VP, Client Retention & Growth

A GTM role dedicated to supporting Sales, Client Engagement, and the Business Unit to successfully renew strategic clients with favorable terms and conditions.

The candidate should demonstrably possess the skill and experience to work as a member of a collaborative client leadership team and to be responsible for proactive management of the renewal schedule, creation of and sharing of best practices across all segments, acting as the business unit liaison, legal planning and liaison, and proactive leadership planning and progress reporting. Client specific work will entail the expansion of account intelligence, preparation of internal renewal strategy materials, facilitation of Renewal Package completion, initiation of renewal contracts and drive contracting with Sales VP to conclusion. Where appropriate the Contracts VP will support client negotiation calls.

The intent of the role is to provide leadership within Cotiviti across the matrix (sales, client engagement, BU, legal and finance) in the pursuit of sound business renewals that are supportive of the business needs for both our clients and Cotiviti. By partnering with the Sales and Client Engagement VPs, the Contracts Vice President will learn best practices and efficient use of internal resources and the optimal way to identify upsell or optimization during the renewal process without compromising baseline terms, scope, or financial terms.

Support the GTM and BU teams, the VP, Client Retention and Growth participates in the planning and execution of renewal strategies at the territory and account levels.
• Participation in the creation and maintenance of territory and account renewal plans.
• Coordinate with Sales and Client Engagement management in renewal planning.
• Support renewal discovery calls.
• Set named deal renewal strategies.
• Create Gold Team presentations and document essential interactions with key Cotiviti business leaders as well as clients.
• Coordinate cross-selling/optimization activities with sales VP and Client engagement.
• Create presentations for online and onsite meeting.
• Support and participate in renewal package presentations.
• Fulfill take-aways from presentations and discussions.
• Participate in RFI and RFP submissions for competitive renewals.
• Manage contract administration process and participate in contract negotiations. Assist with contract creation and administration (Amendments to MSA, BAA and SOW).
• Ensure timely execution of renewal contracts with a goal to complete 90 days prior to renewal effective date.
• Complete all responsibilities as outlined on annual Performance Plan.
• Complete all special projects and other duties as assigned.
• Must be able to perform duties with or without reasonable accommodation.

• Bachelor's degree in Healthcare, Marketing, Business or related field required.
• 12-15+ years of Sales, Contract Negotiation, Client Management experience in renewal and upselling to existing large health plan clients.
• Demonstrate the skill and experience to work as a member of a collaborative client leadership team.
• Experience presenting to and collaborating with "c" suite and executive leadership team members.
• Excellent negotiation skills for large and complex deals; proven track record of successfully negotiating multi-million dollar deals.
• Skilled at establishing a selling, pricing, and proposal strategy.
• Outstanding verbal, written and presentation skills.
• Experience with Sales CRMs.
• Excellent command of selling or closing processes and discipline to lead a team to closure effectively.
• Excellent ability to manage and lead multiple deals at one time while planning for the next 18 months.
• Strong client communication skills.
• Deep understanding of Cotiviti's solution suite and business units a plus.

Mental Requirements:

• Communicating with others to exchange information.
• Assessing the accuracy, neatness, and thoroughness of the work assigned.

Physical Requirements and Working Conditions:

• Remaining in a stationary position, often standing or sitting for prolonged periods.
• Repeating motions that may include the wrists, hands, and/or fingers.
• Must be able to provide a dedicated, secure work area.
• Must be able to provide high-speed internet access/connectivity and office setup and maintenance.
• No adverse environmental conditions are expected.

Base compensation ranges from $150,000 to $175,000. Specific offers are determined by various factors, such as experience, education, skills, certifications, and other business needs.

This role is eligible for commission.

Cotiviti offers team members a competitive benefits package to address a wide range of personal and family needs, including medical, dental, vision, disability, and life insurance coverage, 401(k) savings plans, paid family leave, 9 paid holidays per year, and 17-27 days of Paid Time Off (PTO) per year, depending on specific level and length of service with Cotiviti. For information about our benefits package, please refer to our Careers page.

Date of posting: 12/30/2024

Applications are assessed on a rolling basis. We anticipate that the application window will close on 02/28/2025, but the application window may change depending on the volume of applications received or close immediately if a qualified candidate is selected.

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