Deputy Chief Growth Officer

MetroPlusHealth provides the highest quality healthcare services to residents of Bronx, Brooklyn, Manhattan, Queens and Staten Island through a comprehensive list of products, including, but not limited to, New York State Medicaid Managed Care, Medicare, Child Health Plus, Exchange, Partnership in Care, MetroPlus Gold, Essential Plan, etc. As a wholly-owned subsidiary of NYC Health + Hospitals, the largest public health system in the United States, MetroPlusHealth's network includes over 27,000 primary care providers, specialists and participating clinics. For more than 30 years, MetroPlusHealth has been committed to building strong relationships with its members and providers to enable New Yorkers to live their healthiest life.

Position Overview

The Deputy Chief Growth Officer reports directly to the Chief Growth Officer and is in charge of identifying new business partnerships and opportunities to increase sales as well as growing existing accounts. In addition, the Deputy Chief Growth Officer is responsible for collaboration internally/externally to ensure the retention of MetroPlusHealth members in all LOBs.

The Deputy Chief Growth Officer manages existing partnerships, evaluates company business goals, and leads a crossfunctional unit. This role directs new business and retention strategy efforts by presenting MetroPlusHealth products, features, benefits, and value proposition and proposes strategies to expand market share.

The Deputy Chief Growth Officer is a senior level position within our organization with key responsibilities to market, promote and grow the membership of our Health Plan. The primary functions of the Deputy Chief Growth Officer are to lead the sales strategies for key lines of business and grow membership within the MetroPlusHealth service area. Collaborating with internal Department Heads within the organization as well as external business partners to inform, educate and enroll eligible consumers into Government and Non-Government LOBs offered by MetroPlusHealth. Alignment of efficient enrollment processes are integral to the successful achievement of the position. The Deputy Chief Growth Officer is responsible to directly monitor, coordinate, and evaluate overall sales operations activities. The Deputy Chief Growth Officer is responsible for the implementation and coordination of MetroPlusHealth sales strategies and tactics to support the Plan's overall sales efforts. The position plays a critical role in identifying and building community collaborations with strategic partners to expand MetroPlusHealth reach and prominence in acquiring and maintaining membership. The Deputy Chief Growth Officer will ensure operations within the Sales Department of the Growth Division comply with regulatory and compliance standards and that established goals and objectives including quality application submission, applicant enrollment and member retention are met. The Deputy Chief Growth Officer reports directly to the Chief Growth Officer.

Relationship Management

• Develops and manages strategic partnerships to increase membership and grow business in accordance with company's strategic direction.
• Plans, attends and facilitates meetings with prospective clients and advisors and establishes mutually beneficial partnership.
• Manages and expand existing and new accounts.
• Oversees all aspects of business partnerships' recruitment from pipeline to active discussions to closing and ongoing partner management.
• Ensures appropriate strategy/solution is proposed to customer.
• Networks at relevant industry events.
• Serves as leader of the Business Development team in helping refine and deliver strategic initiatives for defined business partners.
• Promotes and articulates MetroPlusHealth's corporate vision and product strategy to different audiences such as Non-Profit, Labor Groups, Civic Organizations, Associations, Trade Groups, Community Based Organizations.
• Supports the Chief Growth Officer; Senior Director of Sales; Directors of Medicare, MLTC/MAP, and MetroPlus Gold; and other lines of business with large partner negotiations through
  management of internal relationships with Strategy, Marketing, and Operations knowing the existing contracts and partner specific data.
• Manages entire sales process, from sourcing through technical discussions to deployment.
• Defines solution bundles and references architectures that showcase specific use cases or partner integrations.

Analysis, Research and Development

• Directs marketing efforts by presenting market research to marketing directors and suggests strategies to expand market outreach.
• Research emerging trends and recommends new company offerings to satisfy business partners and customers' needs.
• Presents business or marketing opportunities to company executives and management.
• Evaluates prospective partners and analyzes/provides strategic recommendations on new markets and emerging industry trends within the NYC, Long Island, and Westchester counties.
• Prepares cost models in liaison with Finance Department.
• Analyzes potential opportunities and develops sales strategies for each customer account.
• Establishes and is accountable for metrics and internal goals to track, measure, and drive success for relevant accounts.
• Identifies, negotiates, and tracks project schedules, dependencies, and milestones.
• Prepares comprehensive evaluations of new business opportunities, partnerships, and other strategic growth initiatives.
• Collaborate with Product Development teams in the continued development and enhancement of new products and services to situate the company in a competitive position.
• Collaborate with Marketing and Communications on sales messaging and promotions.
• Drive the process to identify and correct gaps in member experience, determine the key priorities for focused improvement of strategies, tactics and best practices.
• Develop and effectively manage the annual sales department budget.
• Establish and maintain a leadership climate that leads to a highly engaged, diverse workforce committed to MetroPlus' mission, vision, and values.
• Define optimal sales force structure to meet business objectives.
• Formulate the annual sales plan including specific objectives for each product line.
• Maintain a positive public relations image within the communities MetroPlus serves.
• Accountable for key performance metrics.
• Manage the use of budget.
• Define optimal sales force structure.
• Put in place infrastructure and systems to support the success of the sales function.
• Provide detailed and accurate sales forecasting.
• Set specific quarterly or annual sales goals.
• Present information regarding sales at company meetings.
• Monitor the market and competitor product and activities.
• Review customer activity, anticipate consumer, provider, members, internal/external business partner needs, and improve customer satisfaction.
• Collaborate with the professional services team to prepare customer proposal for services-related project/retainers.
• Communicate product feedback from prospective and current customers to the product/engineering team.
• Develop annual sales plan in support of organizational strategy and objectives.
• Direct annual sales forecasting activities and set performance goals accordingly.
• Provide account insight in the forecast alignment meetings.
• Develop and recommend product positioning, packaging, and pricing strategy to produce the highest possible long-term market share.
• Support growth in sales, market share, and profitability of the Prime Line of Business groups, Social Services Organizations, and Non-Profit Organizations.
• Responsible for sales cycle planning, execution, and evaluation.
• Interact with Marketing in the development of profitable business building promotional activities.
• Approve and/or submit BIRD document for promotions.

Strategic Direction

• Drives new sales opportunities to sales leadership, FMOs, GAs, Brokers, captive and external sales representatives, advertisers, and ad networks.
• Leads Business Development strategy including industry positioning, product roadmap, pricing strategies, third party partnerships, and other grow opportunities that leverage the unique position we have as a nonprofit, City Agency-run insurance carrier.
• Build strong business partnerships with B2B and B2C customers, integrations into complimentary third-party solutions, investigating and suggesting other opportunities.

Collaboration

• Interfaces with Product, Marketing, Sales, and other teams to create and execute on new product goto- market plans.

Administrative

• Prepares all documentation required for Requests For Proposals (RFPs), MOU, Partnership Agreements
• Manages departmental financial and operational goals and objectives through subordinate supervisors and staff.
• Records all business development related (opportunities, Site Visits, Face to Face Meetings,) activities in CRM (SALESFORCE) system.

• Bachelor's degree in business administration, marketing, finance, or related field; Master's Degree strongly preferred.
• 12+ years of progressive sales experience with at least 7 years of experience at the senior management level, MBA strongly preferred.
• At least 7+ years of experience, at the director-level and above, managing a sales, business development, and/or account management team in an organization with at least $500 million in annual revenue.
• Experience providing status reports with market and customer feedback to the corporate leadership team.
• Successful experience building a go-to market strategy and corporate sales plan.
• Successful experience building and growing new sales channels.
• Experience in a business development role in health insurance plan is preferred.
• Ability to develop, establish and execute comprehensive strategic business development plans and programs, both short and long range, to achieve corporate objectives for products and services and to support sales and revenue objectives of MetroPlusHealth.
• Skilled in research, analysis and monitoring of financial, technological, and demographic factors to capitalize on market opportunities and minimize effects of competitive activity.
• Experience managing key customer relationships and closing strategic opportunities.

Licensure and/or Certification

• Project Management Certification preferred

Professional Competencies

• Adept at negotiating sound business deals as leadership.
• Takes ownership for meeting goals as an individual and on behalf of the organization
• Acting Strategically
• Collaborating and Influencing
• Integrity and Trust
• Excellent leadership, communication, interpersonal and customer service skills.
• Great strategic planning, organizational and creative thinking skills.
• Exhibits familiarly with Microsoft Word, Excell, Power Point, and Outlook.
• Demonstrates solid motivational and leadership skills.
• Can conduct independent research.
• Communicates effectively to ensure appropriate level of awareness across the organization.
• Customer focus.
• Demonstrated ability to work creatively and effectively in a fast-paced environment coupled with attention to detail and ability to work simultaneously on multiple priorities.
• Excellent analytical, problem-solving, and decision-making skills.
• Exceptional leadership and management skills and ability to motivate and mobilize others.
• Integrity and Trust.
• Persuasive.
• Strong business acumen and ability to leverage or cultivate network and innovative alliance structures.
• Functional/Technical skills.
  • Proficient in all Microsoft Office applications.
  • Contract management.
  • Industry trends.