You are as unique as your background, experience and point of view. Here, you’ll be encouraged, empowered and challenged to be your best self. You'll work with dynamic colleagues - experts in their fields - who are eager to share their knowledge with you. Your leaders will inspire and help you reach your potential and soar to new heights. Every day, you'll have new and exciting opportunities to make life brighter for our Clients - who are at the heart of everything we do. Discover how you can make a difference in the lives of individuals, families and communities around the world.
DentaQuest manages dental and vision benefits for more than 33 million Americans. Our outcomes-based, cost-effective solutions are designed for Medicaid and CHIP, Medicare Advantage, small and large businesses, and individuals. With a focus on prevention and value, we aim to make quality care accessible to improve the oral health of all.
Location: We support US flexible working arrangements in the contiguous 48 states.
At Sun Life, we look for optimistic people who want to make life brighter for our Clients. We understand the value of diverse cultures, perspectives, and identities, and want you to bring your full and authentic self to work. Every day, you’ll be empowered and challenged by working with dynamic colleagues to find new and innovative ways to make Sun Life the best benefits company in America.
The opportunity:
The Associate Vice President (AVP), Client Engagement (CE) leads regional client teams to ensure management of P&L, positive year over year financial results, contract compliance, client retention, growth and overall engagement strategies. Such oversight must guide regional teams in offering clients and key stakeholders quality service, value and exceptional performance.The AVP, CE is charged with achieving desired financial, operational and strategic objectives across the enterprise and client segments. This business unit leader must partner with and align departmental leadership to ultimately meet contract metrics, strengthen process management, implement innovative business practices, identify business growth opportunities and develop talent.
How you will contribute:
Leadership and Regional Management
Demonstrate a strong sense of urgency and willingness to make tough decisions supported by data.
Demonstrate ability to work effectively across functional lines and guide various departmental leaders
Lead the strategic and tactical development, execution, evaluation, and continuous improvement initiatives for Regional client and enterprise objectives.
Oversee multi-market client engagement teams with responsibility for ASO, risk and risk share accounts related to all assigned lines of business. Monitor portfolio of contract obligations ensuring compliance, limited CAPs, and minimal liquidated damages.
Collaborate with Marketing, Communications and Governmental Relations teams to position DentaQuest favorably and achieve business results consistent with financial objectives, operating plans and long-term organizational goals.
Lead and develop a high-performing regional team focused on the success of the enterprise; and foster the ability to manage client accounts, make key decisions and address escalated matters independently.
Provide leadership train team on the pervasive use of data in managing client relationships.
Establish, monitor and adjust as appropriate success metrics at the department and team levels.
Ensure Executive Leadership team receives the appropriate updates and notification of potential business risks and opportunities by providing and maintaining standardized reporting of metrics, statistics, accomplishments, priorities and issues.
Financials and P&L Ownership
Overall responsibility for regional and/or market P&L
Deliver financial targets via revenue, pre-tax income, membership, risk/loss ratio, and person centered- health initiatives.
Partner closely with FP&A to manage and oversee departmental expenses and cost centers to ensure alignment with organizational budgeted gross margin and PTI.
Assist in budget and business planning activities. Operate within budget, track accordingly and provide variance reports where applicable.
Create staffing model which aligns SG&A expenses as an appropriate percentage of gross margin and PTI.
Assess financial risks and make recommendations to prevent and/or eliminate negative impact to the organization.
Oversee client rate negotiations where needed.
Assist in client or regulatory audits as applicable.
Articulate cost and utilization trends to both financial and non-financial client contacts (i.e. understand drivers of cost such as cost per service, services per patient, cost per patient, and member access rate).
Negotiate with clients for rates and services which effectively and efficiently meet contractual obligations while delivering results in line with DentaQuest’s business and financial objectives.
Market Growth and Retention
Develop client relationships and leverage opportunities in collaboration with Business Development, Impact Group and Product Development teams on the development of strategic initiatives to sell and retain state, health plan, and vision products.
Responsible for designing and executing strategies to ensure client retention, maintaining an appropriate client mix, and business expansion.
Oversee implementation of market retention strategies.
Support business development efforts through information sharing, relationship-building and sales presentations.
Generate new business opportunities within existing accounts for all lines of business.
Participate in Request for Proposal (RFP) responses and compose general client cost proposals where applicable.
Other duties as needed or required.
What you will bring with you:
Bachelor's degree in Business, Healthcare Administration (or related field) or equivalent experience in healthcare management.
10 years of management experience in some combination of: Business Operations, Healthcare Administration, Financial Management, and Marketing/Sales.
Progressive experience displaying executive leadership competencies.
Demonstrated skills including but not limited to: planning, organizing, strategic thinking, negotiation, communication, business judgment and team leadership.
Experience in strategic planning including the development of short and long-term goals to achieve company objectives.
Demonstrated ability to evaluate and solve business problems at a strategic and functional level.
Proven track record of growing and leading teams of people.
Proven ability to develop and maintain strong professional relationships with clients, providers, colleagues and vendors.
Proven ability to work cross functionally, and in a matrix organization. (Direct leadership experience and leadership via influence experience).
Track record of increasing new business with existing relationships and developing new relationships within key accounts.
Client/Provider interaction skills including client/provider management, strategy, contract negotiation, sales experience and conflict resolution.
Outstanding communication skills both verbal and written.
Ability to think strategically and plan over a 1 to 5-year time span.
Ability to manage multiple projects, work well under pressure.
A demonstrated ability to lead people and get results through others.
Ability to travel up to 15% of time.
MBA or other advanced degree a plus.
Incumbent must be able to communicate effectively.
Requires overall light physical effort (up to 25lbs.).
Manual dexterity and sitting is required in carrying out position own position responsibilities (i.e. use of personal compute).
Ability to travel or move about within and outside serviced facilities required.
Incumbent works primarily in either a private or shared office environment.
Do you see yourself in this role even if you haven’t checked all the boxes above? We welcome all talented candidates and are committed to a culture that represents diversity in all forms. If you think you might thrive in this setting, we would love to hear from you.
Not ready to apply yet but want to stay in touch? Join our talent community to stay connected until the time is right for you!
Life is brighter when you work at Sun Life
• Excellent benefits and wellness programs to support the three pillars of your well-being – mental, physical and financial – including generous vacation and sick time, market-leading paid family, parental and adoption leave, a partially-paid sabbatical program, medical plans, company paid life and AD&D insurance as well as disability programs and more
• Retirement and Stock Purchase programs to help build and enhance your future financial security including a 401(k) plan with an employer-paid match as well as an employer-funded retirement account
• A flexible work environment with a friendly, caring, collaborative and inclusive culture
• Great Place to Work® Certified in Canada and the U.S.
• Named as a “Top 10” employer by the Boston Globe's “Top Places to Work” two years running
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.
The salary range for the position is $178,500 - $285,600 annually.
We consider various factors in determining actual pay including your skills, qualifications, and experience. In addition to salary, this position is eligible for incentive awards based on individual and business performance as well as a broad range of competitive benefits.
Sun Life Financial is a leading provider of group insurance benefits in the U.S., helping people protect what they love about their lives. More than just a name, Sun Life symbolizes our brand promise of making life brighter -for our customers, partners, and communities. Join our talented, diverse workforce and launch a rewarding career. Visit us at www.sunlife.com/us to learn more.
At Sun Life we strive to create a flexible work environment where our employees are empowered to do their best work. Several flexible work options are available and can be discussed throughout the selection process depending on the role requirements and individual needs.
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Our Affirmative Action Program affirms our commitment to make reasonable accommodation to the known physical or mental limitation of otherwise-qualified individuals with disabilities or special disabled veterans, unless the accommodation would impose an undue hardship on the operation of our business. Please email recruitingUS@sunlife.com to request an accommodation.
At Sun Life we strive to create a flexible work environment where our employees are empowered to do their best work. Several flexible work options are available and can be discussed throughout the selection process depending on the role requirements and individual needs.
Sales - Client Relationship Management
27/02/2025
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran