About us:

Grand Rounds is a new kind of healthcare company. Founded in 2011, the company is on a mission to raise the standard of healthcare for everyone, everywhere. The Grand Rounds team goes above and beyond to connect and guide people to the highest quality healthcare available for themselves and their loved ones. Grand Rounds creates products and services that give people the best possible healthcare experience. Named a 2019 Best Place to Work by Glassdoor and Rock Health’s 2018 Fastest Growing Company, Grand Rounds works with inspiring employers and doctors to empower them to be the change agents we need to make our shared vision a reality.

THE ROLE:

The Sr. Director Consultant Relations will serve as the national point of contact for our relationships with employee benefits consulting firms. By developing and executing on a coordinated strategy, the Sr. Director will 1) coordinate Grand Rounds’ relationships with key contacts in the consulting community, to drive strong preference and build understanding about our solutions and capabilities, and 2) to collaborate with key groups at Grand Rounds (analytics, product, marketing, sales, account management) to ensure our priorities are informed by needs and priorities expressed by market influencers.

Consultant Relationships:

• Serve as point person for key large-market consultants at national firms like Aon, Mercer, Willis Towers Watson, and Lockton.
• Document, map, and cultivate key contacts and offices within each firm
• Articulate Grand Rounds differentiators and value prop in general, and when appropriate, on employer-specific opportunities
• Partner closely with Sales and Customer Success to ensure consistency of message across various touch-points
• Maximize the value of Grand Rounds participation in various firm-specific vendor management initiatives
• Facilitate periodic top-to-top meetings to discuss trends, successes, and opportunities to grow together
• Facilitate annual cycle of meetings for GTM team to further relationships and build understanding of Grand Rounds’ solutions and capabilities
• Coordinate Grand Rounds participation in events sponsored by the consulting firms which further our mutual business opportunities

Internal Partnerships:

• Collaborate with analytics, product and marketing teams to create and update educational material for the consulting community
• Work closely with Sales and Customer Success teams to share information from the consulting community and support the establishment of relationships in each region
• Inform future roadmap and product packaging based on input from the consulting community
• Identify opportunities for efficiency with the management of regional benefits advisory firms / brokers
• Track commissions and ensure accuracy, in partnership with Accounting
• Collaborate with Go To Market Operations to ensure Salesforce reporting reflects the value and nature of consultant relationships for reporting

IN YOUR FIRST 30 DAYS:

• Onboard remotely
• Visit one of the two Care Centers (Reno, NV or Lewiston, ME) for two days to observe operations and meet with leadership
• Build relationships with colleagues in Sales and Customer Success
• Become familiar with the range and scope of our partnership agreements
• Spend time with the data science and analytics teams to become familiar with our reporting and quality methodology
• Review existing strategy and begin to formulate ideas for its evolution

IN YOUR FIRST 60 DAYS:

• Review firm-specific relationship maps and prioritize outreach to build/expand relationships
• Refresh strategy and pivot short- and long-term tactics to align
• Develop calendar outlining the cadence of events

IN YOUR FIRST 90 DAYS:

• Develop marketing and education materials for consultant meetings
• Coordinate meetings with the consulting firms to be attended by leadership, sales and accounts

REQUIREMENTS:

• 15+ years’ experience in healthcare industry preferably in customer-facing roles
• Solid national relationships with thought leaders, influencers, and specialty practice teams at the key consulting firms
• Deep understanding of market expectations in the product categories we compete
• Experience managing relationships in multi-year contract cycles
• Experience leading meetings and developing content for broad circulation
• Experience with complex negotiations for long-term relationship management
• Excellent written and verbal communications skills
• Track record of success forging productive relationships within the healthcare consulting community
• Bachelor's degree required, advanced degree preferred

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Grand Rounds is an Equal Opportunity Employer and considers applicants for employment without regard to race, color, religion, sex, orientation, national origin, age, disability, genetics or any other basis forbidden under federal, state, or local law. Grand Rounds considers all qualified applicants in accordance with the San Francisco Fair Chance Ordinance.