Enterprise Account Executive - Lumeris (Baltimore, MD) in Baltimore, Maryland For Sale
Position Overview:
Join Our Growing Team!
Lumeris™ provides the information technology, guidance, and operational services necessary for hospitals, health plans and physicians to transform their organizations into high-performing accountable delivery systems.
Our revolutionary technology platform for accountable care integrates data from disparate systems across the continuum of care, provides complete visibility into the clinical and financial performance of the enterprise, and delivers applications and information to key stakeholders at the point of thought. Lumeris also provides health care consulting and professional services that help organizations establish the necessary clinical and business processes, methodologies, and operational capacity to create their own successful accountable health care delivery systems.
The depth and breadth of our solutions - combined with the company's extensive real-world experience in accountable care - make Lumeris the ideal partner for any health care organization seeking the significant benefits of a better connected, aligned, and informed accountable delivery system.
Lumeris is privately owned by Essence Group Holdings Corporation (EGHC) and backed by investors including Kleiner Perkins Caufield & Byers, Camden Partners, and Sandbox Industries.
To learn more, visit Lumeris online at www.lumeris.com .
Why Join Lumeris?
At Lumeris you will be part of team that is focused on solving a national healthcare problem. And you will have the ability to contribute while working for a purpose. Our environment is fast-paced and change oriented and is focused on growth and employee engagement. At Lumeris we believe talent is utilized best when given the opportunity to succeed. That is why we have removed the boundaries that inhibit success and focus on fostering an environment that allows employees to utilize their talents.
Role and Responsibilities:
Executive Relationship Development
The Enterprise Account Executive (EAE) will first need to understand the overall strategic vision of the company, with an eye on continued relationships building within all levels of the client, maintaining and growing their presence, through world-class service and delivery to ensure all areas of management are fully covered. The EAE will maintain the primary and overall client relationship, covering all aspects of account work from Project Delivery through Strategic Development work. This critical aspect of the role includes significant onsite time at the client's location(s) to develop the trusted advisor relationships and build the foundation to all other aspects of the role and job.
Advocacy
Serves as the primary liaison between the client and Lumeris, advocating for the client within Lumeris while balancing the needs of the company, with the overall goal of maximizing the value of the relationship to both parties. Advocacy includes but is not limited to: serving as the lead company representative to the client, representing the company's interests; serving as the voice of the customer within Lumeris on behalf of the relationship; participating in contract negotiations; leading problem resolution efforts; leveraging client relationships in order to serve as a source of market intelligence within Lumeris; serving as a source for identifying potential product development opportunities for the company; thinking outside the box regarding solutioning; the ability to say ""no"" to the client when appropriate without harming the relationship.
Strategic Development
Identifies and develops strategies for client to identify areas of needs for further growth and development within the accountable care structure, matching solutions and services of Lumeris and pursing those new opportunities. Internally develop strategic initiatives, including detailing potential problems, organizing cross-functional teams, and proposing and managing timely analysis with predetermined milestones. The EAE is accountable for client delivery, working with the project teams in their client to drive significant, positive change within the client. The EAE also leverages their client relationships/knowledge to contribute to strategic development of Lumeris' solutions through identification of client/market needs that may not yet be addressed by Lumeris, but fall within Lumeris' mission and scope.
Client Development
Responsible for all areas of customer satisfaction throughout the length of the relationship, especially as it relates to overall project implementation through production and as necessary, leading resolution to all issues surrounding products and services. The Account Leader will establish strong, long-lasting, consultative relationships with all areas of client, and proactively look for ways to extend and expand the client relationship. This includes setting the proper client expectations, and saying no at the appropriate times and situations. The EAE is responsible for attaining and maintaining referencability of their client(s) at all times.
Delivery Experience
Responsible for all areas of project delivery to meet customer contractual obligations and maintain customer satisfaction. A track record and experience in project delivery, including technology and consulting/implementation services is critical. The EAE will work with the Lumeris project team(s) (Program Management Office) day to day and escalate any issues internally and/or externally to ensure delivery is on track to budget, schedule, and scope. The EAE will drive overall account governance, including strategic executive oversight committees, Service Delivery governance, and day to day project issues requiring escalation (working with PMO). Past experience in PMO, project/service delivery, or related is required. Without a successful delivery record, client satisfaction and the expansion of business will be severely hampered.
Revenue and Business Growth
As lead for Lumeris with a client(s), the EAE will be charged with delivering on current contracts and budgeted revenues, as well as identifying new opportunities for continued business and revenue growth. Strategic and outside the box thinking is necessary to further the profitability of the client account to Lumeris. The EAE will work with the Lumeris Sales team as appropriate to expand and grow new business, working as a combined team for the ongoing relationship (CAL) and driving net new sales (Sales Exec). This work is critical and will include coordinating correct SMEs and teams to pursue.
Internal Interfaces
The EAE will interface internally with key personnel across Lumeris on a regular basis, including Implementation Services (technology and consulting), Market Leads, Executive Committee, other members of the executive team, and senior leaders across the organization. Additionally, the EAE will work with a number of internal operational groups and functional leaders, including executives from the Product Management, Customer Service, Sales, Finance, IT, etc. This is the internal portion of the full job to be the 'glue' between Lumeris and the total client relationship and interactions.
Experience - Qualifications - and Education:
Relevant Experience
A minimum of ten years of experience in health care, with 7 years experience in health care consulting and/or relevant experience and at least 5 years experience in Enterprise Account Management.
Structured & Logical Thinking
The ability to identify and define business problems and issues, and develop strategic, analytical, and financial frameworks to conduct analysis.
Analytical Rigor
Proven capability conducting and managing quantitative portfolio and growth analyses.
Passion for Healthcare:
A history of work in the healthcare industry and an ongoing desire to make one of the world's strongest healthcare companies even stronger.
Powerful communication:
The ability to communicate effectively and succinctly, both verbally and on paper, and with all levels of an organization (internal and external).
Educational Credentials:
The right candidate will possess a Bachelors degree in Business Management or Healthcare Management. An advanced degree is preferred.
Personal Qualifications
The candidate selected for this position will be a creative, out-of-the-box thinker who is intellectually curious with a demonstrated interest in learning. This person will also need to be a self-motivated, high-energy individual who can easily function in a high demand, performance-driven environment. He/she must be accustomed to working on multiple tasks in parallel. This professional must demonstrate strong leadership skills, best demonstrated by the individual's ability to engage, motivate and gain credibility with team members and senior management.
The successful candidate will:
Be strong in nature, but recognizing the accomplishments of the team before the individual
Be highly motivated and possess vision and enthusiasm
Be comfortable and skilled as an individual contributor and as a team manager (Player/Coach)
Be proactive and skilled in developing relationships across the company and across client(s)
Understand how to deliver on short time frames and be committed to meeting deadlines ""no matter what""
Communicate in an open and honest way that quickly builds trust and respect
Possess and demonstrate an entrepreneurial spirit
Be comfortable on his/her feet making presentations and decisions
Be comfortable and experienced in consultative selling and contract negotiations
Benefits:
In addition to competitive salaries, challenging work assignments, and developmental opportunities, Lumeris offers employees a comprehensive benefits package to include medical, dental, vision, life insurance, short-term and long-term disability, paid time off (PTO), matching 401K, and tuition assistance.
For more information on Lumeris careers and to apply for positions, please check out our web site: www.lumeris.com/careers
Lumeris is an EEO/AA employer M/F/V/D.
To stay connected with exciting news and the latest job opportunities from Lumeris, follow us on Twitter: @LumerisJobs.
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