VP of Health Plan Strategy and Partnerships

Overview of the Role:

The VP of Health Plan Strategy and Partnerships will sit on our commercial leadership team and significantly contribute to key decisions in the development of the business as a whole.  In this role, the right candidate will lead the overall health plan strategy and management of a team of experienced sales and support professionals. The goals of the health plan team are to acquire new health plan/PBM ASO partnerships, launch them quickly and effectively, and maximize the revenue produced from each channel. Moreover, develop plan by plan strategies to expand our reach into multiple lines of business such as fully insured, medicare, and medicaid.   

The VP of Health Plan Strategy and Partnerships will be a steward of the organization ensuring partnerships contain the right business terms which balance the goals of the health plan partner with the needs of Pelago to deliver significant revenue over the life of the partnership. 

In this role you will…

• Own the development and execution of the overall strategy for the health plan team to close new business and drive revenue from existing channels.
• Collaborate with your team to effectively manage opportunities from beginning to end leveraging the Pelago health plan sales process.
• Ensure partnerships are launched and enabled in a timely fashion, and we are executing aggressive tactics to drive revenue on a per partnership basis
• Meet with team members at least weekly to ensure effective pipeline management, accurate forecasting of deals, and to discuss deal by deal strategy to move opportunities through the funnel.
• Partner with Sales Enablement to ensure your team has the tools, training, and guidance to sell with velocity and effectiveness.
• Become an additional spokesperson for the business at conferences and other industry events.
• Meet regularly with the executive team to communicate pipeline status, ensure appropriate strategies are in play, and you have any support needed to hit our targets.
• Actively generate new opportunities by reaching out to existing relationships, decision makers, and excite prospects about the Pelago program.
• Work cross functionally with employer sales, marketing, operations, and clinical teams, to ensure commercial success and operational readiness.

The background we’re looking for…

• 10+ years of experience in the digital health space developing revenue generating Health Plan/Payer partnerships with a history of navigating complex organizations and sales processes.
• 5+ years building and leading health plan sales teams.
• History of consistently exceeding quotas with a results-oriented nature. 
• Develops and executes strategic plans for key accounts including an activation component with a focus on how we deepen and expand our relationships across their business.
• Demonstrates proactive ability to diagnose and fix root cause drivers of service and/or delivery problems.
• The ability to lead on high level sales pitches to senior executives, decision makers, and influencers.
• Excellent organization, communication (verbal and written) and deal management skills.
• Positive attitude: go getter who does not quit and is not afraid of rejection.
• The ability to innovate and solve problems creatively and are comfortable working with the uncertainty of a fast-paced start-up.
• A commitment to personal growth with a strong desire to learn and self-develop. 
• Passion for the company’s mission to help people overcome substance use challenges and improve their lives.
• Be an “owner” from the outset, own the business plan for Health Plan Partnerships, and be the key driver of success.
• Willingness to travel.
• Existing relationships with insurers you can leverage to build pipeline quickly.
• Can be located anywhere in the US, but ideally New York, NY vicinity.

What you’ll love about us… 

We have a whole host of perks for our people! From life essentials to nice-to-haves, there are more than a few good reasons to love working with us. We strive to ensure Pelago employees have equitable access to healthcare, wellbeing, time away, and then some.

• Competitive pay
• Generous and meaningful equity package
• Full Medical, Dental, & Vision coverage 
• 401k Plan
• Unlimited PTO Policy, 10 paid holidays, & company wide “Me Time” Days
• Paid maternity, paternity & new parent leave
• Flexible working environment
• Annual Learning and Development stipend to support continued learning and career development
• Wellness Reimbursement Program 
• Mental Health Care through Spring Health 
• Access to Reproductive & Family Planning Care 
• Substance Use Support for employees and family members