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

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 consistent sales support - 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

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.

To know more about Firstsource please visit our website www.firstsource.com

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