Company Description

Sutherland is a digital transformation company focused on delivering exceptional experiences for both customers and employees. Our digital backbone spans 144 countries around the world, with 61 delivery centers across 19 countries, handling over 43 million transactions a month for approximately 70 clients. We are a team of 38,000 global professionals, operationally effective, culturally meshed, and committed to our clients and to one another. We call it One Sutherland.

Sutherland Healthcare Solutions is a leading provider of Health Information Management, Revenue Cycle Management and Healthcare Customer support solutions to the healthcare industry. Our solutions encompass a comprehensive suite of platform enabled back-office and front office services that span the Provider, Payer, and Healthcare IT sub verticals.

We collaborate with healthcare providers and payers utilizing a unique and flexible blended shore approach. Our solutions are focused on increasing the operating margins and cash flow generation of our healthcare clients by deploying efficient business processes, proprietary re-engineering methodologies and technology enabled automation.

Job Description

ROLE OVERVIEW

Drive business development for Payer business unit with responsibility to identify new business opportunities, lead end-to-end sales pursuit, manage client relationships while collaborating with the broader org to bring forth the best of Sutherland to meet customers’ needs

The Client Development Executive (CDE) is responsible for creating and managing a book of business for the Healthcare Payer business unit of Sutherland Healthcare. This includes building a new book of business within existing accounts and new logo clients and management of some existing accounts if required. You should have a proven track record of building business in the areas of Payer back office and call center, technical and professional services and transformation within the Healthcare industry. Your experience should include: experience in managing executive relationships, health care consulting industry, development of annual new business forecasts, identification of prospective clients and their decision makers and building relationships with them, development of tailored marketing/sales strategy, leading the pursuit team while collaborating with the broader org to bring forth the best of Sutherland to meet customer needs, creating & presenting the proposal with the support of a cross-functional team and winning new business.

DUTIES AND RESPONSIBILITIES   

Sales engagement: Driving end-to-end pursuit cycleConsistently generate $2.5-4M in-year revenue from net new logos every year, before transitioning them over to the account mgmt. team to scale furtherIdentify/ create and qualify opportunities (sole sourced, RFPs). Shape and solution engagements in collaboration with subject matter experts as relevantLead the end to end Sales pursuitDevelop and communicate compelling value propositions and advance sales conversationsDrive pricing and MSA negotiations with clients as well as internal approvals to drive to closureClient relationship management and networking: Forging strong relationshipsBuild trusted advisor relationships and influential partnerships based on a strong foundation of business and technology expertise; build on top of and leverage existing client relationships from past workWork with vertical heads and a/c mgmt. teams in existing Sutherland a/c’s to ensure YoY rev growthInvest in social selling – own and Sutherland’s brandTeaming: Collaborate to bring forth best of SutherlandCollaborate closely with solutioning studios / CoEs, delivery, vertical sales team, other horizontals incl. analytics, Sutherland labs, PSG team, as needed to build customized solutions for end clients and bring forward the best of Sutherland.Expertise and knowledge management: Staying ahead of the curveTrack industry developments – implications of macro-economic moves, new business models, industry disruptors (regulations, new offerings, new players); track technology developmentsTrack competitors – investments, footprint, new offerings; develop account-specific deep insightsSales operationsDevelop and own sales plan for winning priority new accounts for Sutherland; review sales plan/ business pipeline with leadership to ensure target achievement

QualificationsEducation: Bachelor’s degree, MBA preferred10+ years of experience in business development in healthcare sales with high exposure to payer back office, member and provider experience, digital transformation, AI, IT strategy, and advisory services across the Payer ecosystemStrong understanding of the Healthcare domain and technology landscapeExperience of selling BPO, BPaaS, SaaS and digital/CX transformation focused solutions with hands-on experience of pursuing, shaping & closing $10M+ dealsExperience and examples of engaging senior stakeholders on business problems and ability to match those with relevant service offeringsWell networked, with strong references from key stakeholders (buyers, influencers) in the healthcare payer space.Resourceful, understands and leverages “The-art-of-the-possible”Proven track record of delivering excellence through informal experienceConfident communication/ active listener with top tier skills in “telling the story” and facilitating conversationWill win “or die trying” attitude towards goalsTop tier capacity for reasoning, logic, critical thinking & problem solvingLooks to research, learn & understand on relevant topics

Additional Information

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