Sr. AVP Account Management - Provider Market

Director

In Office

Key Responsibilities:

Manage key clients and work with Operations and Service Line General Managers to deliver target, annual revenue goals and ensure client satisfaction by creating partnership with clients that results in growth of existing services and cross selling of additional products and services
Primary liaison with the Key business sponsors at clients, develop and maintain key relationships, discern key strategic goals and plans of clients, act as gatekeeper to clients, be the voice of the clients within EXL
Account Maintenance
- Set up and run regular Monthly and Quarterly Business Review meetings with clients
- Work with other internal groups as needed to prepare material for all such regular meetings
- Keep key business leaders at clients informed of high level progress and challenges as appropriate
- When appropriate, assist in bringing in strategic perspective and client business leaders to resolve tactical roadblocks to success
- Work closely with Operations for these key clients to ensure overall client health and satisfaction
- Performance – Ensure creation of and monitor monthly/quarterly published metrics, discuss any deviances / concerns with internal areas (GMs / Operations / IT / Engagement Management / Compliance) and escalate internally as needed, communicate any resulting issues to client.
- Solutioning - Understand pain points for the client and map relevant products, services and solutions to those, including working with EXL’s Product, Service and Solutioning areas to develop customized solutions as appropriate; Lead the effort along with Solutioning and/or SMEs from the various business units to deliver the appropriate offerings and the right value proposition to the client; Including negotiating business terms of SOWs covering such offerings.
- Work with current contacts to identify opportunities to expand current services, both in existing areas of client as well as others
- Work with Sales to expand / up-sell programs to client - this could be up-selling to the current client group and / or getting additional contacts within the client and delivering new solutions
- Add strategic perspective to process to ensure tactical issues do not impact performance or client satisfaction
- Be available for all escalations from clients – then communicate them to internal groups, such as GMs / Operations / IT / Compliance)
- Handle, with General Counsel, amendments to SOWs for changes in business terms
Account expansion:
- Solutioning - Understand pain points for the client and map relevant products, services and solutions to those, including working with EXL’s Product, Service and Solutioning areas to develop customized solutions as appropriate; Lead the effort along with Solutioning and/or SMEs from the various business units to deliver the appropriate offerings and the right value proposition to the client; Including negotiating business terms of SOWs covering such offerings.
- Work with current contacts to identify opportunities to expand current services, both in existing areas of client as well as others.
- Work with Sales to expand / up-sell programs to client - this could be up-selling to the current client group and / or getting additional contacts within the client and delivering new solutions.

Qualifications

At least 10 years’ experience provider domain of the healthcare industry.
Proven track record of personally originating new opportunities within large, complex client organizations
Deep understanding and experience in selling data and analytics and BPO solutions to providers
Strong appreciation for various delivery models including analytics, software, and platform enabled services models
Strong communication, presentation, and logical reasoning skills
Ability to engage C-level executives in detailed solution, transition and transformation shaping discussions.
Strong sales process and operations skills (pipeline management, forecasting, budgeting, etc.)
Strategically minded and able to create a consultative and solution-minded sales environment.
A forward & innovative thinker constantly focused on shaping the organization to meet and anticipate both near and long-term business needs
Demonstrated ability to work in a multicultural, global environment
MBA and/or Advanced Degree strongly preferred

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margin-bottom: 0px\"><li style=\"text-align: justify\" class=\"align-justify\">Set up and run regular Monthly and Quarterly Business Review meetings with clients </li><li style=\"text-align: justify\" class=\"align-justify\">Work with other internal groups as needed to prepare material for all such regular meetings </li><li style=\"text-align: justify\" class=\"align-justify\">Keep key business leaders at clients informed of high level progress and challenges as appropriate </li><li style=\"text-align: justify\" class=\"align-justify\">When appropriate, assist in bringing in strategic perspective and client business leaders to resolve tactical roadblocks to success </li><li style=\"text-align: justify\" class=\"align-justify\">Work closely with Operations for these key clients to ensure overall client health and satisfaction   </li><li style=\"text-align: justify\" class=\"align-justify\">Performance – Ensure creation of and monitor monthly/quarterly published metrics, discuss any deviances / concerns with internal areas (GMs / Operations / IT / Engagement Management / Compliance) and escalate internally as needed, communicate any resulting issues to client. </li><li style=\"text-align: justify\" class=\"align-justify\">Solutioning - Understand pain points for the client and map relevant products, services and solutions to those, including working with EXL’s Product, Service and Solutioning areas to develop customized solutions as appropriate; Lead the effort along with Solutioning and/or SMEs from the various business units to deliver the appropriate offerings and the right value proposition to the client; Including negotiating business terms of SOWs covering such offerings. </li><li style=\"text-align: justify\" class=\"align-justify\">Work with current contacts to identify  opportunities to expand current services, both in existing areas of client as well as others </li><li style=\"text-align: justify\" class=\"align-justify\">Work with Sales to expand / up-sell programs to client - this could be up-selling to the current client group and / or getting additional contacts within the client and delivering new solutions </li><li style=\"text-align: justify\" class=\"align-justify\">Add strategic perspective to process to ensure tactical issues do not impact performance or client satisfaction </li><li style=\"text-align: justify\" class=\"align-justify\">Be available for all escalations from clients – then communicate them to internal groups, such as GMs / Operations / IT / Compliance) </li><li style=\"text-align: justify\" class=\"align-justify\">Handle, with General Counsel, amendments to SOWs for changes in business terms </li></ul></li><li style=\"\"><div>Account expansion: </div><ul style=\"margin-top: 0px; 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Sr. AVP Account Management - Provider Market

Qualifications

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