SVP, Consultant Relations

SVP, Consultant Relations

The SVP, Head of Consultant Relations will be responsible for executing on our consultant relations strategy and building our partnerships and relationships with the top consulting and brokerage firms. This team both educates on the Lantern value proposition and differentiators for our surgery, cancer, and infusion care products, while simultaneously gathering insight and feedback to help Lantern continuously refine our messaging and support for our consultant partners. The team also partners closely with leaders from Sales and Client Success on relevant consultant-led client growth and expansion opportunities.

The SVP of the Consultant Relations team will continue to build out the metrics, supporting processes, and roles and responsibilities for the function based on business needs, and will be accountable for the success of the function. They are responsible for ensuring we build and execute on account plans and territory coverage across the major houses, and that we have a regular cadence to report out on results against the plan to the Commercial Leadership Team.

Location: Remote | USA | Travel Required

Responsibilities:

The Consultant Relations function is instrumental to driving top of funnel as well as winning in the marketplace. Through their work to educate and nurture consultant relationships, they will build on our consultant/brokerage channel as our top referral source. When appropriate, they will also stay close to active deals through the sales lifecycle, partnering with Sales and Solutions Consulting to tailor the deal strategy, while leveraging consultant/broker relationships to gain insights and influence decision factors.

Key responsibilities for the team include:

• Building relationships: at both the national and local market level allowing us to influence and educate the intellectual capital point of view, while driving business referrals locally.
• Developing content: in partnership with the product marketing and sales enablement team and that is specific to consultants in general and further tailored to each firm when relevant.
• Educating the marketplace: building awareness around the category (surgery COEs and cancer support) and how to evaluate solutions in this space.
• Grow the business: both in terms of growing the number of opportunities to provide a proposal as well as Lantern’s win rate with each consulting/brokerage firm.
• Identifying opportunities for improvement: both within and outside of the consulting relations mandate and where appropriate how to address the opportunities.
• Establishing strong cross-functional relationships: by working closely with sales, solutions consulting, client success, analytics, clinical, marketing, network, member services and other related functions to ensure a “one team” approach.

Goals and Metrics

• Top of funnel growth: Success will be measured for the team by the number of employee lives added to the pipeline through consultants and brokers.
• Overall revenue growth: Success will also be measured based on overall net ACV growth across both net new logos and existing business expansion.

Other metrics will include win rate, engagement with the consultant/broker community, and engagement and impact on qualified opportunities for new and existing clients.

Requirements:

• 15+ years of professional experience working with employer health care benefits, either in health and benefits consulting and/or in a client- or consultant-facing role within a health care solution/vendor. 
• Strong management experience (8+ years) with the demonstrated ability to build, mentor and lead a high performing team, and to foster a culture of continuous improvement, professional development, and accountability.
• Deep relationships and credibility across 1 or more of the top consulting/brokerage firms.
• Ability to influence client and consultant points of view and decisions with a thoughtful, data driven perspective, supported by real-life experience.
• Experience in consultative sales or business development.
• Strong communication skills, both written and verbal, with the ability to confidently convey complex information and messages to a broad and diverse audience, both internal and external. 
• Clear understanding of the mechanics of self-funded medical plans and the relationships between health plans/third party administrators, health care providers, and plan sponsors.
• Effective interpersonal skills with the ability to work independently and within a team environment, both externally facing and behind the scenes. 
• Comfortable working in a high-growth, fast-changing environment; organized, adaptable, diligent, and self-motivated. 
• Passion for Lantern’s mission and collaborating with others. 
• Bachelor’s degree required.

Preferred qualifications include:

• 5-10 years as a health and benefits consultant within one of the top consulting/brokerage firms.
• Strong analytical skills, including experience working with medical claims data to project savings/program impact.
• Knowledge of broader ecosystem of point solutions and health care disruptors selling to self-funded employers.
• Ability to adopt continuous improvement mindset and actively contribute to the processes and procedures of the larger Commercial team. 
• Experience in an early / growth stage business.

Strong Candidates will:

• Move Fast: Acting with urgency to respond to client and business needs
• Be Comfortable in a Fast-Paced Environment: that can be challenging but highly rewarding
• Be Good with Numbers: both in how they articulate value propositions but also in how they measure and report success
• Be Strategic Thinkers/Problem Solvers: both in how they work cross functionally, and also in how they build their function and supporting systems/processes
• Be Customer Focused: always looking to understand, advocate for and improve how we engage with our prospects
• Have High Energy and a Positive Outlook: infusing their engagement with prospects and internal teams with positive energy to help achieve our joint goals

 Benefits