VP Business Development - Key Accounts

| Greater Boston Area
If you or a loved one has ever experienced a major medical event, you know how overwhelming it is to process the flood of information that follows—whether it’s hastily delivered guidance from your doctor, or a pile of paperwork on managing your recovery. And once you get home, it can feel impossible to know where to start, or how to stay on track to reach your health goals.
At Wellframe, we’re helping healthcare organizations fill this gap, so people can get the holistic resources and support they need to feel their best, outside traditional care delivery settings. Through our patented platform, Wellframe translates evidence-based, peer-reviewed guidelines and literature into an interactive daily checklist delivered to patients through the Wellframe mobile app. As patients engage with the Wellframe app, their data is shared in real time with their care team through the care team dashboard, which utilizes advanced algorithms to generate early intervention alerts. With secure two-way messaging, Wellframe facilitates long-term, trusted relationships between patients and care teams.
Role Overview
The Wellframe VP of Business Development - Key Accounts is responsible for executing growth and account management activities to an assigned list of key accounts. This position will help retain existing revenue and generate new revenue opportunities by managing key relationships, anticipating customer needs and exceeding client service expectations. This position sits within the Sales & Account Management function and reports to the Chief Growth Officer.
Areas of Responsibility:

Product, Solution, and Market Expertise (30%)

  • Learns and maintains a deep understanding of Wellframe solutions, customers, and the industry as a whole by maintaining a high-level mastery of all processes, systems and applications utilized within the department. Mastering product, marketing, technical, and executive information provided in a timely manner (e.g., features, benefits, pricing, intended use, value proposition) for a wide breadth of solutions; learning how products and solutions fit into client processes and contribute to their business performance; establishing competence in demonstrating product use; assessing product/service strengths and weaknesses relative to the competition; understanding business opportunities, including competitive positioning; identifying, developing, and maintaining relationships with experts and leaders in the field; obtaining and mastering strategic information critical to the market (e.g., interests, priorities, technology trends, financial requirements); and collaborating with sales management and top performers to continuously improve.
  • Represents Wellframe within the industry by developing and maintaining comprehensive knowledge of our products, industry trends and general business and financial acumen through various sources and initiatives; communicating in a professional, compelling, and articulate manner of speech, writing and formal presentation; behaving in ways that demonstrate our core values and culture; developing professional and positive relationships with customers and colleagues; and maintaining a reputation of competence, integrity and professionalism.

Pipeline Growth (35%)

  • Continuously seeks sales opportunities to support a healthy sales pipeline by reviewing and evolving a list of prospects; researching contact information for decision-makers and influencers; building daily and weekly call lists to support a healthy pipeline; conducting introductory calls with sufficient volume to establish a full calendar; engaging potential clients at the management and executive level to identify business opportunities; seeking introductions to additional staff (e.g., power users, managers/decision makers, IT, operations); networking and establishing relationships with key accounts and associations to identify additional leads; and managing and reporting all pipeline and forecast activity through the CRM database in accordance with timing and content standards.
  • Complies with and executes the sales process to meet revenue targets and sales quotas by meeting with potential clients face-to-face; discussing, documenting and fully understanding client business needs and goals (e.g., workflow analysis); matching clients' needs with our solutions and service offerings to create opportunities and generate revenue; conducting presentations and demonstrations; negotiating pricing and contract details; finalizing contracts and sales; and updating the CRM database throughout the client development process. 

Strategic Account Management (35%)

  • Maximizes revenue for Wellframe within the territory by designing and implementing a strategic direction for top accounts; working with all internal teams to improve the customer experience company-wide;partnering closely and effectively with Client Services in achieving successful client implementations, services, and partnerships; regularly contacting and meeting with clients to defend revenue and maintain or improve satisfaction (e.g., remaining informed of their business needs, reinforcing the value provided); expanding usage or selling modified or upgraded solutions to meet current or future client needs; negotiating price and amending the contract to include additional features, products, or solutions; and identifying and engaging new business units within the client organization for which Wellframe can provide products and solutions.

Education, Experience, & Skills Required:

  • 10+ years of B2B account management experience within healthcare technology and/or health insurance industry, including:
  • Selling to healthcare professionals and IT professionals 
  • Selling a complex product/service requiring in-depth knowledge of the client's business and the products functionality
  • Managing large multimillion-dollar accounts
  • Developing accurate sales forecast
  • Demonstrated ability to learn a complex product line quickly through self-initiative and discipline
  • Developing account plans including growth strategies, pricing strategies and revenue forecast
  • Successfully generating new business; leveraging current partner relationships and developing new relationships with the aim of generating new opportunities
  • Developing and qualifying prospect lists
  • Making in-person presentations and web conference presentations to prospective clients to explain the business' products and services and their alignment with the client's needs
  • Successfully building relationships and presenting to high level decision makers
  • Ability to prioritize work effectively within the scope of the business needs. A strong network in healthcare market and an understanding of the market dynamics and cultural nuances.
  • Excellent written and strong communication skills
  • Able and willing to travel to on a regular basis
  • Regular attainment of President's Club status preferred
  • Experience with a CRM tool (e.g. Salesforce) preferred 
  • Ability to manage overnight travel up to 40%

Behaviors & Abilities Required:

  • Ability to work collaboratively in a team environment
  • Positive, upbeat, and solution-oriented 
  • Work style & approach that reflects Wellframe’s Core Values of Tenacity, Collaboration, and Humility

Physical Demands:

  • Normal office environment

Wellframe, Inc. is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status or any other characteristic protected by local, state, or federal laws, rules, or regulations.

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Technology we use

  • Engineering
  • Product
  • Sales & Marketing
    • PythonLanguages
    • RubyLanguages
    • ScalaLanguages
    • ReactLibraries
    • SparkFrameworks
    • CassandraDatabases
    • PostgreSQLDatabases
    • InVisionDesign
    • SketchDesign
    • JIRAManagement
    • TrelloManagement
    • SalesforceCRM

Location

Located in the Seaport, we are a short walk from South Station and surrounded by great lunch spots and coffee shops.

An Insider's view of Wellframe

What are some social events your company does?

Wellframe’s social events go beyond the regular happy hours (which we also do). Earlier this week, my team went bowling; with the Women of Wellframe group, we watched Ocean’s 8 together and have a potluck picnic coming up; and later this summer, we’ll all indulge in a beach day. It’s all made me feel a part of the company even as a new member.

Fabiola

Client Operations Associate

What's the biggest problem your team is solving?

Wellframe's engineering team is passionate about blending data, cutting edge technologies and security to build products that have a direct positive impact on patients' quality of life. To that end, we are currently designing the next generation of our architecture while expanding our infrastructure.

Mohammad

VP, Engineering

What is your vision for the company?

We see an opportunity over the coming years to work with more and more organizations that allow us to impact more patients more profoundly, and so we are investing a lot to not only grow commercially and bring on more clients and new partnerships, but to take on more ownership over helping our partners engage more with their patients or members.

Jake

President & CEO, Co-Founder

What makes someone successful on your team?

Tenacity: We go the extra mile to make our partners successful and inspire each other with our thirst for excellence.
Collaboration: We work constructively across disciplines to solve hard problems together.
Humility: We are never finished learning and growing, and we value the perspective and experiences of those around us.

Evan

Director of Talent

What are Wellframe Perks + Benefits

Wellframe Benefits Overview

Wellframe recognizes that an employee benefits program is necessary for the health and well-being of our employees and their families. We are pleased to offer our employees one of the most competitive and comprehensive benefits packages in the industry.

Culture
Volunteer in local community
Wellframe participates in quarterly volunteer activities. In the past we've volunteered at More than Words, Community Servings, Boston Healthcare for the Homeless and West End Boys and Girls Club.
Friends outside of work
Eat lunch together
Daily stand up
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Open office floor plan
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Wellness Programs
Onsite Gym
Retirement & Stock Options Benefits
401(K)
Company Equity
Performance Bonus
Child Care & Parental Leave Benefits
Flexible Work Schedule
Vacation & Time Off Benefits
Generous PTO
Paid Holidays
Perks & Discounts
Casual Dress
Commuter Benefits
Company Outings
Stocked Kitchen
Some Meals Provided
Twice a week in-office lunches
Happy Hours
Recreational Clubs
Fitness Subsidies
Professional Development Benefits
Lunch and learns
Acme Co. hosts lunch and learn meetings once per month.
Cross functional training encouraged
Promote from within
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