Customer Strategy Consultant

Company

Highmark Inc.

This job connects the evolving needs of clients with the developments in organizational business strategy and operations. The incumbent is responsible for building relationships with internal subject matter experts, helps to craft powerful value propositions, and positions value stories appropriately to grow and retain business. Responsible for defining and sharpening the value propositions for new products and services as reflected in go-to-market materials, sales training content, and Requests for Proposals (RFPs).

The incumbent takes ownership of market content used by the sales organization, writing and maintaining language in the reference library. This job supports Highmark Health Plan’s go-to-market sales narratives and messaging for our products, networks, reimbursement, clinical services, UM, and health plan operations in a powerful and compelling way that establishes competitive advantage. The incumbent is responsible for understanding trends in client demand, as expressed both in interactions with Client Managers, competitive intelligence, and indirectly through RFP questions.

The role proactively curates an understanding of changing elements of the Organization’s internal workings, including changes in products, network, reimbursement, and various parts of its operations, and works with sales to position these services to meet client needs. Partners with stakeholders to continuously inventory current and emerging products/services and develop overall and segment-specific value propositions, updating them as proof points and outcomes become available.

Establishes and maintains a process for a feedback loop between the Sales Organization and internal Subject Matter Experts to make sure our messages are continuously enhanced and positioned competitively.

This role can be hybrid or remote. If you live within 50 miles of an office you are required to be onsite 3 days a week:
Tuesday, Wednesday, Thursday.

• Collaborate with matrixed partners to define and refine Highmark Health Plan’s sales narratives in a compelling way that establishes competitive advantage. Work with leaders of various operational areas to understand what business strategies should be communicated to clients proactively, and how each should be prioritized. Establish and maintain a process for providing insights to business areas from the sales org and RFP feedback.
  
  Regularly (i.e. quarterly), brief operational leaders on the trends observed to inform strategic business decisions.
• Establish collaborative relationships with Sales leads and establish and maintain a process for gaining market insights, and prioritizing messaging needs. Develop keen understanding of the nuances of different sales markets and consult on the positioning of products and services to meet client needs and achieve sales targets.
• Partner with marketing to develop value propositions and success stories externally, helping the Organization to be viewed as competitive, driving a valued member experience, and innovative.
• Work with the design team to develop Strategic Sales Messaging Collateral, ensuring that the “best of Highmark” is being communicated.
• Coach Content Strategists and Content Coordinators as they analyze and distill information from RFP responses and Sales Team members regarding trends in the market.
• Ensure appropriate Health Plan initiatives, products, and services are represented in the Highmark Sales Training Curriculum.
• Other duties as assigned or requested.

• Bachelor's Degree in Business Administration/Management, Marketing, Healthcare Related, or Communications or relevant experience and/or education as determined by the Company in lieu of bachelor’s degree

• Master's Degree Business Administration/Management, Marketing, Healthcare Related, or Communications

• 3 years deep healthcare or clinical services expertise
• 3 years Sales, Consulting or Strategy experience

• 3 years Marketing or Design experience
• 3 years Customer-facing communications (e.g. sales, consulting, strategy, B2B Campaigns, Sell-in PowerPoint, etc) in the…