At Wellframe, we reimagine healthcare relationships through a new approach that uses high-tech to deliver the high-touch support people need, when and where they need it. We call it Digital Health Management. Our comprehensive suite of Digital Health Management solutions for care management, advocacy, and navigation help organizations forge more meaningful connections with members, across their healthcare journey. 

Wellframe was founded to counter a pressing industry problem: the healthcare system has struggled to find ways to support people in between care settings, at scale. We believe health plans are in the best position to advocate for their members as they navigate their health and care, but know that technology alone can’t help us achieve this ambition. That’s why our team of physicians, clinicians, public health experts, data scientists, engineers, and healthcare industry experts ensure our patented technology works in service of the person-to-person connections that make healthcare work best.

The Wellframe VP of Business Development is responsible for growing annual recurring revenue in our new business segment. This position will help generate new revenue opportunities by managing key relationships, anticipating customer needs and exceeding client service expectations. This position sits within the Sales & Account Management function and reports to the SVP, Growth.

Areas of Responsibility:

Product, Solution, and Market Expertise (30%)

• Learns and maintains a deep understanding of Wellframe solutions, prospects, and the industry as a whole by maintaining a high-level mastery of all processes, systems and applications utilized within the department. Mastering product, marketing, technical, and executive information provided in a timely manner (e.g., features, benefits, pricing, intended use, value proposition) for a wide breadth of solutions; learning how products and solutions fit into client processes and contribute to their business performance; establishing competence in demonstrating product use; assessing product/service strengths and weaknesses relative to the competition; understanding business opportunities, including competitive positioning; identifying, developing, and maintaining relationships with experts and leaders in the field; obtaining and mastering strategic information critical to the market (e.g., interests, priorities, technology trends, financial requirements); and collaborating with sales management and top performers to continuously improve.
• Represents Wellframe within the industry by developing and maintaining comprehensive knowledge of our products, industry trends and general business and financial acumen through various sources and initiatives; communicating in a professional, compelling, and articulate manner of speech, writing and formal presentation; behaving in ways that demonstrate our core values and culture; developing professional and positive relationships with customers and colleagues; and maintaining a reputation of competence, integrity and professionalism.

Pipeline Growth (35%)

• Continuously seeks sales opportunities to support a healthy sales pipeline by reviewing and evolving a list of prospects; researching contact information for decision-makers and influencers; building daily and weekly call lists to support a healthy pipeline; conducting introductory calls with sufficient volume to establish a full calendar; engaging potential clients at the management and executive level to identify business opportunities; seeking introductions to additional staff (e.g., power users, managers/decision makers, IT, operations); networking and establishing relationships with key prospects and associations to identify additional leads; and managing and reporting all pipeline and forecast activity through the CRM database in accordance with timing and content standards.
• Complies with and executes the sales process to meet revenue targets and sales quotas by meeting with potential clients face-to-face; discussing, documenting and fully understanding client business needs and goals (e.g., workflow analysis); matching clients' needs with our solutions and service offerings to create opportunities and generate revenue; conducting presentations and demonstrations; negotiating pricing and contract details; finalizing contracts and sales; and updating the CRM database throughout the client development process. 

Strategic Planning (35%)

• Maximizes revenue for Wellframe within the territory by designing and implementing a strategic direction for top prospects; working with all internal teams to understand growth potential;partnering closely and effectively with Growth Operations, Product, Technology, Marketing and Client Services in achieving successful identification and scoping of key opportunities; regularly contacting and meeting with prospects to drive the sales process and deliver exceptional insight (e.g., remaining informed of their business needs, reinforcing the value provided); staying informed of our solutions to meet current or future prospect needs.

Education, Experience, & Skills Required:

• 15+ years of B2B sales experience within healthcare technology and/or health insurance industry, including:
• Selling to healthcare professionals and IT professionals in the healthplan market. 
• Selling a complex product/service requiring in-depth knowledge of the client's business and the products functionality
• Managing large multimillion-dollar opportunities
• Developing accurate sales forecast
• Demonstrated ability to learn a complex product line quickly through self-initiative and discipline
• Developing account plans including growth strategies, pricing strategies and revenue forecast
• Successfully generating new business; leveraging current partner relationships and developing new relationships with the aim of generating new opportunities
• Developing and qualifying prospect lists
• Making in-person presentations and web conference presentations to prospective clients to explain the business' products and services and their alignment with the client's needs
• Successfully building relationships and presenting to high level decision makers
• Ability to prioritize work effectively within the scope of the business needs. A strong network in healthcare market and an understanding of the market dynamics and cultural nuances.
• Excellent written and strong communication skills
• Able and willing to travel on a regular basis
• Regular attainment of President's Club status preferred
• Experience with a CRM tool (e.g. Salesforce) preferred 
• Ability to manage overnight travel up to 40%
• Ability to work collaboratively in a team environment
• Positive, upbeat, and solution-oriented 
• Work style & approach that reflects Wellframe’s Core Values of Tenacity, Collaboration, and Humility

Wellframe, Inc. is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status or any other characteristic protected by local, state, or federal laws, rules, or regulations.

This posting is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee and any percentages listed are approximate. Duties, responsibilities and activities may change or new ones may be assigned at any time with or without notice.