• Full Time (Salaried)
  • ,

Company:  Confidential

Job Title: Senior Director Strategic Business Alliances

Job Number: 24571

Location:

Job Description

Responsibilities

Employer/Payer Business Development and Operations Oversight (40%)
Be a driving force behind the development, execution and oversight of DFCI’s direct-to-employer strategy
Develop and oversee proactive outreach strategy to engage employers, third party administrators, brokers, benefits managers, commercial consortia and other organizations in strategic collaborations
Senior relationship management with external and internal organizational leaders
Identifies growth opportunities and participates in the design of affiliation models to ensure that they are positioned for success
Assess market trends and demand amongst employers and consumers; translate market demand into compelling offerings, business cases and solutions strategies that differentiate DFCI from its competitors and demonstrate the value proposition of a new and/or continued partnership
Support leadership in developing business cases for relationships and solutions focused on growth

  • Conduct ad hoc research and due diligence relating to new partnerships and product opportunities

Expertise with complex offerings and guiding others to find solutions to meet unique needs of the key stakeholders and of the customer, and ensures customer retention
Knowledge of market segments and trends and makes recommendations accordingly

  • On an ongoing basis, monitor the success of relationships based on define KPIs, milestones and partner feedback, ensuring that DFCI’s Solutions continue to perform against stakeholder needs / expectations

Use a structured approach to analyze complex issues; identify implications of various alternatives, generate options, and recommend a solution to reach desired outcome

  • Oversees and directs analysis, research and projections for complex negotiations and business relationships; develops systems to organize and analyze data; directs and coordinates flow of information between hospital departments and external partners
  • Translates business and competitive intelligence research back to products and identifies gaps in product portfolio
  • Allocates work to appropriate business units; holds members accountable for follow up; maintains relationships with stakeholders and keeps them up to date on project status
  • Develops and defines project infrastructure (work plans, timelines, resources, milestones, KPI’s etc.); anticipates, identifies, manages and resolves risks to project status, milestones, timeline or the product development roadmap; develops and presents updates / metric reports to leadership
  • Negotiates independently on DFCI’s behalf with direction from VP of Business Initiatives and Alliances, COO, Chief Innovation Officer, CFO, CMO, and Chief Strategy Officer
  • Develops meeting materials (e.g., agendas, presentations, etc.) and other written materials (e.g., business plans, etc.) for senior leadership
  • Articulates recommendations or options to leadership to support a definitive decision
  • Work with office of General Council to develop and execute contracts

Product Design and Development (30%)

  • Working closely with Sr. Director of Dana-Farber Solutions: Product Development and the Medical Director of the DFCI Network, guide product vision, development and enhancements across multiple product suites focused on employer and payer

Identify growth opportunities and participate in the design of new or enhanced product suites to ensure that they are positioned for growth and success in direct-to-employer collaborations channels
In collaboration with the Sr. Director of Dana-Farber Solutions: Product Development, partner with clinical and administrative stakeholders to identify and assess unique product, service, and solutions that can be productized in support of these relationships; analyze DFCI’s distinctive capabilities and work collaboratively to launch, commercialize and scale these initiatives

  • Developing financial models and structure for key services and capabilities, some of which may involve risk-based relationships; generate alternative revenue streams through the development and commercialization of differentiated products and solutions bundles
  • Work collaboratively with stakeholders to create and support the product roadmap during each phase of the product life-cycle
  • Propose enhancements to current services/products and the integration of new product ideas across multiple product suites, leveraging critical thinking, problem solving and health care expertise
  • Integrate findings from analyses with insights from experience to generate creative and innovative solutions
  • Engage external stakeholder input in the design of prioritized services and products; assists in translating needs into user stories for highly complex or multiple products

Demos products to support sales, service, and product delivery related activities
Supports User Acceptance Testing (UAT) on product features and releases as assigned; assists in the coordination and management of UAT activity with stakeholders
Partners with colleagues and delivery teams to assess product suite overall health and trends
Establishes product management, project management, business development, product marketing and commercialization best practices and guides other team members
 
Supervisory Responsibilities (30%)

  • Hires, mentors and advises, assigns and evaluates work, reviews performance formally at least annually, recommends promotion and salary adjustments and takes corrective action
  • Allocates managers’ time appropriately between projects and negotiates with stakeholders when priorities need to be shifted
  • Enables managers to refine skills in communicating effectively, influencing stakeholders, executing work and driving momentum, analyzing information, problem solving, networking and collaboration
  • Establishes project management best practices and guides other team members
  • Mentors others to refine facilitation, negotiation, project management and business development skills, as well as overall career development

Provides guidance to others on specific strategies to identify stakeholder needs and expectations and address them effectively
Performs additional duties as assigned. May include domestic and international travel.
 
KNOWLEDGE, SKILLS, AND ABILITIES REQUIRED:

  • Experience with product development and sales preferred
  • Strong leadership and management skills, as well as the ability to work closely and effectively with all levels of the organization; Politically savvy and able to balance multiple agendas and demands
  • Exceptional planning, strategy, project management, negotiation, creative and critical thinking, analytic and organizational skills, with the demonstrated ability to drive multiple concurrent projects to completion in a complex, deadline-driven environment
  • Deals well with uncertainty and ambiguity; flexible with changes in prioritization within a consensus decision-making environment
  • Self-motivated with ability to work independently on new and existing projects
  • Strong client/results orientation, and effective teamwork and interpersonal skills
  • Experience working with clinical leaders at partners and advisers
  • Maintains balance between attention to detail to ensure high quality deliverables, and ability to think and operate from a broader strategic lens
  • Exceptional communication skills; must possess the ability to converse effectively and comfortably, prepare proposals, analysis, and other documents in a manner readily assimilated by target audiences
  • Ability to analyze and effectively negotiate contracts
  • Demonstrates self-awareness, strong professionalism, a strong work ethic and the ability to handle difficult situations effectively and efficiently
  • Guides others in organizing work, setting priorities and timelines, and determining and obtaining the resources required to meet those priorities
  • Makes independent decisions and oversees actions of others; exercises substantial judgment on behalf of the Institute
  • Independently plans and facilitates large meetings and workgroups with faculty and senior management across multiple departments
  • Assures compliance with DFCI policies, procedures, regulatory agency requirements and ensures safe, efficient and effective delivery of quality care, in collaboration with department leaders

 
SUPERVISORY RESPONSIBILITIES:
Manage 1-2 direct reports initially, with potential for growth

Required Skills

  • Bachelor’s degree required; MBA or master’s degree strongly preferred
  • Minimum of 10+ years of experience in product management, health care strategy, business planning, and project management in a health care and/or consulting environment
  • Minimum of 5 years supervisory/management experience
  • 3+ years of experience at a healthcare insurance company
  • Ability to travel (domestic and international) as needed

 

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