Director Managed Care Solutions

Location: New York, NY

Department: Managed Care Solutions

Type: Full Time

Min. Experience: Senior Manager/Supervisor

The Company

Integra Partners is a leading, tech-enabled, healthcare benefit management company focused on community-based care. Integra has a core competency in Durable Medical Equipment (DME), Orthotics and Prosthetics (O&P), and works with providers and health plans to facilitate care for hundreds of thousands of patients each year.  We have experienced rapid growth with no slowdown in sight.

Our leadership team is amazing (www.accessintegra.com) and focused on what really matters to our business - every employee, every experience, and every customer. With the right people, success is unbounded. This is a truly unique opportunity to take a position with a great company, surrounded by an awesome team.

In 2015, Integra’s management and Tufts Health Plan of Massachusetts acquired the business. Tufts Health Plan is one of the country’s leading, 5-star, private health plans providing healthcare to individuals and employer groups. Integra now operates as a separate financial investment and subsidiary of Tufts Health Plan with a separate board of directors and governance structure. Integra is an innovative and exciting company, with an entrepreneurial culture focused on teamwork and everyday excellence.

Scope and Responsibility

The Director of Managed Care Solutions (Integra’s “sales” organization) will be a key leader on the MCS team.  This team is responsible for revenue generation through active relationship management of more than 55 Managed Care Organizations and 3,000 DMEPOS providers.  Managing 3 people, this individual will oversee all aspects of client account management which is focused on ensuring client happiness and finding additional revenue streams.  The position will report to the Senior Director of MCS and will be responsible for the creation of an account management strategy, training recruiting and retaining talent to execute the strategy, and execution of that strategy through his/her team.  This individual’s fingerprint will be visible through the success of the account management process.  In addition, s/he will work collaboratively with the sales operations team to ensure reporting, training, and other support functions are enhancing our team’s ability to succeed with clients.  This is an excellent opportunity for a junior leader with experience building/leading account management organizations to flex into a more senior role.  We value collaboration and servant leadership and expect this person to embrace a focus that people are our competitive differentiator.    

 

Key Responsibilities and Essential Functions

Provider Net Promotor Score: As the Director of MCS, you will oversee the Integra Partners provider network.  A key responsibility will be to deliver meaningful improvement of Integra’s Net Promoter Score. Specifically:

  • Build a strategy to deliver a 10%+ increase in NPS.  This likely includes a SWOT analysis which should inform major paint points / reasons for detractors
  • Formulate an action plan to improve sentiment
  • Cross departmental collaboration to align the organization on key execution objectives
  • In addition, this person will be responsible for development of a means to capture NPS feedback on a more routine basis and improve the number of survey respondents

Health Plan Retention and Revenue Targets: You will oversee the Account Management function for key health plans and deploy best-in-class account management fundamentals to be replicated and practiced by team of Account Managers.

  • Build a payor account management strategy including health plan specific goals to retain 100% of Integra’s health plan accounts
  • Create scalable, repeatable account management fundamentals to maximize output of MCS Account Managers to satisfy client needs and drive revenue
  • Identify payors who are at risk and/or falling short of revenue expectations to determine root cause and correct action planning

MCS Team Lead & Operational Execution:The Director will work closely with the Senior Director and represent MCS on key internal initiatives that are cross functional across the organization.

  • Hire, train, retain and lead team of (1-2) Account Managers and (1) Account Support Specialist
  • Function as a team lead for direct/non-direct reports to provide support to dedicated Account Management team when escalations arise
  • Ability to solicit client feedback and translate into actionable feedback for Integra’s Operational Leadership team with minimum burden to payors
  • Represent the voice of Integra’s internal stakeholders when engaging with clients to clearly articulate internal challenges and opportunities

Competencies

  • Demonstrated ability to drive revenue through team in successful account management leadership roles
  • Experience managing clients with varying sizes (enterprise customers and smaller organizations) as well as degrees of sophistication and business needs in a high velocity environment
  • Develop and execute strategic initiatives and programs, both short and long range, to support quality relationships, sales, and revenue objectives of organization
  • Able to develop buy-in and drive action across a wide set of collaborative team members including internal and external stakeholders
  • Remain knowledgeable of market and industry trends, competitors, and leading strategies to drive continual change within the market place
  • Manage DME contracting from start to finish for new and existing business when a change is imminent and necessary
  • A comprehensive understanding of contractual options, healthcare economics and competitors’ practices with ability to grasp both clinical and business concepts
  • Exhibits a high degree of initiative and analytical skills to identify and solve complex problems with minimal impact to the client
  • Must thrive on building highly effective teams including experience hiring, managing, and developing a team who are responsible for the day-to-day execution of client programs
  • Master of time management, well organized, and detail oriented

Requirements

  • Background in healthcare is strongly preferred
  • Bachelor's degree in business, sales, marketing, or equivalent training in business or sales management
  • 5-8 years of previous account management experience with documented success
  • Work independently while maintaining team focus
  • Demonstrates the ability to lead by example and motivate the team
  • Displays strong leadership qualities, decision making abilities, and strong business judgement
  • Proficiency with MS Excel, MS Word and PowerPoint
  • Model company values through daily interactions with team members, providers, and payors
  • Travel as required
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