VP, Payer Sales – Regional Accounts

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

📋 Description

• Take ownership of revenue, pipeline, and expense objectives for a designated portfolio of regional health plans.

• Identify opportunities, secure referrals, and schedule meetings with senior leaders and C-level executives at regional plans, which include Blues plans, independent regional plans, and Medicaid managed care organizations.

• Develop and implement an account strategy for each plan, outlining lines of business, key decision-makers, and state-specific market and regulatory factors, ensuring a clear roadmap for growth.

• Manage a high-volume, multi-account pipeline with disciplined stage management and precise forecasting.

• Lead the negotiation of contracts and pricing in regional payer accounts, collaborating with Legal and Finance on MSAs, SOWs, and SLAs, and preparing offers for plans with streamlined internal teams.

• Collaborate with product, delivery, and marketing teams to effectively prepare for executive meetings and strategic pursuits.

• Oversee RFI/RFP responses from start to finish.

• Work alongside the National Accounts and Payvider sales VPs to share account intelligence, references, and coverage boundaries to prevent channel conflicts.

• Represent Cozeva-Vatica at significant industry events such as AHIP, RISE, Risk Adjustment Summits, Blues Summit, and state and regional health plan association meetings, utilizing these opportunities to set up executive meetings.

⛳️ Requirements

• 5+ years of experience selling to regional or mid-market health plans, with a proven history of closing multi-stakeholder deals.

• Demonstrated ability as a hunter: successfully opened new plan accounts or new lines of business within existing plans, consistently exceeding quotas.

• Proven track record of managing a higher number of concurrent accounts and shorter sales cycles compared to national accounts roles, with accurate forecasting.

• Working knowledge of Risk Adjustment, Quality (HEDIS, Star Ratings), and Medicare Advantage; familiarity with Medicaid and ACA Marketplace quality and risk programs.

• Strong analytical and presentation skills; capable of constructing a compelling business case for payer executives.

• Bachelor’s degree required; advanced degree preferred.

• Excellent written and verbal communication abilities.

• Willingness to travel 50-75% of the time.

• Hunter mentality: persistent, resilient, and results-driven; consistently surpasses quotas.

• Pipeline velocity: prioritizes a diverse account list by fit and likelihood of closure, maintaining strict stage discipline.

• Account strategy: plans land-and-expand tactics across various lines of business and adapts as necessary.

• Executive presence: communicates effectively and credibly with senior payer leaders.

• Trust and self-awareness: follows through on commitments, leads with integrity, and is open to feedback.

🏝️ Benefits

• Competitive salary based on your experience and skills.

• Bonus potential (based on role and is discretionary).

• 401k plans.

• Opportunities for growth and advancement.

• Comprehensive medical, dental, and vision insurance plans.

• Tax-free Dependent Care Account.

• Life insurance, short-term, and long-term disability coverage.

• Excellent PTO policy.

• Positive work-life balance environment.

• Supportive team culture.

• Commission under the applicable sales compensation plan, offering additional earning potential beyond base salary.