Managed Care Executive, Central Region, FT, Elmwood Park, NJ

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POST DATE 9/17/2016
END DATE 10/9/2016

Bio-Reference Laboratories, Inc. Elmwood Park, NJ

Elmwood Park, NJ
AJE Ref #
Job Classification
Full Time
Job Type
Company Ref #
Mid-Career (2 - 15 years)
Bachelors Degree


BioReference Laboratories is dedicated to improving lives through better healthcare, better service, and better science. It is also a primary goal of BioReference Laboratories to offer providers a single source for all their
laboratory-testing needs in both the primary and specialty health care segments. A critical component to meeting this goal is through a strong relationship with providers, patients, and managed care organizations. The Managed Care Executive (MCE) is the departmental contributor responsible for field-based managed care relationships nationwide
and within an assigned territory.

Reporting to the MCED, the MCE is responsible for managing relationships and contracting activities related to managed care organizations for BioReference Laboratories (BRL) in compliance with all regulatory requirements, and
helping to identify and evaluate strategic opportunities and manage risks related to managed care relationships, all in accordance with the core values of BioReference Laboratories.

Drive the overall strategy of the company with health plans and payers to achieve short-term and long-term goals. This includes customer targeting, understanding key customer needs and aligning the company value proposition appropriately.
Develop and manage relationships with health plans and medical directors to drive in-network coverage decisions and reimbursement.
Involved with the development of strategies for efficient day to day account management for client and/or segment nationally and/or across multiple regions.
Develops and manages processes to ensure expected service delivery for specific client and/or segment
across the enterprise.
Identifies and deploys standard account management tools for effective problems resolution.
Develops key organizational links to people and functions and removes barriers to problem resolution .
Collaborate with Sales management and staff to ensure alignment on priority service issues effecting the region(s).
Negotiates contracts and prices, driving profitable revenue growth.
Identify and develop strategic initiatives/opportunities to support sales to meet volume, and revenue goals by customer, segment and client.
Manage contracting and contract renewals in collaboration with managed care operations.
Works with the MCED and Sales leadership to develop territory goals and objectives for the assigned
Responsible for the successful negotiation and management of financially beneficial managed care
Provide education and training to sales and managed care staff regarding all aspects of managed care.
Monitor competitive activity and strategic trends both within the managed care industry and within the laboratory industry.
Develop territory specific business plans for payer contracting, retention and growth.
Continually analyze competitive landscape and environment within assigned accounts to determine trends and provide customer feedback to leadership.
Work effectively with individuals across multiple departments throughout the organization.
Embrace, embody and represent the BioReference Laboratories company culture at all times to external and internal constituents.

BioReference Laboratories is an Equal Opportunity Employer.

Prescription program
Life insurance
401K match

Minimum Qualifications
B.S. in Business Administration, Management, Accounting, or Finance required.
7+ years of experience in the independent clinical laboratory environment with at least 3 years in sales or
equivalent experience with a provider organization.

Ability to engage in a consultative selling process that overcomes objections and indifferences while
connecting client needs with the company's capabilities.

Comfortable selling at the executive level (CEO, COO, CFO, EVP, SVP).
Keen understanding of managed care and health plan operations including reimbursement in the clinical
laboratory space.
Ability to work independently, communicate proactively, manage multiple projects and prioritize daily tasks
while managing critical deadlines.
Ability to maintain an outstanding level of market, customer, distribution and product knowledge necessary
to accomplish sales and marketing objectives.
Excellent negotiation and customer service skills.
Outstanding strategic sales account planning skills.
Superior listening and problem solving skills.
Ability to handle sensitive information and maintain a very high level of confidentiality.
Demonstrate consistent closing abilities throughout the sales cycle.
Possess a very positive attitude and an understanding of the dynamics involved with organizational growth
and change.
Impeccable oral and verbal communication and presentation skills.
Must be very proficient with all Microsoft Office products - particularly Excel and PowerPoint.
Advanced presentation skills and business acumen a necessity.
Ability to work effectively with minimal direction from, or interface with, manager.
Problem solving, decision making and technical learning.
Advanced written and oral communication skills.
Demonstrate the values of the company by acting with integrity, respect and trust.
Frequent travel ( -40%) throughout the contiguous US as needed.