Job Description: Payer BD & Sales Nema Health is a survivor and clinician led virtual center for PTSD & trauma care. Our mission is to guide trauma survivors at every step of their journey towards healing, starting first with the remote, intensive delivery of cognitive processing therapy (CPT). Nema is seeking a Payer BD & Sales Director to transform Nema's current-day traction and momentum with third party payer contracting into a function that will yield future contracts and growth for Nema. A core value of Nema is to make our high quality, life changing care accessible to trauma survivors and we recognize that affordability is one of the leading barriers to care today. By contracting with third party payers, Nema will reach more patients who can afford our services. This person will report to our CEO for payer contracting and collaborate closely with our Growth & Marketing team on business development efforts to support the referral channel. Nema's CEO will continue to serve as the opener and/or closer for payer contracts to assist in speed, while the Sales & BD Director will own the end-to-end efforts to secure payer contracts. At Nema Health, we offer employees an unparalleled career opportunity: each team member can focus on Nema's mission-driven goal while influencing the shape of the business in its early stages. If you thrive from being execution-oriented, enjoy building sustainable partnerships, and are passionate about helping trauma survivors, we invite you to apply. Responsibilities:
- Sales strategy and leadership
- Develop and implement a comprehensive sales strategy to achieve company growth targets
- Transform Nema's current approach to sales and business development into a scalable function by identifying what tools and assets are needed and working with Marketing to create them
- Continuously improve sales processes and methodologies to enhance efficiency and effectiveness
- Partnership development and contracting
- Foster relationships with prospective customers early in the sales pipeline
- Negotiate and secure value-based care contracts with national and regional health plans and other third party payers
- Own the business development efforts needed in order to operationalize Nema's bundle structure given the constraints of payer billing and claim submission systems
- Maintain and nurture partnerships with existing customers, including running quarterly business reviews and other periodic check-ins
- Market analysis and business development
- Conduct market research to identify trends, opportunities, and competitive landscape as Nema enters into new states
- Develop and execute business development plans to expand market reach as Nema enters into new states
- Represent the company at industry events, conferences, and meetings
- Performance monitoring and reporting
- With support from the operations team, create outcome reports for payer partnerships and hold check-ins with each customer
- Track and analyze sales performance metrics, providing regular reports to the executive team
- Implement and utilize CRM tools to manage sales activities and pipeline
- Referral channel collaboration
- Partner with the growth team to develop referral channel strategies for Nema
- Foster business development best practices to be utilized in the referral channel patient acquisition efforts
QualificationsRequired
- Bachelor's degree
- Minimum of 3 years of experience in sales for healthcare services
- Proven track record of selling to health plans and securing value-based care contracts (bundled case rates, etc)
- Deep understanding of the healthcare industry, particularly behavioral health and value-based care models
- Excellent negotiation, communication, and interpersonal skills
- Experience with and affinity for the use of CRMs for organizational purposes
- Analytical with the ability to understand contract terms and model out business cases for new contracts
- Highly organized and can work autonomously in an early company environment; has an affinity for managing work streams from start to finish and driving next steps
- Comfortable in a fast-paced environment, subject to rapid change and innovation
- Passionate about the company's mission and operates from a company-owner mentality to make Nema successful
- Ability to travel approximately once a quarter for week long team meet-ups
Preferred
- Bachelor's degree in Business, Marketing, Healthcare Administration, or a related field; MBA or advanced degree preferred
- Experience selling to and partnering with health plans for behavioral health care services
- Network of contacts at health plans and third party payers who may become Nema champions
- Ability to train future sales and business development hires as the team grows
- 5 years of experience in sales, with at least 2 years in a leadership role
- 2+ years at an early stage startup (pre seed to series A for example)
Nema Health is a seed stage company backed by top healthcare VCs. This is a full time, exempt, salaried position reporting to the CEO. Compensation will be determined by the candidate's experience and qualifications, with a range of $150,000-$230,000 comprised of base and bonus based on performance and outcomes. The full-time compensation package will include competitive equity, unlimited PTO, a healthcare stipend, a 401(k) with matching, an annual education stipend, and paid parental leave. This role is remote and the candidate can be located anywhere in the United States.