Director, Payer Development

This is a fully remote position, open to applicants in United States.

📋 Description

• Responsible for overseeing business development, account growth, customer satisfaction, client relationships, and comprehensive account strategies.

• Accountable for meeting the sales targets established for assigned accounts.

• Collaborates with Account Executives and team leaders to enhance business within a designated territory.

• Leverages industry insights, product knowledge, and connections to identify business opportunities.

• Communicates sales and solutions in terms of return on investment (ROI) to the customer.

• Formulates a vision and account strategy aimed at sustainable profitable growth, aligning with the long-term objectives of the business.

• Evaluates competitive pricing to ensure that Enovis products are appropriately priced to optimize sales and profitability relative to competitors while adhering to brand positioning.

• Identifies, assesses, plans, and champions ongoing cost-reduction initiatives.

• Profiles key Payors to evaluate relevant coverage policies, utilization controls, coverage review practices and timelines, geographic areas of coverage, regional or national influence, and other factors that enhance patient access to Enovis products.

• Discovers opportunities to increase Enovis’ presence in existing accounts by offering additional services and value to the customer.

• Leads the development and negotiation of Payor contracts for assigned accounts, as needed.

• Works with Marketing to offer strategic insights regarding pricing and contracting initiatives.

• Participates in and leads cross-functional teams to achieve sales and profit targets.

• Provides effective support to various functional teams regarding specific Payor customers’ coverage policies and status.

• Recognizes competitive threats and formulates strategies to ensure optimal Payor access for products.

• Develops customer proposals that outline project scope, methodology, and pricing.

• Collaborates with Service Leaders and other P&L Leaders to ensure proposal content is comprehensive and effective.

• Monitors ongoing projects within the customer's organization.

• Engages in a major quality review of Enovis projects.

• Cultivates ongoing relationships with targeted accounts/territory and customer executives to position Enovis as a strategic business advisor within the customer's organization.

• Establishes a reputation as a trusted business advisor to the customer's organization.

• Works with both new and existing accounts to build and maintain customer relationships and secure sales volume.

• Ensures client satisfaction and promptly addresses any concerns or issues.

• Coordinates and communicates regularly with leaders and Senior Management.

• Engages Medical Affairs resources in a compliant manner to support optimal product access across designated regions/accounts.

• Maintains an understanding of third-party payer regulations, including Medicare, Medicare Advantage, Medicaid, Workers Compensation, and non-governmental payors, to ensure Enovis operates its Revenue Cycle Management activities in compliance with relevant rules, policies, and guidelines.

• Demonstrates commitment to the Compliance & Ethics Program, the Enovis Code of Conduct, the Enovis Sales and Marketing Code of Conduct, the AdvaMed Code of Ethics, and all related regulations, policies, and procedures.

• Adheres to all internal Corporate Compliance standards, OIG, government healthcare regulations, regulatory policies and procedures, as well as privacy and security standards in accordance with governmental agencies, including HIPAA requirements.

⛳️ Requirements

• A minimum of 15 years of experience in a healthcare-related field is required.

• Experience in negotiating pricing and contracts directly with Payors is essential.

• Proven track record of achieving sales quotas and enhancing customer relationships is necessary.

• Experience in presenting to and engaging with executive-level (C-Suite) stakeholders is required.

• Demonstrated success in collaborating with Payors is essential.

• Experience in leading sales pursuits and/or customer engagement teams within a matrix environment is expected.

• Familiarity with healthcare provider budgets, operations, and industry dynamics is required.

• Understanding of computer system capabilities and provider software solutions to meet process requirements is essential.

• Must be willing to travel up to 25% of the time.

🏝️ Benefits

• Medical Insurance

• Dental Insurance

• Vision Insurance

• Spending and Savings Accounts

• 401(k) Plan

• Vacation, Sick Leave, and Holidays

• Income Protection Plans

• Discounted Insurance Rates

• Legal Services