Director of Payer Sales

WeightWatchers is a global digital health company. 

We are the #1 doctor-recommended – and most clinically studied – behavioral weight health program in the world. For sixty years, WeightWatchers has helped millions build healthy habits and live happier, healthier lives.

As the science of weight health rapidly evolves, so does WeightWatchers. Today we are developing new clinical pathways for medication access, creating behavioral programs for chronic health conditions, integrating third-party services, and enhancing product personalization.

WeightWatchers has embraced technology, with our mobile app now the  primary tool for most members. While we continue to perfect our digital product, we are also designing new in-person experiences. With these diverse member touchpoints, our potential for impact has never been greater.

Who we are

WeightWatchers for Business, the enterprise facing brand of WeightWatchers (WW4B), delivers the value of WW employers and health plans. Our programs offer all of the benefits of WW, packaged as population health benefits. The solution starts with WW’s award winning app and provides access to various levels of coaching while providing state-of-the-art integration, reporting and marketing support to enterprises. With over 500 current customers, our team helps some of the nation’s largest employers and payers tackle weight health to address one of the nation's leading health concerns and cost drivers: overweight and obesity.

WW4B is focused on expanding the reach of our science-proven weight health solutions with the goal to exponentially grow the lives we impact in all the markets we serve. 

Whether health plans  are looking to manage the weight health for the populations they serve, WW has the end-to-end set of solutions that can meet payer needs. 

What you'll do
In the execution of one of WeightWatchers’ top strategic priorities, this position focuses on adding new payer, health plan and PBM partners, selling the value and effectiveness of WW’s weight health portfolio in addressing key cost drivers in large populations. The primary focus of this role will be to develop and close Medicare Advantage plans. This role will call on payer and health plan C-level executives, VPs and directors that lead and influence the Medicare Advantage line of business with a secondary focus on commercial business.  This role will promote the full suite of WW behavioral and clinical solutions including GLP-1 access and management pathways.. 

Our ideal candidate is a seasoned health plan sales executive with a deep, active, and transferable network of relationships within health plans and PBMs. You are the person who can "make a call and get a meeting" with key decision-makers and influencers. You don't just have a network; you activate it. Using an organized, strategic, and multi-pronged approach, you will utilize your deep market expertise to develop a robust pipeline and close opportunities that are aligned with WW’s strategic efforts and mission.  This includes setting a target list, actively pursuing prospects and successfully engaging with key decision makers in large organizations. A strong network in healthcare and health plans is a must along with a good track record of sourcing and closing deals, generating leads, and pitching new prospects. This candidate is a team player both externally and internally and someone who manages relationships well to propel our enterprise business to rapid and profitable growth.  

Key Responsibilities:

• Achieve annual sales quota and targets
• Develop and maintain a pipeline of opportunities with key stakeholders across payer organizations, including Clinical Leadership, Product Owners, Medical Directors, and Network/Contracting teams.
• Create and execute a targeted sales plan through identifying the highest potential health plan and PBM opportunities.
• Leverage your existing relationships and WW executive contacts and forums to accelerate leads and access to decision makers to build a robust top-of-funnel pipeline. 
• Execute on new pipeline growth opportunities and develop the pipeline from early stages through contracting and implementation.
• Successfully engage with large organizations; identify and build relationships with key decision makers throughout the sales cycle.
• Skillfully pitch WeightWatchers to payers in order to negotiate and execute contracts with favorable terms that match our business strategy.
• Identify prospect needs and consultatively prepare a proposal for WW services and fee structure that meets prospect’s needs.
• Structure and negotiate business terms and contracts with line-of-business, procurement, senior management and/or C-level executives; negotiate strategic agreements effectively while keeping the value of WW undiminished. 
• Maintain knowledge of best practices, tools, and industry trends
• Keep leadership up-to-date on pipeline, key opportunities and effectively engage leadership to move prospects through pipeline.
• Establish net promoters customers/reference accounts.
• Travel as needed

Who you are

• BA/BS Degree or equivalent
• Experience and existing relationships with Government Sector (Medicare/Medicare Advantage) plan leaders, influencers and consultants.  This is a primary requirement.
• 7+ years of strategic sales experience, with a demonstrated focus on selling digital health, population health, or clinical solutions directly to health plans.
• Demonstrable and current relationships with commercial  decision-makers (VP-level and above) within Commercial lines of business at national and regional health plans as a significant plus.
• Proven track record of achieving and exceeding multi-million dollar annual contract value quotas within payer organizations
• A tenacious, persistent, and highly motivated drive to see opportunities and partnerships come into fruition 
• Experience in complex healthcare sales within large organizations; ability to be consultative in defining and aligning solutions in partnership with prospects’ business goals.
• Strong consultative selling skills, with an emphasis on the ability to influence decisions and connect WW’s value proposition and solutions to customer needs
• Experience in payer benefits, strategies and fee structures; experience selling to organizations participating in risk and value-based care arrangements is strongly preferred
• Experience driving high-impact projects cross-functionally and building out processes
• Demonstrated sales and negotiation skills with business terms of a contract
• Experience operationalizing company strategy at a high level, but willingness to dig into the weeds when needed
• Excellent communication skills with the ability to interface professionally with other departments
• Ability to work in a fast-paced environment with a bias for action
• Experience with CRM. HubSpot is a plus. 
• Experience bringing an organization in-network on a fee-for-service basis a plus
• Ability and willingness to travel as needed (estimated 25-40%) to meet with clients and prospects.

At WeightWatchers, our mission is to build a worldwide community connected by healthy habits. If that resonates with you, then we would love to talk. WeightWatchers values developing community within our employee population as well.  We encourage our employees to come into the office 1-2 days/week.

It is our priority to cultivate a diverse and inclusive workplace. We are committed as individuals, as an organization, and as fellow humans, to advocate for and support our employees, our members, and our communities. We are proud to be an equal opportunity employer and we do not discriminate on the basis of sex, race, color, creed, national origin, marital status, age, religion, sexual orientation, gender identity, gender expression, veteran status, or disability.

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