Client Development Executive

Summary

Join Sutherland Healthcare Solutions as a Client Development Executive (CDE) and drive business development for the Payer business unit. You will identify new business opportunities, lead end-to-end sales pursuits, and manage client relationships. The CDE is responsible for creating and managing a book of business, including building new business within existing and new accounts. A proven track record of building business in payer back office and call center, technical and professional services, and transformation within the healthcare industry is required. You will develop annual new business forecasts, identify prospective clients, and build relationships with decision-makers. Success in this role involves leading pursuit teams, creating proposals, and winning new business.

Requirements

• Bachelor’s degree, MBA preferred
• 10+ 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 ecosystem
• Strong understanding of the Healthcare domain and technology landscape
• Experience of selling BPO, BPaaS, SaaS and digital/CX transformation focused solutions with hands-on experience of pursuing, shaping & closing $10M+ deals
• Experience and examples of engaging senior stakeholders on business problems and ability to match those with relevant service offerings
• Well 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 experience
• Confident communication/ active listener with top tier skills in “telling the story” and facilitating conversation
• Will win “or die trying” attitude towards goals
• Top tier capacity for reasoning, logic, critical thinking & problem solving
• Looks to research, learn & understand on relevant topics

Responsibilities

• 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
• Sales engagement: Driving end-to-end pursuit cycle Consistently generate $2.5-4M in-year revenue from net new logos every year, before transitioning them over to the account mgmt. team to scale further
• Identify/ create and qualify opportunities (sole sourced, RFPs). Shape and solution engagements in collaboration with subject matter experts as relevant
• Lead the end to end Sales pursuit
• Develop and communicate compelling value propositions and advance sales conversations
• Drive pricing and MSA negotiations with clients as well as internal approvals to drive to closure
• Client relationship management and networking: Forging strong relationships Build 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 work
• Work with vertical heads and a/c mgmt. teams in existing Sutherland a/c’s to ensure YoY rev growth
• Invest in social selling – own and Sutherland’s brand
• Teaming: Collaborate to bring forth best of Sutherland Collaborate 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 curve Track industry developments – implications of macro-economic moves, new business models, industry disruptors (regulations, new offerings, new players); track technology developments
• Track competitors – investments, footprint, new offerings; develop account-specific deep insights
• Sales operations Develop and own sales plan for winning priority new accounts for Sutherland; review sales plan/ business pipeline with leadership to ensure target achievement