Grand Rounds

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Director of Strategic Alliances, Consultant and Carrier Partnerships

at Grand Rounds

Posted: 8/16/2019
Job Status: Full Time
Job Reference #: f504de91-5f12-4da4-9b14-a1a9884f4ecc
Keywords: operations

Job Description

Director of Strategic Alliances, Consultant and Carrier Partnerships

Austin, TX
Sales – Strategic Alliances
Full-time

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About us:

Grand Rounds is a new kind of healthcare company. Founded in 2011, the company is on a mission to raise the standard of healthcare for everyone, everywhere. The Grand Rounds team goes above and beyond to connect and guide people to the highest quality healthcare available for themselves and their loved ones. Grand Rounds creates products and services that give people the best possible healthcare experience. Named a 2019 Best Place to Work by Glassdoor and Rock Health’s 2018 Fastest Growing Company, Grand Rounds works with inspiring employers and doctors to empower them to be the change agents we need to make our shared vision a reality.

As a member of the Strategic Alliances team, the Director of Strategic Alliances - Consultant & Carrier Partnerships will coordinate with key stakeholders across the Go to Market (GTM) organization, including Sales and Customer Success, to collaboratively expand Grand Rounds’ market share and brand reputation with leaders in our key distribution channels. The two primary areas of focus will be 1) to develop Grand Rounds’ relationships with key contacts in the consulting/broking community by building a deeper understanding about our solutions and capabilities, and 2) to assist in a business development role to help identify, engage, and build new partnerships with the carrier community.

Consultant Partnerships:

Leverage existing relationships and contacts at the large consulting firms to serve as the point person for key mid-market focused consultants, working collaboratively with a peer focused on large market consultants and specialists

Create annual and quarterly strategies to deepen and broaden relationships with key senior contacts and offices within each consulting firm
Identify opportunities through mid-market consultant relationships that can be further qualified and scoped by Sales professionals
Coordinate Grand Rounds’ participation in mid-market events sponsored by the consulting firms which further mutual business opportunities and relationship development
Maintain catalog of existing accounts and new opportunities with each firm for collaboration across the GTM team

Carrier Partnerships:

Use existing relationships, market intelligence data and research to help build a pipeline of desired carrier partners to approach

Document key senior contacts, and known gaps or requirements they are trying to solve
Working collaboratively with the vendor relations leader on the Strategic Alliances team, understand other vendor partners or competitors in place with carriers and how this impacts Grand Rounds’ ability to successfully partner
Scope possible synergies and partnership opportunities within carrier pipeline related to Self-insured, Fully-Insured, Medicare Advantage, or other lines of business
Maintain Salesforce system with updated carrier partner opportunities, information, and activities

Internal Partnerships:

As a key member of the Strategic Alliances team, participate in pursuits and experiment with various external distribution channel partnership opportunities

Collaborate with analytics, product and marketing teams to create and update educational and partnership materials for the consulting and carrier community
Work closely with sales and account management teams to share information from the consulting and carrier communities and support the establishment of relationships in each region

IN YOUR FIRST 30 DAYS:

Onboard in San Francisco

Visit one of the two Care Centers (Reno, NV or Lewiston, ME) to observe operations and meet with leadership
Spend time reviewing our training curriculum to become familiar with our reporting and quality methodologies
Become familiar with the range and scope of our partnership agreements
Formulate initial priorities and identify areas for further focus

IN YOUR FIRST 60 DAYS:

Schedule 1:1 virtual meetings with many of your key internal colleagues to build relationships and understand stakeholder roles

Join your colleagues on the Strategic Alliance and Sales teams in the field to absorb our value proposition and presentation techniques in front of live partners and new opportunities
Build upon list of key offices and contacts focused on mid-market at the large national consulting firms
Develop suggested approach for developing, updating and maintaining relationships/contacts with the key contacts at consulting firms
Develop calendar outlining the cadence of targeted events with key channel partners

IN YOUR FIRST 90 DAYS:

Develop marketing and education materials for consultant meetings

Coordinate meetings with the consulting firms to be attended by leadership, sales and accounts, with focus on mid-market and in close collaboration with colleagues
Position Grand Rounds for expansion with Carrier partners and participate in scheduling and conducting Carrier meetings
Assist the Proposals team in responding to Carrier RFP/RFI’s

REQUIREMENTS:

10+ years experience in the healthcare industry preferably in employee benefits, with a focus on consulting/broking relationships, carrier relationships, sales, business development, strategic partnership, or customer-facing roles

Experience managing above relationships in multi-year contract cycles
Experience effectively leading meetings and developing content for broad circulation
Experience with successful complex negotiations for long-term relationship management
Excellent written and verbal communications skills
Track record of success forging productive relationships within the healthcare consulting and carrier community
Bachelor's degree required, advanced degree preferred
The ability to travel 30%

Grand Rounds is an Equal Opportunity Employer and considers applicants for employment without regard to race, color, religion, sex, orientation, national origin, age, disability, genetics or any other basis forbidden under federal, state, or local law. Grand Rounds considers all qualified applicants in accordance with the San Francisco Fair Chance Ordinance.

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