Leads health plan and payer sales for risk adjustment and platform solutions across a defined territory. Responsibilities include exceeding bookings, revenue, and margin targets; developing sales strategies; building executive relationships; prospecting new accounts; negotiating complex contracts; managing RFI/RFP processes; supporting client meetings and trade shows; and coordinating cross-functional initiatives. Requires senior-level health plan sales experience, strong communication and presentation skills, complex-deal expertise, and willingness to travel 50–75%.
The VP, Sales Payvider/RBE is a senior hunter who owns a defined set of provider-sponsored health plans and risk-bearing provider entities (such as MA-risk ACOs, IPAs, MSOs, and value-based care groups) and grows Cozeva-Vatica Health's Risk Adjustment and Quality Solutions within them. This role's objective is to open doors with organizations that carry financial risk for a population and must perform on quality and risk adjustment at the point of care. The VP reports to the Chief Growth Officer and is accountable for revenue, pipeline, and cost of sale. The ideal candidate has 5+ years selling into health plans or risk-bearing provider organizations, has closed complex deals with senior executives, and has a record of exceeding quota.
Responsibilities:
- Own revenue, pipeline, and expense targets for assigned payvider and risk-bearing accounts
- Prospect, earn referrals, and book meetings with C-level and senior leaders, including CEOs, CFOs, CMOs, population health leaders, and heads of risk adjustment, quality, and network
- Build and execute an account plan for each organization that maps the risk contracts held (e.g., MA, ACO REACH, MSSP, Medicaid, commercial), the health plan partners it depends on, and named buyers, with a clear path to land each one
- Build the business case in the buyer's terms: RAF capture, quality bonus and shared savings performance, and medical margin
- Lead negotiation of complex contracts and pricing, working with Legal and Finance on MSAs, SOWs, and SLAs, and structure any outcomes-linked pricing with Finance
- Partner with product, delivery, and marketing teams to prepare for executive meetings and pursuits, including provider-facing workflow and data integration scoping
- Own RFI/RFP responses end to end
- Coordinate with the National and Regional Accounts sales VPs where a payvider's health plan partner is an existing Cozeva-Vatica account, to use relationships and avoid channel conflict
- Represent Cozeva-Vatica at key industry events (e.g., RISE, Risk Adjustment Summits, AHIP, NAACOS meetings, and value-based care conferences) and use them to set executive meetings
Requirements
- 5+ years selling to health plans or risk-bearing provider organizations, with a record of closing complex, multi-stakeholder deals
- Proven hunter: opened new accounts, or new entities and business units inside existing organizations, and exceeded quota
- Working knowledge of Risk Adjustment, Quality (HEDIS, Star Ratings), Medicare Advantage, and value-based arrangements (ACO REACH, MSSP, capitation, delegated risk)
- Demonstrated ability to sell to both executive and clinical or operational buyers, including physician leaders and quality and coding teams
- Strong analytical and presentation skills; able to build a financial business case for a risk-bearing executive
- Bachelor's degree required; advanced degree preferred
- Strong written and verbal communication skills
- Ability to travel 50-75%
Competencies:
- Hunter drive: persistent, resilient, and results-focused; consistently exceeds quota
- Account strategy: plans multi-entity, multi-buyer pursuits where the buyer depends on payer partners, and adjusts as they develop
- Executive presence: communicates clearly and credibly with senior plan, health system, and physician leaders
- Risk economics fluency: speaks credibly to capitation, RAF, quality bonuses, and medical margin
- Trust and self-awareness: follows through on commitments, leads with integrity, and welcomes feedback
Benefits
WORKING AT VATICA HEALTH ADVANTAGES
Prosperity
- Competitive salary based on your experience and skills – we believe the top talent deserves the top dollar
- Bonus Potential (based on role and is discretionary) – if you go above and beyond, you should be rewarded
- 401k plans– we want to empower you to prepare for your future
- Room for growth and advancement- we love our employees and want to develop within
Good Health
- Comprehensive Medical, Dental, and Vision insurance plans
- Tax-free Dependent Care Account
- Life insurance, short-term, and long-term disability
Happiness
- Excellent PTO policy (everyone deserves a vacation now and then)
- Great work-life balance environment- We believe family comes first!
- Strong supportive teams- There is always a helping hand when you need it
The salary for a position is typically determined by multiple factors such as an individual's qualifications, experience, skills, and location. The base salary range for this role is $135,000 to $150,000, with an estimated total compensation ranging from $300,000 to $325,000 (annualized USD). These figures represent just one aspect of the comprehensive total compensation package we offer.
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