The Division Vice President, Consultant Relations will serve as the strategic leader of a high-impact team responsible for building and deepening Included Health’s relationships with employer benefits consulting firms and driving preference for our products and services. In this role, the Division Vice President will set the vision, define the strategy, and ensure strong, consistent execution across the Consultant Relations team.
This includes:
1. Providing executive leadership to the Consultant Relations team by setting direction, establishing clear goals, and equipping the team to cultivate strong, influential relationships across the consulting ecosystem. Key responsibilities include driving market education, elevating understanding of our product capabilities, and strengthening consultant preference for Included Health.
2. Leading cross-functional alignment and collaboration with analytics, product, marketing, sales, and client success teams to ensure our consultant engagement strategy is tightly connected to market needs. The Vice President will champion insights gathered from consulting partners to inform organizational priorities and influence product and go-to-market direction.
External responsibilities of the Consultant Relations team include:
Define and lead the overall consultant strategy across national and regional consulting firms to accelerate pipeline growth, improve win rates, and strengthen market positioning.
Build and maintain executive-level relationships with key benefits consultants, brokers, and channel partners, to establish the company as a trusted healthcare solution.
Articulate Included Health differentiators and value proposition in general, and when appropriate, on employer-specific opportunities
Partner closely with Sales and Client Success to ensure consistency of message across various touch-points
Translate consultant and broker insights into actionable recommendations for product, marketing, sales, and leadership teams.
Create and execute a consultant engagement model that scales consistent education, insights sharing, and joint GTM planning to drive higher partner activation, deal influence, and market visibility.
Facilitate annual cycle of meetings for GTM team to further relationships and build understanding of Included Health’ solutions and capabilities
Coordinate Included Health participation in events sponsored by the consulting firms which further our mutual business opportunities
Negotiate agreements with consulting firms that drive preference and revenue growth
Internal responsibilities of the Consultant Relations team include:
The leader of the team will set the annual and multi-year strategy, create appropriate priorities, and manage the individuals on the team to support the strategy
Collaborate with analytics, product and marketing teams to create and update educational material for the consulting community
Work closely with Sales and Client 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
Collaborate with Go To Market Operations to ensure Salesforce reporting reflects the value and nature of consultant relationships for reporting
In your first 90 days you will be expected to:
Build relationships with the Consultant Relations team and other key GTM partners
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 and value story
Review existing strategy and begin to formulate ideas for its evolution
Refresh strategy and pivot short- and long-term tactics to align
Develop calendar outlining the cadence of events
Review firm-specific relationship maps and prioritize outreach to build/expand relationships
Develop marketing and education materials for consultant meetings
Coordinate meetings with the consulting firms to be attended by leadership, sales and accounts
Qualifications:
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
