About UHG

Careers at UnitedHealth Group


We have modest goals: Improve the lives of others. Change the landscape of health care forever. Leave the world a better place than we found it. Such aspirations tend to attract a certain type of person. Crazy talented. Compassionate. Driven. To these individuals, we offer the global reach, resources and can-do culture of a Fortune 5 company. We provide an environment where you’re empowered to be your best. We encourage you to take risks and in return, offer a world of rewards and benefits for performance. Exceeding your limits is an exceptional start to your life's best work.SM


Just like you, we are driven by a set of fundamental principles that are guiding our way forward. Our values of integrity, compassion, relationships, innovation, and performance serve as a foundation to transform health care. Are you in? Learn more about your future at UnitedHealth Group at careers.unitedhealthgroup.com


Job Category:

Sales Support



Approximate Salary:

Not Specified

Position Type:

Full Time

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Director Research Client Management - Telecommute

UHG - Washington, District of Columbia

Posted: 11/9/2018

Our staff represents The Advisory Board Company in executive boardrooms at hospitals and health systems. We hire persuasive leaders with a knack for teaching and explaining concepts—someone who's comfortable listening to CEOs and then mapping their problems to our solutions.  Within Research, clients come to rely on our top managers to navigate programs and content, offer recommendations and act as a trusted advisor in maximizing the Research portfolio.
An integral piece of the Advisory Board’s growth strategy is to continue to build larger, deeper, and more impactful relationships with our provider clients. Research Client Management is a dedicated group focused on serving and renewing the portfolios of our Research clients. These teams share four distinct accountabilities: account planning, relationship cultivation, renewal performance, and coordinating with product and delivery colleagues to ensure that we are best serving and impacting our clients. 

Specific Responsibilities:

The Director of Research Client Management (“Research Director”) is responsible for the management and retention of the firm’s Research relationships with hospitals and health systems across the US. The Director leads and manages a sizeable team of mid- and entry-level staff towards an aggressive renewal target that is achieved through relationship building, proactive service and value delivery, seamless internal coordination and commercial expertise. The Research Director plays a critical role in crafting strategy on how to best serve client organizations, and in establishing working relationships with client executive teams.
Team Management
  • Hire and develop a world-class team of 3-4 Client Management Advisors (mid-level staff) and 1-2 Client Management Associates (entry-level staff)
  • Own performance management for Advisor and Associate team, including performance review preparation and delivery, guiding Professional Development Plans, and running Corrective Action Plans
  • Coach team on key performance objectives; must be comfortable delivering feedback and navigating difficult conversations
  • Identify ongoing training needs for team and work with manager, Commercial Learning & Development team, and Operations partners to identify meaningful development opportunities
  • Champion Optum culture within team and broader Research Solutions department
Client Retention and Portfolio Growth
  • Lead client retention and contracting strategy, leveraging deep knowledge of portfolios, client relationships, and comprehensive account planning
  • Drive team of Client Management Advisors to achieve annual renewal of membership contracts and corresponding service terms at a rate that meets or exceeds given performance goals in $12+ million territory
  • Partner with Sales Executives to cultivate new business opportunities and portfolio expansion within assigned territory
Client Utilization and Relationship Cultivation
  • Develop strategic, value-add relationships with client executives and key decision makers, and represent the Advisory Board in-person at client institutions
  • Maintain a comprehensive working knowledge of Advisory Board Research products and deliverables, with a focus on aligning services to each client’s complex and unique needs and maximizing client utilization of services
  • Monitor and communicate client feedback and market needs to the health care research teams on an ongoing basis
  • Serve as a thought partner to research experts to develop effective strategies for merchandizing Advisory Board Research services and deliverables to client institutions

Required Qualifications:
  • Bachelor’s Degree (or higher) from an accredited College/University
  • Willingness to travel up to 30% (nationwide/overnight)
  • Must possess 4+ years post undergrad experience managing multiple clients
  • Must possess 2+ years post undergrad experience in people management
  • Ability to communicate effectively, both oral and written, with senior executives via presentations
  • Experience using MS Excel (sort/filter, data entry, create/edit spreadsheets), MS Word (create/edit documents, work with templates), and MS Outlook (send emails, update calendar, create signatures)
Preferred Qualifications:
  • Negotiation skills and experience
  • Knowledge of healthcare subject matter
  • Experience using Salesforce
  • Experience in a goal oriented and deadline driven environment
  • Experience managing multiple, competing priorities
  • Experience finding multiple solutions to a complex problem
  • Experience developing personal organization tactics to meet business goals

Careers with Optum. Here's the idea. We built an entire organization around one giant objective; make health care work better for everyone. So when it comes to how we use the world?s large accumulation of health-related information, or guide health and lifestyle choices or manage pharmacy benefits for millions, our first goal is to leap beyond the status quo and uncover new ways to serve. Optum, part of the UnitedHealth Group family of businesses, brings together some of the greatest minds and most advanced ideas on where health care has to go in order to reach its fullest potential. For you, that means working on high performance teams against sophisticated challenges that matter. Optum, incredible ideas in one incredible company and a singular opportunity to do your life's best work.(sm)


*All Telecommuters will be required to adhere to UnitedHealth Group’s Telecommuter Policy


Diversity creates a healthier atmosphere: UnitedHealth Group is an Equal Employment Opportunity/Affirmative Action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, national origin, protected veteran status, disability status, sexual orientation, gender identity or expression, marital status, genetic information, or any other characteristic protected by law.

UnitedHealth Group is a drug-free workplace. Candidates are required to pass a drug test before beginning employment



Job Keywords: client, client management, customer service, process, deadline, communication, negotiation, organization, detail oriented

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