Senior Key Account Manager - Providers

Job Description

A truly exciting digital health company rooted within the behavioral health + sleep space is looking to grow the team with a relationships-driven, Strategic Key Account Manager.

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Team and Overview:

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Having just raised fresh funding + with FDA approval established, this is an awesome time to be joining the business. Inbound demand is strong, and they need commercial firepower to implement, retain and grow the key accounts they’ve won.

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This is the first hire into a new account management function. You’ll set the blueprint for how the company manages and grows its provider accounts, with real scope to build and lead a team as the function scales.

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More on the role:

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You will own some of the company’s most important provider accounts, and will be tasked with building out those partnerships, scaling numbers and building out through new innovations. You’ll work closely with sales, clinical leadership and the provider experience team, while owning account outcomes independently – so high visibility and impact opportunity.

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What you will do:

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• Own account plans with clear growth targets, risks and next steps, and know each account down to site and prescriber level: who’s ordering, who’s stopped, who never started, and why.
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• Build senior relationships across complex health-system stakeholders, from clinical and operational leaders to IT, revenue cycle and executives, and use them to unlock new opportunities.
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• Expand within accounts: find the next site, service line, provider group or product, and build the case with clinical and operational leaders.
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• Diagnose what’s slowing adoption, such as workflow gaps, staff turnover, reimbursement friction or a lost champion, and fix it with clear owners and measurable results.
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• Lead ongoing training for new prescribers, sites and practice staff, and track its impact on prescribing and patient activation.
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• Act as first line on day-to-day reimbursement issues. Spot denial patterns and billing problems early and pull in the market access team where needed.
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• Be the main escalation point for your accounts, coordinating sales, implementation, clinical, product, IT, legal and finance.
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• Run QBRs and business reviews with clinical, operational, revenue cycle and executive sponsors, built on order and activation data.
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• Build the playbooks for account health, adoption, retraining and expansion that future account managers will use.
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Required skillsets:

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• A Bachelor’s Degree and 6-8+ years in healthcare client success, account management or field roles, including 4+ years at senior manager level owning strategic accounts where revenue depended on providers ordering.
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• A background in MedTech, sleep or respiratory devices, cardiac monitoring, CGM, RPM, specialty pharma or a similar healthcare technology company that manages large provider or health-system accounts.
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• A proven record of growing utilization or order volume within large health systems and provider organizations, with the numbers to back it up.
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• Hands-on knowledge of healthcare reimbursement and billing, including fee-for-service, HCPCS/CPT, charge capture and denials, and of the operational friction involved in implementing new programs.
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• Strong data skills: you can turn utilization data into an action plan and an ROI story. Salesforce and Looker (or similar) experience.
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• A builder mentality. You’re scrappy, proactive and adaptable, comfortable creating process where none exists, and happy to step beyond a narrowly defined job description.
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• Willingness to travel 30-40% for onsite provider visits, training and account reviews.
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Nice to have:

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• Experience in sleep, behavioral health, mental health or neuroscience, which will help with credibility and ramp time.
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• Experience training or mentoring others, or building a playbook from scratch.
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