Medical Director - Clinical Client Sales

This position reports to the Senior Medical Director, National Sales, with the majority of time dedicated to working in alignment with the sales teams and other upper management areas to influence the acquisition of new accounts and the retention of existing strategic accounts through customer-facing clinical direction discussions.

The medical director will provide clinical perspective on the spectrum of population health risk, prevention, care management, chronic disease management, high-cost claimant management, and wellness in preparation and delivery of Highmark discussions with internal and external customers, consultants, and colleagues.

Essential Responsibilities

Acquisition and Renewal: Work with Sales and matrix support areas to analyze client-specific clinical data, provide strategic action plans to facilitate optimal interventions across the care management continuum, complete and communicate customer interaction follow-up needs, and positively affect clinical and financial results.

Account Maintenance: Provide clients with analyses and recommendations that address the present and future health status of their enrolled members, including high-cost claimants, using data analytics resources while possessing familiarity with the clinical cost-drivers and health care trends.

Strategy: Use the Highmark value proposition, e.g., membership scale, products, benefit options, pay-for-value provider strategies, capabilities, and BCBSA programs and resources, to contribute to the development of reports that simplify complex data sets, provide actionable next steps, and provide measurable outcomes to further refine strategy development.

Relationships: Develop, maintain, and document strong working relationships with internal and external customers, consultants and other stakeholders in order to provide dedicated support and add value to the account relationship. Demonstrate an up-to-date knowledge of client industries. Document relationship progress and contact with customers in periodic reports to include significant accomplishments, learning opportunities, exceptions from the norm, barriers to progress, and additional client interactions.

High Performance Culture: Demonstrate customer-driven behaviors by being sensitive to internal and external customer needs, a financially-focus, innovation, collaboration, transparency, and accountability for results. Grow the Highmark clinical knowledge base and integrate this with Highmark products, product roadmap and Highmark capabilities being mindful of outside vendor and competitor options and capabilities.

The position requires travel, regional- and national-level business savvy, attention to privacy and compliance, flexibility, tact, and the ability to build internal and external relationships.

Other duties as assigned.

Minimum Required Qualifications

• A Medical (MD or DO) degree.
• At least five years of prior clinical leadership experience in health care management. 

Preferred Qualifications

• Master's degree in business or a related discipline is preferred.
• Five years of healthcare management experience.
• Two years’ experience working in a health plan is preferred.
• Prior account management support experience.
• Prior sales experience.
• Experience with formal presentations to diverse audiences.
• Experience with complex data analyses in addressing client issues.
• Relevant licenses, certifications, training, etc.
• Current, unrestricted PA, DE, or WV medical license.
• Board certification in an ABMS or AOA medical specialty.

Is Travel Required?
Yes - Extensive

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