Head of Consultant Relations

The Head of Consultant Relations will be responsible for executing Lantern's consultant relations strategy through named ownership of our major consulting and brokerage house relationships. This team both educates on the Lantern value proposition and differentiators for our surgery, cancer, and infusion care products, while simultaneously gathering insight and feedback to help Lantern continuously refine our messaging and support for our consultant partners. The team also partners closely with leaders from Sales and Client Success on relevant consultant-led client growth and expansion opportunities.

Responsibilities

Execute Lantern's consultant relations strategy through named ownership of major consulting and brokerage house relationships; Educate on the Lantern value proposition and differentiators for surgery, cancer, and infusion care products; Gather insight and feedback to refine messaging and support for consultant partners; Partner with Sales and Client Success on consultant-led client growth and expansion opportunities; Build and execute named account plans and coverage across the major houses; Route escalations appropriately so the team's capacity is focused on proactive relationship management; Establish a regular cadence to report results against the plan to the Commercial Leadership Team; Own named house relationships, generally capped at 1-2 houses per person; Stay embedded in live deals alongside Sales and Solutions Consulting; Develop content with product marketing and sales enablement; Educate the marketplace on the surgery COEs and cancer support category; Grow the business by improving win rate and quality of opportunities with each consulting/brokerage firm; Close active coverage gaps, including Texas/Southeast and public sector/labor; Manage escalations deliberately with Sales and Client Success; Identify opportunities for improvement; Establish strong cross-functional relationships with sales, solutions consulting, client success, analytics, clinical, marketing, network, member services and other related functions

Requirements

15+ years of professional experience working with employer health care benefits, in health and benefits consulting and/or in a client- or consultant-facing role within a health care solution/vendor; Strong management experience with the demonstrated ability to build, mentor and lead a high performing team, and to foster a culture of continuous improvement, professional development, and accountability; Deep relationships and credibility across one or more of the top consulting/brokerage firms, ideally from having already done a CR-type, consultant-facing role; Experience designing or operating a named-account or portfolio-ownership model with clear accountability per account or territory, in a relationship-management or sales function; Ability to influence client and consultant points of view and decisions with a thoughtful, data-driven perspective, supported by real-life experience; Experience in consultative sales or business development; Strong communication skills, both written and verbal, with the ability to convey complex information to a broad and diverse audience, internal and external; Clear understanding of the mechanics of self-funded medical plans and the relationships between health plans/third party administrators, health care providers, and plan sponsors; Effective interpersonal skills with the ability to work independently and within a team environment; Comfortable working in a high-growth, fast-changing environment; organized, adaptable, diligent, and self-motivated; Passion for Lantern's mission and collaborating with others; Bachelor's degree required

Nice to have

5-10 years as a health and benefits consultant within one of the top consulting/brokerage firms; Strong analytical skills, including experience working with medical claims data to project savings/program impact; Knowledge of the broader ecosystem of point solutions and health care disruptors selling to self-funded employers; Experience building outcome-based (rather than activity-based) performance metrics for a relationship-management or sales team; Ability to adopt a continuous improvement mindset and actively contribute to the processes and procedures of the larger Commercial team; Experience in an early / growth stage business

Benefits

Medical Insurance; Dental Insurance; Vision Insurance; Short & Long Term Disability; Life Insurance; 401k with company match; Paid Time Off; Paid Parental Leave