Managed Care Contracting Account Executive (Account Leader)

The Role

Account Executives are the core of our work, providing leadership and driving execution to a variety of Tribunus accounts. The Account Executive’s mission is to establish traction with payers on behalf of Tribunus Health clients and work with team members to maximize negotiation outcomes. As such, we are seeking people who have proven experience with payer contract negotiations and who are passionate about working with and across a wide variety of providers. 

Account Executives are typically supported by 1-3 Tribunus team members on each client process. The ideal candidate will have, throughout their career, demonstrated the ability to achieve targeted outcomes both individually and in team settings.

We are looking for someone to join our team in a full-time or part-time / fractional capacity. Location is flexible, with many individuals remote and hubs in Charlottesville, VA, Washington D.C., and Philadelphia, PA.

What You’ll Do

The Account Executive leads Tribunus' client teams and is responsible for all aspects of client engagements, including payer prioritization and strategy, the creation of marketing materials, managing the outreach process, and language and rate negotiations.

Responsibilities include facilitating the following alongside Tribunus team members:

Lead Client Engagement

• Serve as select clients’ primary point of contact within Tribunus organization 
• Customize service to meet the needs and preferences of clients in pursuit of their goals, within the scope of the engagement
• Make recommendations to client based upon data and your expertise, and integrate client feedback into the engagement strategy
• Prepare contract summaries at the conclusion of each negotiation to provide clients with the necessary information to operationalize an agreement
• Timely preparation of executive summaries for distribution to contracting personnel within targeted managed care organizations
• Update internal tracking systems as work is completed, documenting work description and amount of time spent in client-facing capacity in accordance with company policy

Market Research and Strategic Positioning

• Analyze clients’ current contracts, including historical reimbursement rates and language and leveraging price transparency data
• Identify targets for payer negotiations  and locate individual payer contact information (name, title, phone number, email) using internet research and other internal resources, as well as leveraging existing company databases
• Develop clients’ contracting strategies based on competitive position, historical contracts, and growth trajectory
• Analyze the impact of outbound contract proposals and incoming offers, and develop counterproposals 

Advocacy and Negotiation

• Make contact with appropriate personnel at each payer organization with the objective of securing new in-network contract offers or re-negotiating legacy agreements
• Position clients effectively within their specialty and relative to local market conditions
• Negotiate agreements on clients’ behalf, including rates and business / operational language, through execution

Qualifications

You have the following experience and proven skillsets:

• Non-negotiable: 5+ years of payer care contracting experience on behalf of providers; payer experience is a plus but not required
• Ability to quickly assess and communicate a provider's value relative to its competitors, from a payer's perspective
• Proficiency in contracting analytics, with the ability to harness reimbursement data to inform decisions
• Strong customer service orientation
• Strong project management skills; excellent attention to detail and engaged listening
• Exceptional negotiation skills
• Ability to advocate on behalf of clients’ best interests

You demonstrate the following characteristics:

• Practical but still optimistic
• Executive Presence: comfort owning the room / running a call
• Valuing diverse experiences/perspectives
• Excited about the variety of clients and how we can make a difference to their businesses; desire to learn
  
  

Compensation & Structure

We are committed to transparency and equity in our hiring process and offer competitive benefits.

• Expected Base Salary range: $90,000 - $125,000. In compliance with wage transparency laws in many of the jurisdictions in which we recruit, we provide this information. Note that all salary ranges are subject to adjustment based on experience, education, location and other factors relevant to the position.

• Performance Bonus: Eligible for additional annual performance bonus based on organizational scaling metrics.
• Flexibility: We are open to part-time and hourly arrangements.

• Benefits: For full-time individuals, additional benefits include a comprehensive medical benefits package and employer contribution to a 401k plan.

What Makes Tribunus Health Different

Our people are our edge. We’re a mission-driven, high-performing team that works hard, learns fast, and shows up for one another. We believe in clear communication, mutual respect, and doing work that has real impact—for our clients and the healthcare system.

We live by these values:

• Candor: We believe that honesty is empowering.
• Bias for action: We are solutions oriented.
• Collaboration: We are committed to client success.
• Expertise: We develop a deep understanding of our industry, clients, landscape.
• Innovation: We strive to be the first to know and first to act.

Equal Opportunity Employer

Tribunus Health is proud to be an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.