AVP, Client Engagement West

You are as unique as your background, experience and point of view. Here, you’ll be encouraged, empowered and challenged to be your best self. You'll work with dynamic colleagues - experts in their fields - who are eager to share their knowledge with you. Your leaders will inspire and help you reach your potential and soar to new heights. Every day, you'll have new and exciting opportunities to make life brighter for our Clients - who are at the heart of everything we do. Discover how you can make a difference in the lives of individuals, families and communities around the world.

DentaQuest manages dental and vision benefits for more than 33 million Americans. Our outcomes-based, cost-effective solutions are designed for Medicaid and CHIP, Medicare Advantage, small and large businesses, and individuals. With a focus on prevention and value, we aim to make quality care accessible to improve the oral health of all.

Job description (heading) / Description du poste (titre)

• The Associate Vice President (AVP), Client Engagement (CE) leads regional client teams to ensure management of P&L, positive year over year financial results, contract compliance, client retention, growth and overall engagement strategies. Such oversight must guide regional teams in offering clients and key stakeholders quality service, value and exceptional performance. The AVP, CE is charged with achieving desired financial, operational and strategic objectives across the enterprise and client segments. This business unit leader must partner with and align departmental leadership to ultimately meet contract metrics, strengthen process management, implement innovative business practices, identify business growth opportunities and develop talent.

Preferred skills (heading) / Compétences particulières (titre)

• Incumbent must be able to communicate effectively.
• Requires overall light physical effort (up to 25lbs.).
• Manual dexterity and sitting is required in carrying out position own position responsibilities (i.e. use of personal compute).
• Ability to travel or move about within and outside serviced facilities required.
• Incumbent works primarily in either a private or shared office environment.

Qualifications (heading) / Compétences (titre)

• Bachelor's degree in Business, Healthcare Administration (or related field) or equivalent experience in healthcare management.
• 10 years of management experience in some combination of: Business Operations, Healthcare Administration, Financial Management, and Marketing/Sales.
• Progressive experience displaying executive leadership competencies.
• Demonstrated skills including but not limited to: planning, organizing, strategic thinking, negotiation, communication, business judgment and team leadership.
• Experience in strategic planning including the development of short and long-term goals to achieve company objectives.
• Demonstrated ability to evaluate and solve business problems at a strategic and functional level.
• Proven track record of growing and leading teams of people.
• Proven ability to develop and maintain strong professional relationships with clients, providers, colleagues and vendors.
• Proven ability to work cross functionally, and in a matrix organization. (Direct leadership experience and leadership via influence experience).
• Track record of increasing new business with existing relationships and developing new relationships within key accounts.
• Client/Provider interaction skills including client/provider management, strategy, contract negotiation, sales experience and conflict resolution.
• Outstanding communication skills both verbal and written.
• Ability to think strategically and plan over a 1 to 5-year time span.
• Ability to manage multiple projects, work well under pressure.
• A demonstrated ability to lead people and get results through others.
• Ability to travel up to 15% of time.
• MBA or other advanced degree a plus.

Responsibilities (heading) / Responsabilités (titre)

• Leadership and Regional Management

• Demonstrate a strong sense of urgency and willingness to make tough decisions supported by data.
• Demonstrate ability to work effectively across functional lines and guide various departmental leaders
• Lead the strategic and tactical development, execution, evaluation, and continuous improvement initiatives for Regional client and enterprise objectives.
• Oversee multi-market client engagement teams with responsibility for ASO, risk and risk share accounts related to all assigned lines of business. Monitor portfolio of contract obligations ensuring compliance, limited CAPs, and minimal liquidated damages.
• Collaborate with Marketing, Communications and Governmental Relations teams to position DentaQuest favorably and achieve business results consistent with financial objectives, operating plans and long-term organizational goals.
• Lead and develop a high-performing regional team focused on the success of the enterprise; and foster the ability to manage client accounts, make key decisions and address escalated matters independently.
• Provide leadership train team on the pervasive use of data in managing client relationships.
• Establish, monitor and adjust as appropriate success metrics at the department and team levels.
• Ensure Executive Leadership team receives the appropriate updates and notification of potential business risks and opportunities by providing and maintaining standardized reporting of metrics, statistics, accomplishments, priorities and issues.

• Financials and P&L Ownership

• Overall responsibility for regional and/or market P&L
• Deliver financial targets via revenue, pre-tax income, membership, risk/loss ratio, and person centered- health initiatives.
• Partner closely with FP&A to manage and oversee departmental expenses and cost centers to ensure alignment with organizational budgeted gross margin and PTI.
• Assist in budget and business planning activities. Operate within budget, track accordingly and provide variance reports where applicable.
• Create staffing model which aligns SG&A expenses as an appropriate percentage of gross margin and PTI.
• Assess financial risks and make recommendations to prevent and/or eliminate negative impact to the organization.
• Oversee client rate negotiations where needed.
• Assist in client or regulatory audits as applicable.
• Articulate cost and utilization trends to both financial and non-financial client contacts (i.e. understand drivers of cost such as cost per service, services per patient, cost per patient, and member access rate).
• Negotiate with clients for rates and services which effectively and efficiently meet contractual obligations while delivering results in line with DentaQuest’s business and financial objectives.

• Market Growth and Retention

• Develop client relationships and leverage opportunities in collaboration with Business Development, Impact Group and Product Development teams on the development of strategic initiatives to sell and retain state, health plan, and vision products.
• Responsible for designing and executing strategies to ensure client retention, maintaining an appropriate client mix, and business expansion.
• Oversee implementation of market retention strategies.
• Support business development efforts through information sharing, relationship-building and sales presentations.
• Generate new business opportunities within existing accounts for all lines of business.
• Participate in Request for Proposal (RFP) responses and compose general client cost proposals where applicable.
• Other duties as needed or required.

Our Affirmative Action Program affirms our commitment to make reasonable accommodation to the known physical or mental limitation of otherwise-qualified individuals with disabilities or special disabled veterans, unless the accommodation would impose an undue hardship on the operation of our business. Please email [email protected] to request an accommodation.

At Sun Life we strive to create a flexible work environment where our employees are empowered to do their best work. Several flexible work options are available and can be discussed throughout the selection process depending on the role requirements and individual needs.

Sales - Client Relationship Management

27/02/2025

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran