Company: Marathon Health
Job description: Marathon Health is a leading provider of advanced primary care in the U.S., serving 2.5 million eligible patients through approximately 630 employer and union-sponsored clients. Our comprehensive services include advanced primary care, mental health, occupational health, musculoskeletal, and pharmacy services, delivered through our 680+ health centers across 41 states. We also offer virtual primary care and mental health services accessible in all 50 states. Transforming healthcare delivery with a patient-first approach, we prioritize convenient access to both in-person and virtual care, resulting in improved health outcomes and significant cost savings. Committed to inclusivity and collaboration, we foster a positive work environment and recruit exceptional talent to ensure expertise and compassion in healthcare delivery. Marathon has been recognized as a five-time Modern Healthcare Best Places to Work in Healthcare winner and a six-time Best in KLAS award winner for employer-sponsored healthcare services.ABOUT THE JOBThe Client Development Director is responsible for working hand in hand with operations leadership to:
- Reduce Client Risk: Proactively identify and mitigate risks across the client portfolio.
- Retain and Renew Existing Clients: Develop and execute strategies to foster long-term client loyalty and secure contract renewals.
- Drive Client Growth and Expansion: Uncover opportunities to expand services, cross-sell, and grow revenue within the client base.
- Contract Terms: Work with operators to closely examine contract terms, especially clauses related to pricing, service-level agreements (SLAs), termination rights, and renewal options. Flag accounts with unfavorable terms that expose the company to excessive risk.
- Margin Analysis: Work with finance to identify clients with low or negative margins. Prioritize these accounts for potential restructuring.
- Book of Business Prioritization: Assess the level of dependency each account has on the company's products or services. Accounts that represent a significant portion of revenue or are mission-critical to the client's operations should be carefully managed.
- Restructuring Strategies: Assist operations with tailored strategies to improve margins, optimize contract terms, diversify client dependencies, and streamline operations for high-risk accounts.
- Relationship Management: Establish and maintain strong relationships with C-suite and executive-level stakeholders at key accounts.
- Retention Strategy Development: Develop and execute client-specific retention strategies to foster long-term loyalty and secure contract renewals.
- Client Health Monitoring: Regularly review client health indicators and proactively address any areas of risk to prevent churn.
- Service Excellence: Work with operators to assist in delivering exceptional client service and support to exceed expectations and nurture lasting partnerships.
- Competitive Bid RFP and proposal components: Assist in developing comprehensive, client-tailored RFP responses that strategically showcase organizational capabilities, assemble expert pursuit teams, and support internal review processes to maximize business retention and associated opportunity acquisition.
- Opportunity Identification: Leverage data insights to uncover new growth potential with existing clients, such as opportunities to expand services, cross-sell, and up-sell.
- Strategic Account Planning: Collaboratively develop strategic account plans to drive increased wallet share and maximize business impact.
- Contract Negotiations: Negotiate contract renewals and expansions with a focus on optimizing pricing, terms, and mutual value creation.
- Client Advocacy: Champion the voice of the client within the organization to drive product enhancements and better align solutions with their evolving needs.
- Strategic Recommendations: Provide strategic recommendations to senior leadership on account planning, client segmentation, and go-to-market strategies.
- Leadership Development: Mentor a team of client success and operations professionals to elevate service delivery and drive exceptional client experiences.
- Cross-Functional Collaboration: Collaborate closely with operations, finance, and other teams to ensure alignment between client needs and organizational capabilities.
- Continuous Improvement: Analyze client data and performance metrics to uncover insights and opportunities for process improvements and innovation.
- Proficiency in using customer relationship management (CRM) and data analytics tools
- Proven track record of successfully growing revenue and expanding existing client relationships
- Strong consultative sales and negotiation skills with the ability to navigate complex organizations
- Demonstrated expertise in developing and executing client retention and expansion strategies
- In-depth understanding of client success best practices and customer retention strategies
- Strong financial acumen with expertise in understanding and pulling insights from financial analysis, strategic modeling, and performance evaluation.
- Excellent communication, presentation, and relationship-building skills
- Ability to think critically and identify innovative solutions to complex client challenges
- Skill in developing long-term, strategic plans to retain, grow, and expand client relationships
- Aptitude for making data-driven decisions and translating insights into actionable strategies
- Strong interpersonal and communication skills to build trust and credibility with clients
- Talent for active listening and understanding the nuances of each client's unique needs
- Capability to provide strategic counsel and valuable insights to client stakeholders
- Proficiency in developing and maintaining productive working relationships at all levels
- Talent for navigating complex organizations and building cross-functional partnerships
- Skilled in conflict resolution and negotiation to find mutually beneficial outcomes
- Passion for championing the voice of the client within the organization
- Commitment to ensuring client needs are heard and incorporated into product roadmaps
- Ability to serve as a trusted advisor and strategic partner to key accounts
- Familiarity with client success best practices and operational delivery models
- Skill in identifying and addressing operational inefficiencies or pain points
- Capability to collaborate effectively with internal teams to ensure seamless client service
- Ability to provide strategic recommendations to senior leadership on account planning, client segmentation, and go-to-market strategies
- Talent for aligning cross-functional teams around shared client-centric goals and initiatives
- Skill in anticipating market trends and industry changes to proactively adapt the client strategy
- Health and Well-Being: Free Marathon membership for in person and virtual care, employer paid life and disability insurance, and choice in medical/dental plans, vision, employer funded HSA, FSA, and voluntary illness, accident and hospitalization plans. Benefits are effective on the first of the month following date of hire.
- Financial Support: Competitive compensation, 401k match, access to financial coaching through our Employee Assistance Program
- Lifestyle: Paid time off for vacation, sick leave, and more, holiday schedule
Expected salary: $110000 - 150000 per year
Location: Florida - Georgia
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