Director/Senior Director, Health Plan Partnerships
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Territory: National
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Annual Sales Goal: $1M-1.5M, depending on level of experience
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Salary Range: 115,000 - 160,000 USD, commensurate with experience, + commission
Who We Are
CHESS Health, based in Rochester, NY, is a rapidly growing healthcare technology, software, and services company uniquely positioned to address the crisis of substance use disorder (SUD). As the leading provider of evidence-based digital solutions, CHESS amplifies the impact of health plans, healthcare providers, community organizations, and state and local governments by extending their reach and improving outcomes across the full SUD lifecycle, from prevention and early intervention to treatment and long-term recovery.
Our innovative, cost-effective platform enables health plans to achieve care management goals, reduce the cost of care, and hit critical quality measures, delivering better patient outcomes and the competitive differentiation needed to succeed in a crowded marketplace.
The Position
CHESS seeks a Director/Senior Director of Health Plan Partnerships (level commensurate with experience) to own and drive new business growth with commercial and government health plans, including Medicaid MCOs and Medicare Advantage Plans, at the national, state, regional, and local levels. This is a high-impact individual contributor role for a self-directed closer who thrives in a relationship-driven, non-RFP sales environment. The ideal candidate brings an established book of relationships in managed care, a track record of closing six- and seven-figure contracts, and the drive to independently manage the full sales cycle from prospecting through close.
About the Role
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This is an individual contributor (non-management) position focused on new business development and deal closure.
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This role operates in a solution-selling environment; we are not an RFP-driven business.
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This position is fully remote with up to 25% travel within the United States.
Key Responsibilities
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Actively initiate, lead, and execute the full sales cycle for CHESS Health solutions across commercial and government health plans, including generating leads, delivering corporate presentations, and negotiating six- to seven-figure contracts with senior managed care decision makers.
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Develop and manage a robust sales pipeline, navigating matrixed managed care organizations to build solutions aligned with prospective organizational goals.
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Leverage existing relationships and build new trusted partnerships at all levels of health plan organizations, defining and executing both short- and long-term strategic initiatives.
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Own lead qualification and deal progression end-to-end, including creative deal structuring, contracting, scoping, negotiation, and resource planning, with support from Sales, Marketing, Customer Success, and Finance leadership.
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Independently prospect to generate new leads, manage lead follow-up, qualify prospects, respond to qualified leads delivered by marketing, conduct discovery meetings, deliver product demos, create sales proposals, and drive contracts to close.
Your Value Proposition
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An unwavering hunter mentality with a proven ability to close new contracts as an individual contributor.
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Minimum of 3 years of previous experience selling to or contracting with health plans or managed care organizations, and/or experience with managed care behavioral health services.
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Excellent written and verbal communication skills, including experience presenting to audiences of 10 or more.
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Relentless drive to reach prospects through whatever channels necessary to build funnel and drive deals to close. Comfortable working in a dynamic, fast-moving organization doing innovative work.
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Ability to work effectively in a matrixed environment, engaging across all departments and levels inside and outside the company.
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Proficiency in Salesforce and willingness to manage all self-administrative responsibilities.
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Bachelor's degree required.
Our Value Proposition
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Competitive compensation and benefits, including a company-paid employee health plan option effective your first day of employment.
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Opportunities to devise and sell new and innovative solutions to complex business challenges.
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A role where you will be the driving force behind exceptional customer interactions.
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A collaborative work environment surrounded by highly motivated people working toward a shared mission.
CHESS Health is an Equal Opportunity Employer and prohibits discrimination of any kind during the hiring process, including but not limited to discrimination based on race, color, sex, disability, protected Veteran status, nationality, religion, age, pregnancy, sexual orientation, gender identity, genetic information, or any other non-merit-based factor. We will ensure that individuals with disabilities are provided reasonable accommodations to participate in the job application or interview process and to perform essential job functions. Please contact us to request accommodation.
