Director, Business Development

Job overview

As a Director of Business Development, this position will drive accelerated growth of the Omada within Alliance Partners and lead the business development representatives to drive business development specific to Alliance partners.

We're looking for an ambitious, results-driven self-starter who specializes in navigating large employers, health plans, health systems, health systems, and enterprise partner organizations. The successful candidate will be expected to also use their existing relationships, knowledge of the sales process, and experience selling into enterprise accounts to drive results at scale.

The ideal candidate has experience in leading strategic initiatives for the growth of Virtual Care products in the larger employer and payer market. The ideal candidate also has in-depth understanding of the virtual care and payer landscape. This candidate is also experienced in aligning with internal stakeholders to develop sound sales, marketing, product, and clinical go-to-market business development strategies.

Responsibilities:

1. BDR Strategy & Team Leadership




1. Develop vision/strategy and lead a team of BDR's to drive business development across the Key Accounts/Alliance partners and consultants
2. Establish the strategy and tactics for how the BDR team will work with the targeted Alliance partners, consultant contact lead generation, and the internal stakeholders such as sales, marketing, payer teams and consultant relations.
3. Ensure there is governance related to the BD functions including process development and implementation, tracking mechanisms, reporting rigor, and team development
4. Develop and implement a support structure for how BDR's support Marketing strategy and tactics for planned events and other marketing activities.
5. Hire, grow and coach BDR team

1. Business Development Oversight/Execution with Key Accounts/Alliances




1. Understanding and actioning Key Accounts' needs to more effectively sell Omada to their clients. Identify gaps where we have missing assets, upleveling assets, working directly with their sales leaders, CAEs and AEs to get feedback on what is working.
2. Build trust and relationships with the Alliance account management (AE / CAE) team sales and sales enablement teams
3. Be the point of contact (or oversee BDR who is point of contact) for all inquiries from Alliance AEs to determine the proper Omada Employer sales team to map to or if it needs to be another team within Commercial.
4. Facilitate relationship building across the Omada Sales team and Alliance Account teams where possible
5. Complete and continually update a map of AllianceI Account Management Leaders, Account Managers and CAEs by vertical (Commercial, Labor, etc) and also map specific clients to these AEs and Team Leads.
6. Work in collaboration with CE and SAM to execute training and webinars for AE's and broader client audiences (NOT single client audiences).
7. Provide input to the SAM / ADL to ensure that the story best supports the upsell, expansion to other clients. E.g. what metrics are the AEs asking for that are perhaps not included today
8. Collaborate with Alliance SAMs on QBR content for growth opportunities

Your impact:

• Drive measurable sales growth for identified Alliance partner business, which are Omada's most important and highest visibility channel partners
• Develop best-in-class, scalable BD strategy, replicable across Alliances - an opportunity to create and shape a new motion for Omada!
• Ensure governance for BD is being executed regularly for value expression to the organization and measuring overall impact of BD

Candidate Profile:

• 12+ years of total experience in a healthcare related field and 7-10 years of experience leading teams or strategies for virtual care or similar solution development.
• Trusted and authentic leader who builds a strong, engaging, and high-performance network that can accelerate the growth of a partnership
• Focuses on "we > me" and establishes trust and teamwork through honest, constructive conversations with internal and external partners. Has led leaders/managers who have led a team of sales representatives and demonstrates potential to assume deeper leadership responsibilities as the business grows.
• Ability to inspire followership; motivate teams to achieve and exceed a high performance bar; hold people accountable,
• Visionary- The ability to consult, gain consensus, and drive action towards long term tangible and intangible benefits
• Experience developing and maintaining ongoing relationships with large, complex employers, health plans and health systems
• Ability to close a sale, having the communication skills, credibility, and authority to handle each client from lead generation through contract execution
• Access to established and respected contacts within the healthcare community
• A player/coach who can drive results and then recruit, grow, and lead a team to scale as business grows
• Experience learning and communicating clinical data and concepts for the purposes of sales and marketing to CMO's, Medical Directors, C-suite, VP functional owners, and Sales/Account leads
• Knows the ecosystem of healthcare, its evolution, regulatory and compliance environment.
• Has a deep appreciation for the evidence and data hurdles required to establish authority in the healthcare space.
• Perseverance to drive contracts for our unique solution forward, often educating the prospect about the required contracting model, claims submission parameters, and Omada's fit within the landscape of existing health plan programs and resources
• Strong presentation and group facilitation skills
• An agile, intelligent, dynamic thinker with ability to tailor messages and communications to the intended audience and respond nimbly during prospect meetings across numerous topics
• A team player that will work ardently towards exceeding their objectives and deliver outstanding results, but never do so at the expense of a colleague or Omada

Benefits:

• Competitive salary with generous annual cash bonus
• Stock options
• Remote first work from home culture
• Flexible Time Off to help you rest, recharge, and connect with loved ones
• Generous parental leave
• Health, dental, and vision insurance (and above market employer contributions)
• 401k retirement savings plan
• Two giftable Omada enrollments per calendar year
• Lifestyle Spending Account (LSA)
• Mental Health Support Solutions
• ...and more!

It takes a village to change health care. As we build together toward our mission, we strive to embody the following values in our day-to-day work. We hope these hold meaning for you as well as you consider Omada!

• Cultivate Trust. We listen closely and we operate with kindness. We provide respectful and candid feedback to each other.
• Seek Context. We ask to understand and we build connections. We do our research up front to move faster down the road.
• Act Boldly. We innovate daily to solve problems, improve processes, and find new opportunities for our members and customers.
• Deliver Results. We reward impact above output. We set a high bar, we're not afraid to fail, and we take pride in our work.
• Succeed Together. We prioritize Omada's progress above team or individual. We have fun as we get stuff done, and we celebrate together.
• Remember Why We're Here. We push through the challenges of changing health care because we know the destination is worth it.

About Omada Health: Omada Health is a between-visit healthcare provider that addresses lifestyle and behavior change elements for individuals managing chronic conditions. Omada's multi-condition platform treats diabetes, hypertension, prediabetes, musculoskeletal, and GLP-1 management. With insights from connected devices and AI-supported tools, Omada care teams deliver care that is rooted in evidence and unique to every member, unlocking results at scale. With more than a decade of experience and data, and 29 peer-reviewed publications showcasing clinical and economic proof points, Omada's approach is designed to improve health outcomes and contain costs. Our customers include health plans, pharmacy benefit managers, health systems, and employers ranging from small businesses to Fortune 500s. At Omada, we aim to inspire and empower people to make lasting health changes on their own terms. For more information, visit: https://www.omadahealth.com/

Omada is thrilled to share that we've been certified as a Great Place to Work! Please click here for more information.

We carefully hire the best talent we can find, which means actively seeking diversity of beliefs, backgrounds, education, and ways of thinking. We strive to build an inclusive culture where differences are celebrated and leveraged to inform better design and business decisions. Omada is proud to be an equal opportunity workplace and affirmative action employer. We are committed to equal opportunity regardless of race, color, religion, sex, gender identity, national origin, ancestry, citizenship, age, physical or mental disability, legally protected medical condition, family care status, military or veteran status, marital status, domestic partner status, sexual orientation, or any other basis protected by local, state, or federal laws.

Below is a summary of compensation ranges for this role in the following geographies:

California, New York State and Washington State Ranges: $258,092 - $292,600, Colorado Compensation Ranges: $252,088 - $285,100.

Range is indicative of On Target Earnings (OTE) and includes both base pay and commission at 100% achievement of established targets. Base salary is approximately 51% - 58% of total compensation range. This role is also eligible for stock options. The actual offer, including the compensation package, is determined based on multiple factors, such as the candidate's skills and experience, and other business considerations.

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