Head of Consultant Relations

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

📋 Description

• Lead and develop Scan.com's national consultant and broker relations department, reporting directly to the Head of Employer Sales.

• Recruit, mentor, and oversee a planned team of three Directors of Consultant Relations.

• Own and manage the team's strategy, account coverage, and commercial contributions.

• Maintain personal involvement in key consulting-firm relationships and active employer opportunities.

• Establish the national consultant strategy and operational framework.

• Distribute assigned firms and offices among the three Directors while defining clear account responsibilities.

• Align coverage and employer opportunity strategies with the Sales team.

• Hire, onboard, and guide the Director team; set performance goals and assess account strategies and deal progression.

• Cultivate senior-level relationships within priority consulting firms, including leaders in benefits, clinical advisory, and analytics.

• Articulate Scan.com's imaging model and supporting evidence, assisting the team in understanding how firms assess and recommend solutions.

• Transform relationships into qualified introductions, RFP requests, finalist opportunities, and successful outcomes.

• Engage in employer evaluations, address objections, and support the sales team in advancing deals.

• Collaborate with Solutions Consulting, Finance, and Analytics to develop compelling business cases for employers.

• Provide consultants with presentations, evaluation tools, case studies, and educational sessions alongside Marketing and commercial leadership.

• Track and report on consultant-sourced and consultant-influenced pipelines, revenues, win rates, and relationship coverage.

• Reach consensus on attribution with Sales and commercial leadership, optimizing resource allocation based on outcomes.

• Incorporate market feedback into Product, Network, and Operations.

• Partner with Client Success to address any client delivery issues that may impact consultant confidence or create expansion opportunities.

⛳️ Requirements

• Proven track record of converting benefits consultant and broker relationships into employer opportunities and commercial success.

• Established senior connections with key benefits consulting and brokerage firms, such as Mercer, Aon, WTW, Gallagher, or Lockton.

• Demonstrated ability to leverage national influence to generate local employer opportunities.

• Practical knowledge of self-funded employer benefits, buying cycles, and the roles of employers, consultants, health plans, and third-party administrators.

• Proficient in explaining healthcare economics, clinical evidence, network access, and implementation requirements without exaggeration.

• Experience in creating a consultant-relations strategy within an employer health solution context.

• Background in influencing complex sales processes and establishing account ownership, enablement, and measurement practices for scaling functions.

• Proven ability to hire, mentor, and manage professionals in commercial or consultant-relations roles.

• Capability to set clear objectives and enhance team performance while personally managing critical relationships.

• Daily utilization of AI tools with a proactive approach to identifying or assisting in the development of automations or agentic workflows.

• Competence in assessing whether an AI-driven process is sufficiently safe and reliable for handling sensitive patient data.

🏝️ Benefits

• Equity participation.

• Flexible remote or hybrid working arrangements.

• Dedicated budget for personal development.

• Comprehensive medical, vision, and dental insurance.

• More than 28 days of paid time off, inclusive of PTO and wellbeing days.

• Paid parental leave.

• 401k retirement plan.

• Provision of all necessary equipment to perform at your best.

• Inclusive policies crafted by our team, for our team.