Chief Development Officer

About Cricket Health

Cricket Health is a specialty kidney care provider of integrated nephrology and dialysis care for people with Chronic Kidney Disease (CKD) and End Stage Renal Disease (ESRD).  The current CKD/ESRD industry in the United States is completely broken, with over $100B spent annually and where patients end up on the most expensive form of care and the worst outcomes, and little is actually done to slow progression to kidney failure. Cricket is disrupting this industry that has been stuck in its ways by providing holistic, comprehensive patient care through a combination of in-person, at-home and virtual interventions. They partner with payers and providers to deliver world-class, technology-enabled multidisciplinary care designed to achieve the best outcomes possible for patients and the best value for these partners, keeping patients healthy and out of the hospital, accelerating access to transplant, and increasing home dialysis adoption. This multidisciplinary care includes patient mentors, a support community, and patient training and education, delivering on the end-to-end care focusing on the health of the customer. Cricket is empowering patients to take control of their treatment journey.

The Role

Reporting to the Chief Executive Officer, the Chief Development Officer will drive the development and execution of Cricket Health’s sales and business development strategy and execution. This person’s primary focus will be growing and scaling the sales function to extend Cricket’s rapid growth trajectory through building repeatable sales and processes while developing a high performing sales organization. This team will deliver offerings to the healthcare industry that will save it millions of dollars while providing better care to patients. An ideal candidate will have strong relationships in the payer and provider spaces and be able to clearly articulate Cricket’s value and evangelically sell their services. This person will identify where Cricket can make the biggest impact on the healthcare industry and successfully execute nationwide. This is a unique opportunity that will allow an executive to join and partner with Cricket’s CEO and executive team to rapidly build and grow a company that will significantly impact the healthcare industry.  

Primary Responsibilities:

  • Own the “go to market” sales and business development strategy and partner with CEO, clinical, operations and product teams to execute on that vision 
  • Develop a highly effective and successful team and establish a track record of consistent revenue growth and goal achievement 
  • Develop and execute an effective sales strategy including: sales enablement, setting targets with aligned incentive compensation plans, implementing a repeatable and scalable sales process, setting track record of over delivering on forecasts and leading the team to close business 
  • Lead consultative sales process with leading health plans and health systems and map out these partner organizations to determine who to sell to and cultivate those relationships 
  • Develop and execute customer prospecting, qualification and pursuit strategy 
  • Understand Cricket Health’s products and how to best position their value to suit each customer’s specific needs, acting as a trusted advisor to each client and training teams accordingly 
  • Assist in leading the company through its continued growth and development, lending the expertise (i.e.: organization, vision, strategy) required to grow the company as it continues to mature 
  • Responsible for building and managing a qualified robust pipeline and driving it to completion 
  • Develop collaborative working relationships within the organization, and with the Board, while achieving the company’s revenue goals 
  • Ensure that the business is exceeding revenue and performance objectives for new logo development, partnerships, cross-selling, upselling and renewals 
  • Determine the framework for appropriate pricing and contract structures 
  • Create bi-monthly sales update and achievement to present and share with the board 
  • Communicate market insights that help shape marketing, product development and corporate growth strategy 

Required Qualifications:

  • 10+ years in health plan and health system sales and sales leadership and expertise with health plans (MA, commercial, provider-sponsored), health systems and risk-bearing providers 
  • Demonstrated success selling innovative healthcare services that require market development and a consultative sale 
  • Seasoned leader, the executive has experience creating, communicating and executing against clear and compelling business goals 
  • Proven track record of efficiently building commitment and excitement from a growing team, winning support and resources for company initiatives at multiple levels, internally and externally 
  • A strong functional leader who inspires others and is respected for his/her domain knowledge and ability to provide exceptional counsel 
  • Previous experience implementing, measuring, and ensuring sales processes and KPIs are in place and are monitored 
  • Passion for our mission and improving healthcare 
  • Strong analytic abilities 
  • Experience understanding and navigating a complex sale with the ability to scale and a knowledge of negotiating sophisticated contracts that are in the best interest of the business 
  • Proven ability to communicate effectively with all areas of the business, including internal and external stakeholders Ability to gain the confidence and trust of C- level executives 
  • Ability to get to win-win arrangements with partners 

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