VP Sales and Growth x2

myLaurel Health Overview

myLaurel provides in-home-based acute care tailored for the specific needs of frail and complex patients. Their Recovery at Home, Rapid Advanced Care and Acute Care in the Home models offer effective solutions for preventing readmissions and reducing healthcare utilization among high-risk populations. By delivering care in patients' homes through a compassionate team of advanced practitioners, they eliminate the conventional acute care journey from the ER to hospital admission to post-acute care. This approach not only yields significant cost savings but also mitigates the risk of hospital-acquired conditions while greatly improving the experiences of both patients and caregivers. Founded on the principle that there's a superior way to deliver higher quality care, myLaurel prioritizes the patient experience and drives meaningful cost efficiencies. The organization offers three clinical service programs: the Recovery at Home post-discharge program and the Rapid Advance Care on-demand acute care, and Acute Care at Home for Hospitals and Systems. Each provides a unique solution for reducing utilization and preventing readmissions within the moderate to high complexity patient population.

In-Home Health Segment

The US post-acute care market experienced substantial growth, reaching $440 billion in 2022, with a projected surge to approximately $700 billion by 2032, indicating a remarkable annual growth rate of 4.75% from 2023 to 2032. This trajectory is propelled by the increasing strain on hospitals in the United States due to the growing patient burden, thereby driving demand for post-acute care services. Post-acute care encompasses healthcare services delivered to patients post-hospital discharge, effectively supporting both patients and the healthcare system by alleviating the administrative and financial burdens associated with extended hospital stays. These services include skilled care, therapies, rehabilitation, and medication management, administered by a team of certified professionals. The involvement of post-acute care has not only reduced readmission rates but also improved patient experiences, offering a comfortable environment for recovery and 24/7 medical monitoring. Many US hospitals have expanded into this domain, establishing post-acute care centers to provide continued care to patients following prolonged hospitalization. Despite substantial growth prospects, challenges include high operational costs, the need for skilled professionals, evolving reimbursement policies, and limited awareness of advanced post-acute care services in rural areas. Despite challenges, the post-acute care sector is poised for continued growth in the coming years, driven by factors such as healthcare sector development, the modernization of post-acute care centers, and the demand for home-based services.

Leadership Team

Lisa Sasko Chief Growth Officer

Lisa has a diverse work experience in the healthcare industry that brings tremendous impact to the executive team at myLaurel. Prior to her role at myLaurel, Lisa served as the Chief Growth Officer at Nobis Health, Senior Vice President of Business Development at CDPHP, Senior Vice President at Magellan Health, and Vice President at Evolent Health. Lisa’s experience has centered around creating innovative approaches to healthcare reform and delivery system change, developing comprehensive approaches to assess and support provider population health readiness, and designing and executing network-wide healthcare strategies focused on payment reform and practice reform. Lisa obtained a master’s degree from the University of Massachusetts-Dartmouth as well as an MBA from Northeastern University.

The Title 

Vice President, Sales & Growth

Location

Remote with ability to travel

Reporting Structure

This role will report to Lisa Sasko, Chief Growth Officer

Position Summary

myLaurel is looking for a VP of Growth who thrives in fast-paced environments and who will take a sales approach to payer partnerships; testing, learning, and optimizing strategies that enable strategic relationships with our payer partners to grow, efficiently managing resources that align partnership priorities to business goals. The Vice President provides leadership, direction, and resource stewardship to the growth and sales function. The VP is accountable for sales performance,profitable achievement of sales goals, and aligning sales objectives with business strategy. The VP is both an independent contributor and will manage as myLaurel grows. .

Duties & Responsibilities

• Sell myLaurel Solutions to Systems, Providers, and Payers
• Meet assigned targets for profitable sales volume, market share, and other key financial performance objectives
• Execute sales plans to meet organizational revenue goals
• Align the sales organization’s objectives with business strategy through active participation in strategic planning, sales strategy development, forecasting, sales resource planning, and teamwork
• Identify where improvements can be made and develop sales plans and strategies to achieve sales goals
• Create customer activity, anticipating would-be client needs, and improving customer satisfaction
• Establish and maintain key customer relationships
• Partner to design sales enablement collateral and promotional materials for myLaurel products and services
• Facilitate prospect meetings including team coordination, strategy development and presentation development, as well as all follow-up communication post sale
• Successfully negotiate with prospects to deal close
• Ensure contract execution
• Collaborate with various departments within myLaurel to execute deals and drive growth, including Analytics, Clinical, Operations, etc.
• Execute necessary deliverables including development of PowerPoint presentations, sales materials, and Excel models to support sales efforts
• Understand competitive landscape and key market dynamics, informing sales approach and strategy around emerging trends
• Attend industry conferences, manage network of health plan contacts, and publicly represent myLaurel to the health plan/ provider industry

Key Performance Indicators (KPIs):

• Independently carry and meet a $4M sales quota (avg hosp deal $1.5-2M)
• Close 2 System Deals and 3+ Payer/ Provider deal at or above margin
• Sell across growth segments of the business –Payer, Provider and Hospital Systems
• Increase pipeline month over month New Customer Acquisition in existing markets
• Penetrate 1-2 new markets
• Develop contract terms that push into Shared Savings and Cap Models year 2 and 3.

Desired Professional Skills and Experience

• Minimum 5 years Value Based Payment Contracting or Value Based Buy side experience
• Minimum 5 years of sales management experience, 10 years Hospital and Plan experience
• Proven ability (Success) in healthcare service sales, carrying and meeting quota’s
• Ability to create economic models savings/ ROI for clients in both Hospital and Payer/ Provider verticals
• Bachelor’s degree in a related field, MBA or equivalent preferred.
• Excellent communication (verbal and written) and presentation/public speaking skills
• Experience creating professional and compelling PowerPoint presentations
• Advanced interpersonal and client service skills
• Strong analysis, problem solving and decision-making skills
• Excellent organization and time management skills, able to juggle and multi-task with strong follow-up skills
• Solid proficiency in MS Office (Word, Excel, Outlook)
• Able and willing to travel