Presales Manager - US Healthcare

Key Responsibilities :

• Managing all Operating Group, senior client buyer and functional owner relationships for the designated solution Driving
• Driving the necessary sign-off of the solution with proper input from the Operating Groups on client 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, CM. 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.
• Requires involvement 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 critical assignments
• 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

About Firstsource

A RP Sanjiv Goenka Group company. Firstsource is a leading provider of customized Business Process Management (BPM) services. We are trusted custodians and long-term partners to 100+ leading brands with a presence in the US, the UK, India, and Philippines. Our ‘rightshore’ delivery model offers solutions covering complete customer lifecycle across Healthcare, Telecommunications & Media and Banking, Financial Services and Insurance Verticals. Our Clientele includes Fortune 500 & FTSE 100 companies.

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