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AVP - Presales (Life Sciences)

First source
1 Openings • Deadline 02 Jan 2022
About the job

Key Responsibilities:

  • Managing all Operating Group, senior client buyer and functional owner relationships for the designated solution.
  • Driving the necessary sign-off of the solution with proper input from the Operating Groups onclient business objectives, industry, risk assessment, budget, and preferences (see service group rules/process and escalation approach for specifics)
  • Deep knowledge of Healthcare Payer Processes and experience of Proposal Development for Healthcare Clients Industry Certifications in Healthcare – AHIP, AHM, Healthcare Coding
  • Knowledge of the application of Digital technologies like Automation, AI, ML, Process Mining, Cognitive Bots, Conversational AI.
  • Process Knowledge: Claims Operations, Contact Center Operations, Clinical Services – UM, DM, Quality Management – HEDIS, STAR, Risk Adjustment Services, Provider Data Management, Credentialing, Member, and Provider Services.
  • Managing the sales team, Subject Matter Experts required during the sales process and the communication/collaboration with the delivery organization(s)
  • Directing and coordinating with Legal & Commercial and Corporate Transaction Services (CTS) in areas specific to the solution to ensure the use of standards
  • Collaborating with the Operating Groups to provide input to Terms and Conditions and in some cases accountable for specific Outsourcing contractual terms and conditions
  • Identifying leadership contacts for service transition and operations and ensuring appropriate solution plan transition for closed deals
  • Interfacing with the delivery organization/s to ensure effective transition, shape services, collaborate on clear solution assumptions, determine appropriate service delivery locations and related cost to deliver Solution Planning and Deal Shaping for Qualified Deals
  • Understand and translate buyer requirements into a standard solution offering deal approach, solution plan, proposal and cost estimate leveraging standard process methods, deliverables and the right collection of offerings
  • Preparing the BD to spend estimate, schedule, work plan, resource/sourcing plan
  • Understand and clearly define the input required to create cost estimates; Preparing the cost model estimates working with a delivery organization(s), Solution Management (if applicable) and CTS to deliver the defined scope of services
  • Collaborating as a key member of the sales team to represent the solution offering to the client buyer and other internal groups
  • Requires identifying and assessing complex problems for area(s) of responsibility. Creates solutions in situations in which analysis requires in-depth knowledge of organizational objectives.
  • Requiresinvolvement in setting strategic direction to establish near-term goals for the area(s) of responsibility.
  • Interaction is with Leadership level at a client and/or within an organization, involving
  • negotiating or influencing on significant matters.
  • Power to influence or complete assignments independently and ability to make decisions, as indicated by latitude to devise work products or plans, reliance on instruction and decision making ability
  • Latitude in decision-making and determination of objectives and approaches to criticalassignments
  • Risk or consequences in the event of failure, as indicated by the range of expected impact,
  • such as within a team or across a team or area of responsibility and level of risk
  • Decisions have a lasting impact on area of responsibility with the potential to impact areas
  • outside of own responsibility
  • Degree of accountability for assigned tasks, our clients and/or the organization, as indicated by the size of work effort and scale of entity and/or program
  • Manages large teams and/or work efforts at a client or within Leadership DNA living the
  • Core Values and adhering to our Code of Business Ethics

Key Performance Indicators

  • Define and implement a winning solution strategy for prospects and clients. Create profitable and deliverable solutions
  • Assist sales in new business opportunities
  • Drive customer success, sales methodology, and success in support of sales achievement
  • Drive efficiency of bid management process end to end across all bids initiated by the presales team
  • Ensure consistentsalessupport - timely meeting of bid requests with the right team construct
  • Influence and engage stakeholders to drive the right outcomes for the customer
  • Accountable for assuring the quality of deliverables, continuous improvements, knowledge capture, automation and standardization.
  • Develop standards for sales support processes and ensure adherence to the same
  • Responsible for team development and their growth in the function
Qualifications
  • MBA/PGDM
  • (Equivalent profile accepted)
Skills Required

Presales

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Fulfillment Required
Yes
Job Type

FullTime

Job Location

Bangalore, Chennai

Work Experience

2-4 years

Salary

Rs. 5-7 Lacs

Functional Area

Sales/ Retail/ Business Development

Industry Type

Other

Published On

02 Dec 2021

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