Demonstrated client relationship management abilities managing large complex accounts
• Healthcare experience in the Commercial space is preferred
• Marketing and engagement experience to increase awareness of product offerings, is desired
• Ability to build relationships with clients and to develop unique client focused solutions based on strong understanding of client business challenges and needs
• Skillful negotiator with experience in conflict resolution
• Broad knowledge of Tivity Health products, services and organization
• Strong analytic and quantitative skills
• Ability to manage inter-company relationships and appropriately influence others
• Experience analyzing outcomes data (e.g., claim, clinical, provider, eligibility)
• Demonstrated leadership skills, with emphasis on management, training, and development of direct reports　
• Ability to travel as business needs required (up to 50%)
• Exceptional written and verbal communication skills and effective presentation skills are required.
• Computer skills including proficiency using MS-Word, Excel, PowerPoint and Outlook
• Previous people management experience required

The salary range for this opportunity is $128,600 to $180,000 per year. Compensation depends on several factors: qualifications, skills, competencies, and experience.

Tivity Health offers a robust benefits package, which includes a competitive salary, company bonus potential, medical, dental, vision, 401k with match, generous paid time off, free gym membership to over 11,000 fitness locations in the US, and other great benefits.

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About Tivity Health® Inc.

Tivity Health® Inc. is a leading provider of healthy life-changing solutions, including SilverSneakers®, Burnalong®, Prime® Fitness and WholeHealth Living®. We help adults improve their health and support them on life's journey by providing access to in-person and virtual physical activity, social, and mental enrichment, condition-specific programming, as well as a full suite of physical medicine and integrative health services. We continue to enhance the way we direct members along their journey to better health by delivering an insights-driven, personalized, interactive experience. Our suite of services support health plans, employers, hospital systems and others nationwide as they seek to reduce costs and create healthier communities. At Tivity Health, we deliver the resources needed to live healthier, happier, more connected lives. Learn more at www.tivityhealth.com.

Tivity Health is an equal employment opportunity employer and is committed to a proactive program of diversity development.  Tivity Health will continue to recruit, hire, train, and promote into all job levels without regard to race, religion, gender, marital status, familial status, national origin, age, mental or physical disability, sexual orientation, gender identity, source of income, or veteran status.