The Company
Zelis is a healthcare and financial technology company and market-leading provider of solutions that address the entire financial journey, helping to price and pay healthcare claims and empower consumers to make care decisions. Zelis serves over 700 payer clients, and millions of providers and healthcare consumers, delivering approximately $200 billion of healthcare payments in the United States. Headquartered in Boston, MA, Zelis has more than 2,000 employees and annual revenues of ~$1B. Zelis is backed by Bain Capital and Parthenon Capital.
Founded in 1995, Zelis initially focused on access and claims savings solutions. Over the last 25 years, the company has grown organically and through acquisition, expanding its offerings to include payments, analytics, and communications solutions. Today, Zelis is organized into three divisions: Price Optimization, Payments Optimization, and Insights & Empowerment.
Parthenon Capital is a leading growth-oriented private equity firm with offices in Boston, San Francisco, and Austin. Parthenon utilizes niche industry expertise and a deep execution team to invest in growth companies in financial services, healthcare services, and business services. Since its founding in 1998, Parthenon has completed over 50 platform acquisitions and 200 add-on acquisitions representing more than $5 billion in value in these sectors.
Bain Capital is one of the world’s leading private investment firms. Founded in 1984, the firm has investment platforms in multiple asset classes including private equity, credit, public equity, venture capital, real estate, and operations on four continents. Since its inception, Bain’s flagship Private Equity platform has made over 800 investments and has current positions in companies that generate nearly $100 billion in revenue.
The Role
In support of organizational growth plans, Zelis is investing in its sales team and is now seeking to hire a new Vice President of TPA-Broker Sales with a specific focus on Zelis’ Broker strategy. The VP will be responsible for expanding Zelis’ footprint into new markets, focusing on the cultivation of relationships with third party administrators as well as broker channel sales.
The VP of TPA-Broker Sales will leverage existing industry contacts within the TPA market as well as Broker Channels to generate new business opportunities. They will lead and manage the entire sales cycle, from prospect identification and outreach to close, primarily focused on Zelis’ reference-based pricing solutions, with a target annual quota of $2M-$4M+. The VP will conduct cold calls to potential clients, employing strategies that engage and interest. The new VP will also be expected to attend industry conferences and networking events to stay updated on market trends, generate leads, and build brand awareness. The VP of TPA-Broker Sales will report to the SVP of Sales and may be based anywhere in the US near a major airport with ~50% travel to meet with clients and prospects.
Experience & Requirements
•10+ years of experience in healthcare tech and/or services sales; experience selling into TPAs or brokers required.
•Demonstrated track record of breaking into new markets and achieving sales targets with annual quotas $2M-$4M+. Capable of selling multiple, complex solutions with long sales cycles (> 12 months).
•Experience leveraging CRM to track and report on leads, sales, and customer management activities.
•Business acumen and presence required to build credible relationships with EVP and C-Suite level clients.
•Excellent contract negotiation skills with a keen eye for details.
•Strong communication skills, including written, verbal and presentation skills; comfortable and credible with both internal stakeholders and external audiences.
•A champion for collaboration. Ability to work independently and in a team setting.
•Proactive approach to problem-solving with strong decision-making capability.
•Results-driven mentality with a dedication to achieving sales targets. Embraces a growth mindset.
•High level of flexibility, creativity, and dependability.
