VP, Payer Sales - Regional Accounts (Southwest)

The VP, Sales – Regional Accounts is a senior hunter who owns a portfolio of regional health plan accounts and grows Cozeva-Vatica Health's Risk Adjustment and Quality Solutions within them. This role's objective is to land new regional plans and expand across lines of business inside them, at higher deal velocity than the national accounts motion. The VP reports to the Chief Growth Officer and is accountable for revenue, pipeline, and cost of sale.

The ideal candidate has 5+ years selling into regional and mid-market health plans, has closed multi-stakeholder deals with senior payer executives, and has a record of exceeding quota.

Responsibilities:

• · Own revenue, pipeline, and expense targets for an assigned portfolio of regional health plans
• · Prospect, earn referrals, and book meetings with senior leaders and C-level executives at regional plans, including Blues plans, independent regional plans, and Medicaid managed care organizations
• · Build and execute an account plan for each plan that maps lines of business, functional buyers, and state-specific market and regulatory dynamics, with a clear path to land and expand
• · Run a high-volume, multi-account pipeline with disciplined stage hygiene and an accurate forecast
• · Lead negotiation of contracts and pricing in regional payer accounts, working with Legal and Finance on MSAs, SOWs, and SLAs, and package offers for plans with leaner internal teams
• · Partner with product, delivery, and marketing teams to prepare for executive meetings and pursuits
• · Own RFI/RFP responses end to end
• · Coordinate with the National Accounts and Payvider sales VPs on account intelligence, references, and coverage boundaries to avoid channel conflict
• · Represent Cozeva-Vatica at key industry events (e.g., AHIP, RISE, Risk Adjustment Summits, Blues Summit, and state and regional health plan association meetings) and use them to set executive meetings

Requirements

• · 5+ years selling to regional or mid-market health plans, with a record of closing multi-stakeholder deals
• · Proven hunter: opened new plan accounts, or new lines of business inside existing plans, and exceeded quota
• · Track record managing a larger number of concurrent accounts and shorter sales cycles than a national accounts role, with accurate forecasting
• · Working knowledge of Risk Adjustment, Quality (HEDIS, Star Ratings), and Medicare Advantage; familiarity with Medicaid and ACA Marketplace quality and risk programs
• · Strong analytical and presentation skills; able to build a business case for a payer executive
• · Bachelor's degree required; advanced degree preferred
• · Strong written and verbal communication skills
• · Ability to travel 50-75%
• Competencies: · Hunter drive: persistent, resilient, and results-focused; consistently exceeds quota
• · Pipeline velocity: prioritizes a broad account list by fit and likelihood to close, and keeps stage discipline tight
• · Account strategy: plans land-and-expand pursuits across lines of business and adjusts as they develop
• · Executive presence: communicates clearly and credibly with senior payer leaders
• · Trust and self-awareness: follows through on commitments, leads with integrity, and welcomes feedback