Strength Through Diversity

Ground breaking science. Advancing medicine. Healing made personal.

Job Title: Senior Associate, Local Customers - Mount Sinai Health Partners

Background

Mount Sinai is one of the largest U.S. health systems with a strong reputation for quality of care (17th ranked US academic medical center) and innovative research/education (17th ranked US medical school, >$400M annually in NIH-funded research). At Mount Sinai, we have a responsibility to make healthcare better, optimizing its value for patients, purchasers, and communities.

The health care industry has a number of problems. Chief among them is affordability as federal and state governments are unable to adequately fund Medicare & Medicaid, employers are stretched to pay for health benefits for their employees, and those employees struggle to afford increasing paycheck deductions and plan deductibles. In addition, the industry has historically set a low bar for customer service, earning some of the lowest satisfaction scores of any industry, eroding trust from stakeholders. In recent years, employers and labor unions have begun to solve these problems by contracting directly with providers to optimize value.

Mount Sinai Solutions was created to collaborate directly with the purchaser to solve these problems. We have assembled Mount Sinai's clinical and population health assets into product offerings of high-quality care that are affordable and distinguish themselves via exceptional service. Our offerings include next-generation primary care at or near the workplace (“Health Centers”), centers of excellence (COE) for specialty care, and next-generation health benefit plans in partnership with health plans. Our team markets & sells these products directly to the purchaser – i.e., consumers, large employers, labor unions. We are looking for people to join our team who are passionate about solving these problems by developing a true system of care that can create and sustain market-leading value.

Role Summary

There is a large and growing nationwide market opportunity from plan sponsors (i.e., large employers and labor unions) that contract directly with high-value providers. Sixty percent of large plan sponsors are shifting from purchasing exclusively through health plans to add direct contracts with select “high value” providers, changing benefits plans to incent their employees to consume more from them. In New York City metro alone, this market is estimated at $750 million with one third from direct contracts for next-generation primary care and two-thirds from direct contracts for specialty care COEs. Competition for these direct contracts is intense and primarily from well-capitalized vendors in primary care (e.g. Premise Health, OneMedical, Everside) and specialty care (e.g. Signify Health, Transcarent, Carrum Health) but also from local health systems (e.g. Northwell, MSK, HSS).

Mount Sinai entered the direct contracting space in 2016 with the launch of our first Health Center in Atlantic City and our first COE for specialty care (total joint replacement) in NYC. Since these initial pilot customers, we have grown significantly in both the Health Center line-of-business (17 customers, serving 50,000 eligible members in 5 cities, >$20 million in annual revenue) as well as the specialty care COE line-of-business (>$30 million in annual revenue, operating in 7 cities). Both lines-of-business have a rich sales pipeline and total annual revenue is forecasted to exceed $100 million by 2025. This business is growing largely through word-of-mouth because our customers have enjoyed market-leading value, saving millions alongside improved health care outcomes and service (90+ member NPS). This initial phase of deployment has established a reputation for Mount Sinai as a market-leader in this space. We have now launched Mount Sinai Solutions to accelerate our pursuit of opportunities from direct contracting.

The Senior Associate, Local Employer Relationships is accountable for managing a dedicated set of customer relationships and supporting the achievement of our growth goals. Reporting to the Lead, Local Customer Relationships, the Sr. Associate manages key client relationships for some of Mount Sinai Solutions’ most valued customers. This includes the day-to-day relationship management of the defined book of business as well as accountability for deepening those relationships over time.

Responsibilities

• Manage Customer Relationships – The Associate will own Mount Sinai’s relationship with a dedicated set of local customers – highlights:

• Manage customer relationships to ensure their satisfaction and achievement of goals
• Deepen relationships with existing customers, cross-selling new solutions to maximize share of wallet
• Maintain frequent touchpoints with key customer contacts to address service issues as they arise
• Promote solutions to the employees of customers, increasing downstream revenue to MSHS
• Renew expiring customer contracts
• Act as mentor to Local Team Associates, providing guidance and support of best practices

• Support New Customer Relationships – The Associate will support the Local Customers team Lead and Sales Operations team to achieve our growth goals– highlights:

• Support Sales Operations with RFP responses and mature sales pursuits with new client prospects
• Join the Lead, Local Customers in sales conversations with employers
• Support the Lead to develop and maintain close relationships with channel partners
• Own client relationship management through implementation of new products/services

Support Improvement of Product Offerings – The Associate will support the leadership team in the ongoing development of products that beat the competition and deliver market-leading value – highlights:

• Provide input to Sales Operations on market intelligence from customer conversations to inform competitor profiles
• Engage customers regularly for feedback to support product improvements & planning
• Support the Lead, Local Customers and the Product team to test new product concepts with customers and prospects
• Partner with Product and Transformations teams to pilot new products with key customers

Qualifications

Education / Experience / Qualities

• Bachelor’s Degree required, advanced degree preferred
• Minimum of 4 years of experience in health care or account management
• Experience at leading management consulting firm(s) and/or payor(s) preferred
• Demonstrated expertise in health benefits distribution channels
• Highly organized, structured, and detail-oriented
• Expertise in using Microsoft PowerPoint to develop presentations
• Strong communication and presentation skills, especially with executive teams
• Resilient approach that doesn’t dwell on setbacks, finding creative solutions to obstacles
• Passionate about improving health care to optimize care quality and service while achieving affordability
• Flexible and nimble; able to succeed in start-up-like environment
• Previous management experience is a plus, but is not required

Strength Through Diversity

The Mount Sinai Health System believes that diversity, equity, and inclusion are key drivers for excellence. We share a common devotion to delivering exceptional patient care. When you join us, you become a part of Mount Sinai’s unrivaled record of achievement, education, and advancement as we revolutionize medicine together. We invite you to participate actively as a part of the Mount Sinai Health System team by:

• Using a lens of equity in all aspects of patient care delivery, education, and research to promote policies and practices to allow opportunities for all to thrive and reach their potential
• Serving as a role model confronting racist, sexist, or other inappropriate actions by speaking up, challenging exclusionary organizational practices, and standing side-by-side in support of colleagues who experience discrimination
• Inspiring and fostering an environment of anti-racist behaviors among and between departments and co-workers

We work hard to acquire and retain the best people and to create an inclusive, welcoming and nurturing work environment where all feel they are valued, belong, and are able to professionally advance. We share the belief that all employees, regardless of job title or expertise, contribute to the patient experience and quality of patient care.

Explore more about this opportunity and how you can help us write a new chapter in our history!

Who We Are

Over 42,000 employees strong, the mission of the Mount Sinai Health System is to provide compassionate patient care with seamless coordination and to advance medicine through unrivaled education, research, and outreach in the many diverse communities we serve.

Formed in September 2013, The Mount Sinai Health System combines the excellence of the Icahn School of Medicine at Mount Sinai with seven premier hospitals, including Mount Sinai Beth Israel, Mount Sinai Brooklyn, The Mount Sinai Hospital, Mount Sinai Queens, Mount Sinai West (formerly Mount Sinai Roosevelt), Mount Sinai St. Luke’s, and New York Eye and Ear Infirmary of Mount Sinai.

The Mount Sinai Health System (MSHS) provides equal employment opportunity to all its employees and applicants for employment without unlawful discrimination on the basis of their actual or perceived race, creed, color, religion, national origin, sex, gender, gender expression, gender identity, age, disability, marital or parental status, sexual orientation, veteran, immigration, citizenship, or other protected status.

EOE including Veterans and Disabled

Compensation

The Mount Sinai Health System (MSHS) provides a salary range to comply with the New York City Law on Salary Transparency in Job Advertisements. The salary range for the role is $106,108.00 - $159,161.00 Annually. Actual salaries depend on a variety of factors, including experience, education, and hospital need. The salary range or contractual rate listed does not include bonuses/incentive, differential pay or other forms of compensation or benefits.