Healthcare Payer Client Relationship Manager

Overview

Cognizant is a leading professional services company helping clients become data-enabled and data-driven in the digital era. Our industry-based, consultative approach evolves companies into modern businesses by using technologies such as IoT, artificial intelligence, digital engineering & cloud. Cognizant delivers services and solutions through more than 350,000 associates.

Overview

Client Relationship Managers are key contributors to the commercial side of Cognizant's IT and Consulting Business. They support the Client Partner and act as business owners for assigned accounts, leading day-to-day activities and P&L. The Healthcare Payer CRM works with delivery teams to enhance backlog, optimize the resource mix, and navigate scope changes to ensure client expectations are met. They work toward establishing a positive client experience.

Shared measures include margin, revenue, client satisfaction, and employee retention. CRM role-specific measures include renewal win rates, revenue, and margin.

Cognizant Technology Solutions is seeking a highly skilled Healthcare Payer Client Relationship Manager (Associate Director) responsible for a growing payer client in the Northeastern United States. CRM roles involve rapid business expansion within assigned accounts, including managing business development and delivery objectives, top and bottom-line P&L, customer satisfaction, and the overall account relationship for one or more key account(s).

The qualified candidate must live within daily commutable distance to Owings Mills, Maryland to be at the client location 4 to 5 days per week.

• Balance business development and sales responsibilities and manage high-quality delivery while developing strategies and tactics for further penetrating the account and cross-selling Cognizant’s emerging services.
• Drive profitable growth of the account relationship by identifying and overseeing the closure of new, renewal, and expansion opportunities.
• Understand the customer’s specific business needs and apply service/process knowledge to meet those needs, and identify critical initiatives that help the client achieve their goals.
• Grow the client relationship by identifying new business opportunities.
• Build and maintain relationships across various levels in the client organization; create a partner map to position the team and management. Hold regular meetings with customer decision makers and influencers.
• Collaborate with multiple service lines, innovation teams, and business teams in Cognizant to formulate and execute a business plan for the account relationship.
• Actively drive execution of the innovation agenda for the portfolio.
• Be involved in deal reviews, developing solutions, proposal responses, creating an executive summary, and ensuring timely submission with appropriate internal approvals.
• Identify and forge partnerships and leverage existing Cognizant alliance partnerships to grow the account.
• End-to-end management of the account operations including forecasting, budgeting, and overall P&L.
• Manage accountability against measurable revenue/profit growth within set timelines.
• Develop a plan to increase Cognizant’s visibility in the account and industry.
• The candidate must live within daily commute to Owings Mills, MD and be able to travel to other locations in the region as needed for business.

• 15+ years of experience in a client-facing role or account leadership role in an IT professional services or management consulting firm.
• Experience leading diverse teams in a multi-cultural environment.
• Strong knowledge of US healthcare, the associated technology landscape and trends.
• Proven track record of managing portfolios ranging from sales, new sales, programs, and existing annuity business.
• Strong relationship-oriented mindset with ability to build and sustain relationships.
• Strategic thinking and confidence to plan and execute long-term goals.
• Ability to navigate a large organization, work in a multi-dimensional matrix, and persuade through content and confidence.
• Strong executive presence and gravitas.
• MBA or bachelor’s degree, or equivalent combination of education, training, and…