RVP Health Plan ASO Sales

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

📋 Description

• Develop and implement a sales strategy aimed at enhancing and expanding health plan ASO channel partnerships.

• Build and sustain a strong regional pipeline through new business initiatives, acquisition of new logos, and strategic growth within payer and payer-adjacent channels, ensuring pipeline coverage aligns with annual booking objectives.

• Identify, prioritize, and actively pursue high-value prospects within health plans through targeted market development and direct engagement.

• Oversee all phases of the ASO channel partnerships lifecycle — from initial prospecting and discovery to contract negotiations, pipeline expansion, and sales productivity.

• Manage health plan ASO partnership performance, ensuring achievement of annual booking goals, growth of qualified pipeline, progression of new logos, and effective conversion at various deal stages.

• Foster, strengthen, and expand relationships at the C-suite and VP levels with health plan commercial leaders, product/solution leaders, medical directors, and network contracting officers to support new logo growth and partnership development.

• Act as a strategic partner to health plan decision-makers, establishing Vori Health as a distinctive MSK solution within commercial payer channels.

• Assist in engaging with consultants and brokers to enhance awareness, preference, and co-selling opportunities across payer and ASO channels.

• Employ a consultative, value-oriented sales methodology to effectively communicate Vori Health's clinical model, outcomes data, utilization impact, and total cost-of-care savings in compelling ROI narratives tailored for payer ASO sales and account management teams.

• Collaborate with payer teams to create impactful sales materials, data-driven proposals, claims-based ROI analyses, and assessments of population health.

• Lead payer stakeholders through needs assessment, business-case development, value validation, and consensus building among clinical, financial, network, and commercial buying groups.

• Coordinate efforts with Vori Health's Employer Sales, Implementation, Clinical Operations, and Client Success teams to ensure alignment of payer opportunities across channels and facilitate a smooth transition from closing to launching and ongoing partner success.

• Share market insights with Product, Marketing, and Leadership to enhance positioning, competitive differentiation, and priority setting for the solution roadmap.

• Maintain accurate pipeline and activity records in CRM (Salesforce), providing monthly forecasts, deal status updates, pipeline coverage reports, and progress updates against booking and new logo targets to sales leadership.

• Monitor regional competitive trends and report on win/loss statistics, pricing sensitivity, and objection patterns.

⛳️ Requirements

• Minimum of 5 years of progressive B2B healthcare sales experience, including at least 3 years dedicated to health plan partnership development.

• Proven history of meeting or surpassing quotas in complex, consultative, value-driven sales cycles involving multiple payer stakeholders.

• Strong understanding of self-funded plan operations and ASO structures.

• Experience in indirectly selling point solutions, specialty benefits, or value-based care programs through health plan ASO partnerships.

• Established record of sourcing, contracting, and developing high-performing channel partnerships with health plans.

• Strong financial acumen; capability to construct and present ROI models, total cost-of-care analyses, and actuarial summaries.

• Exceptional communication, executive presence, and presentation abilities — comfortable engaging with CMOs, CFOs, commercial leaders, and network executives.

• Proficient in Salesforce CRM and standard sales productivity tools.

• Willingness to travel up to 30% within the assigned region.

🏝️ Benefits

• Competitive Salary & Equity: We provide competitive compensation based on experience and the value you contribute to the team.

• Equity Options: As part of our commitment to long-term success, we offer equity options, allowing you to participate in the company's growth.

• Health & Wellness: Our health benefits include medical, dental, and vision coverage to ensure you and your family remain healthy. We also offer wellness programs and mental health resources to support your personal and professional well-being.

• Retirement Plans: We offer a 401(k) plan along with Roth options to help you plan for your future and achieve peace of mind.

• Paid Time Off (PTO): Enjoy generous paid time off, which includes vacation days, holidays, and sick leave, to help you recharge and maintain a healthy work-life balance.

• Fully Remote Work: Enjoy the flexibility of working from home or a private office space! We provide a fully remote work environment that enables you to tailor your workspace to your lifestyle.

• Professional Development: We promote continuous learning and growth by providing access to training, workshops, and a Professional Development stipend for further education.

• Parental Leave: We offer paid parental leave to support team members during significant life events, whether welcoming a new child or expanding their family.

• Employee Assistance Program (EAP): Access confidential counseling and support to address personal or work-related challenges, along with additional employee assistance programs.