Vice President, Business Development

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Company: Avalon Healthcare Solutions
Location: Tampa, FL 33607

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Overview:[


About the Company:

Avalon Healthcare Solutions, headquartered in Tampa, Florida, is a clinical services and information technology company using evidence-based medicine to develop and deploy medical policies and protocols in the high-volume, dynamic and complex diagnostic lab environment. The company manages the appropriate use of thousands of existing lab tests and researches new tests to determine efficacy and impact on patient care.

Studies show that 30% of clinical laboratory testing is unnecessary or overused. Inappropriate testing or missing a key screening can lead to complications and expense arising from unwarranted care, or not obtaining proper care when needed, leading to increased health risks and costs. Avalon helps ensure delivery of the right test, at the right time, and in the right setting. We seek to ensure the most effective patient treatment, improve clinical outcomes, and optimize cost and affordability.

Avalon is a portfolio company of Francisco Partners, a global private equity firm that specializes in investments in technology and technology-enabled service companies. Since its launch 15 years ago, FP has raised approximately $10 billion and invested in more than 150 companies.

Avalon is a high growth company where every associate has an opportunity to make a difference. You will be part of a team that shapes a new market and business. You’ll enjoy seeing the results of your work as we rapidly implement our plan. Most importantly, you will help Avalon to achieve its mission and improve clinical outcomes and health care affordability for the people we serve.

For more about Avalon, please visit our web site at http://www.avalonhcs.com.


About the Vice President, Business Development Position:

Reporting to the Chief Growth Officer, the VP, Business Development is responsible for national business development/sales activities across targeted national payers, regional health plans, and Blue Cross Blue Shield plans. This position develops and executes strategic approaches for new business development with both established pipeline opportunities working in concert with key Avalon stakeholders and new potential customers in the target markets. Develops and cultivates long-term relationships with key C-level executive and clinical decision makers who are responsible for vendor selection and management in managed care, health plan, and health insurance companies. This is a long sales cycle group of products and services which requires a highly analytical and consultative professional who can communicate and sell a very complex value proposition, competing largely against existing in-source solutions, to a highly sophisticated group of senior executives.
This is a full-time, W-2 position. At this time, we can consider only local candidates authorized to work in the US. No recruiter calls, please.

]Responsibilities:


Responsibilities of the Vice President, Business Development:

  • Serve as a Business Development and Sales Leader for the company. Become a deep subject matter expert in all aspects of laboratory services, national and regional labs, and how health insurance companies contract with and facilitate lab services for their members.
  • Working with the Avalon senior leadership team, execute the sales strategy, including identification of the customer segments on which Avalon Healthcare Solutions should focus, and potential sales channels with whom the company should work.
  • Execute an aggressive annual sales plans, with consistent follow-up of prospects over a long sales cycle working in a somewhat new space.
  • Develop a deep understanding of Avalon Healthcare Solutions’ products and services to be able to describe them and their value effectively to knowledgeable C-level prospects including CEOs, CFOs, CMOs, and other Clinical Leaders.
  • Work with Avalon Healthcare Solutions CEO, CFO, product management team, and other senior team leaders to develop competitive but profitable pricing for Avalon Healthcare Solutions’ products and services.
  • Employ a consultative sales approach to determine prospect’s needs and priorities and highlight the ways in which Avalon products and services will meet those needs.
  • Monitor pertinent market activity and information regarding Avalon’s target customers and competitors, their products and services, etc.
  • Maintain Business Development pipeline database
  • Identify conferences, associations, and other industry-wide sales and marketing opportunities to increase company visibility in the marketplace and promote the overall branding of the company.
  • Lead contracting process internally and externally.

Qualifications:


Qualifications of the Vice President, Business Development:

  • Experience leading contracting process and closing deals.
  • Deep healthcare subject matter expertise, particularly with respect to laboratory services, genetic testing, health care data, and health plans.
  • Experience as sales/business development leader with a pharmacy benefit manager (PBM), a complex health services company, a health plan, and/or a consulting firm in with a concentration with payers on compact projects is required.
  • Must be highly analytical, consultative, well-organized and very buttoned-up in all facets of day-to-day work, to fit in effectively with the sales team.
  • Must be able to engage people at all levels, internally as well as outside of the organization through influencing.
  • Excellent oral and written communication skills, with the ability to create and deliver complex presentations to C-suite executives at large organizations.
  • Excellent general business and financial acumen, ability to read and interpret financial documents; understanding of pricing, ROI, and the financial impact of complex products and services.
  • Strong relationship management and social skills.
  • Strong win-win negotiation skills
  • Energetic and enthusiastic, with “Can Do” attitude.
  • Highly trustworthy with strong integrity.


Preferred Qualifications:

  • Top school MBA or other related healthcare or business degree preferred.
  • Deep knowledge of all health care payers, health plans, Blue Cross plans, Federal and State health programs including Medicare, Medicare Advantage and Medicaid as well as health care delivery systems in most large markets is strongly preferred.
  • Prior experience in a start-up or early-stage company helpful.