Client Retention Director

Overview

The Client Retention Director is a role within the Go-To-Market team dedicated to partnering with Cotiviti’s internal Sales, Client Engagement, and the /business unit to successfully renew strategic or named clients with favorable terms and conditions.

The Client Retention Director is responsible for independently leading assigned deals and working as a member of a collaborative team. The role will be responsible for proactive management of the renewal schedule for assigned clients working with the business units, Legal, and Finance. This role will prepare internal renewal strategy materials, facilitate client-ready renewal proposal packages for clients, facilitate client commitment to terms, and memorialize such in a contract. This role is vital within Cotiviti to collaborate across the matrix (Sales, Client Engagement, Legal, Finance, BU) to execute sound business renewals that are supportive of the business needs for both our clients and Cotiviti. Partnering with Sales and Client Engagement VP's, the Client Retention Director will deploy best practices and efficient use of internal resources without compromising baseline terms, scope, or financial terms and identifying potential growth opportunities during the renewal process.

Responsibilities

• Facilitate and lead the creation of territory account renewal plans with the Client Engagement SVP.
• Lead the coordination with Sales and Client Engagement to develop the renewal plan.
• Co-lead the client discovery calls with the assigned Client Engagement lead.
• Set named deal renewal strategies in collaboration with the assigned Client Engagement Lead.
• Create Gold Team presentations and document essential interactions/approvals with key Cotiviti and client business leaders.
• Provide status updates to the assigned account team, detailing successes and risks with mitigation recommendations.
• Coordinate cross-selling/optimization activities with Sales VP and Client Engagement.
• Create presentations for on-line and on-site meetings.
• Lead renewal package presentations.
• Fulfill takeaways from presentations and discussions.
• Participate in RFI and RFP submissions for competitive renewals.
• Manage timely contract administration process and participate in contract negotiations, providing needed contract scope and term for efficient completion with Legal.
• Target to complete most renewals by 60-90 days prior to the renewal effective date.
• Complete all responsibilities as outlined in the annual performance review and/or goal setting.
• Complete all special projects and other duties as assigned. 
• Must be able to perform duties with or without reasonable accommodation.

This job description is intended to describe the general nature and level of work being performed and is not to be construed as an exhaustive list of responsibilities, duties and skills required. This job description does not constitute an employment agreement and is subject to change as needs of Cotiviti and requirements of the job change.  

Qualifications

• Bachelor's degree is required.
• 5+ years of sales, contract negotiation or client management experience in renewals and up-sells to existing large health plan clients.
• Must possess the ability to work both independently leading assigned deals and working as a member of a collaborative team.
• Must be willing to travel up to 20%.

Mental Requirements:

• Communicating with others to exchange information.
• Assessing the accuracy, neatness, and thoroughness of the work assigned.

Physical Requirements and Working Conditions:

• Remaining in a stationary position, often standing or sitting for prolonged periods.
• Repeating motions that may include the wrists, hands, and/or fingers.
• Must be able to provide a dedicated, secure work area.
• Must be able to provide high-speed internet access/connectivity and office setup and maintenance.
• No adverse environmental conditions expected.

Base compensation ranges from $110,000 to $135,000. Specific offers are determined by various factors, such as experience, education, skills, certifications, and other business needs.  

This role is eligible for discretionary bonus consideration.

Cotiviti offers team members a competitive benefits package to address a wide range of personal and family needs, including medical, dental, vision, disability, and life insurance coverage, 401(k) savings plans, paid family leave, 9 paid holidays per year, and 17-27 days of Paid Time Off (PTO) per year, depending on specific level and length of service with Cotiviti. For information about our benefits package, please refer to our Careers page.

This role is based remotely and all interviews will be conducted virtually.

Date of posting: 8/14/2024

Applications are assessed on a rolling basis. We anticipate that the application window will close on 11/14/2024, but the application window may change depending on the volume of applications received or close immediately if a qualified candidate is selected.

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