Lantern - Head of Consultant Relations
Requirements
• The candidate is required to meet the below requirements: • 15+ years of professional experience working with employer health care benefits, either 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 (not solely a background in consulting itself) — our experience is that this profile builds a network and sales instinct that a straight consulting-to-CR conversion often lacks. • 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 confidently convey complex information and messages to a broad and diverse audience, both 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, both externally facing and behind the scenes. • 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. • 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.
Responsibilities
• The Consultant Relations function is instrumental to winning in the marketplace and to the quality of Lantern's deals, not just their volume. Through named ownership of major consulting and brokerage houses, and by staying embedded in active deals through the sales lifecycle, the team builds the trust that makes our consultant/brokerage channel a top referral source. Key responsibilities for the team include: • Owning named house relationships: building deep, accountable relationships at both the national and local market level — with clear, named ownership of each major house, generally capped at 1–2 houses per person — allowing us to influence and educate the intellectual capital point of view while driving business referrals locally. • Owning named house relationships: • Staying embedded in deals: relationship value is realized by being part of live deals alongside Sales and Solutions Consulting — tailoring deal strategy and leveraging consultant/broker relationships to gain insight and influence decision factors — rather than through standalone outreach. • Staying embedded in deals: • Developing content: in partnership with the product marketing and sales enablement team, specific to consultants in general and further tailored to each firm when relevant. • Developing content: • Educating the marketplace: building awareness around the category (surgery COEs and cancer support) and how to evaluate solutions in this space. • Educating the marketplace: • Growing the business: improving Lantern's win rate with each consulting/brokerage firm and the quality of opportunities they bring to the table, not simply the number of proposals generated. • Growing the business: • Closing active coverage gaps: building out dedicated coverage in currently underserved segments, including Texas/Southeast and public sector/labor. • Closing active coverage gaps: • Managing escalations deliberately: partnering with Sales and Client Success so that reactive, non-strategic escalations are routed outside CR — freeing the team's bandwidth for proactive house management. • Managing escalations deliberately: • Identifying opportunities for improvement: both within and outside of the consultant relations mandate, and where appropriate, how to address them. • Identifying opportunities for improvement: • Establishing strong cross-functional relationships: by working closely with sales, solutions consulting, client success, analytics, clinical, marketing, network, member services and other related functions to ensure a “one team” approach. • Establishing strong cross-functional relationships: • Goals and Metrics • Goals and Metrics • Success for the function is measured primarily by the health and outcomes of named house relationships — not by top-of-funnel activity volume. • Relationship health and account coverage: success will be measured by the depth, breadth, and health of named relationships across our major consulting and brokerage houses. • Relationship health and account coverage: • Deal outcomes: win rate and deal quality on opportunities where CR is embedded, alongside overall net ACV growth across both net-new logos and existing business expansion. • Deal outcomes: • Escalation load: a declining share of the team's time spent on reactive escalations, freeing capacity for proactive relationship-building. • Escalation load: • Other metrics will include engagement and impact on qualified opportunities for new and existing clients, and the team's progress building out a durable, outcome-based measurement framework.
Benefits
• Medical Insurance • Dental Insurance • Vision Insurance • Short & Long Term Disability • 401k with company match • Paid Parental Leave • Compensation: Base salary range: $225k–$275k, depending on relevant experience, location, and qualifications. • You use LOGIC in your decision making and understand that progress is critical to making change. You focus on the execution of your content while balancing a fast-paced environment and you take the time to celebrate both the small & big wins. • LOGIC • INCLUSION is a core tenant of your personal beliefs. A diverse and inclusive environment is incredibly important to you. You understand and desire to be a part of a diverse team with different experiences and perspectives & you cherish the differences in each individual that you interact with. • INCLUSION • You have the GRIT, drive and ambition to tackle big problems. Big problems require big ideas and a team that supports new ideas. • You care deeply for your customers are driven to keep HUMANITY in all decisions. Your customers aren’t just the individuals using your product. They are the driving factor in your motivation to make a change. • HUMANITY • Integrity guides you in life. Focusing on the TRUTH vs. giving people the answers they want to hear. • TRUTH • You thrive in a Team Environment. Collaboration is key in innovation and creating change. • These pillars of LIGHT are a reminder to our team that we are making a difference by providing guidance and support in navigating the often complex and confusing landscape of healthcare. We hope that through this LIGHT, individuals can find their way to the best care, resources, and support they need to get back to life. • LIGHT • LIGHT • If this sounds like you, we would love to connect to speak further about career opportunities at Lantern. • Please apply to our role & someone from our Talent Acquisition Team will reach out to help you navigate our interview process. • Lantern does not discriminate on the basis of race, sex, color, religion, age, national origin, marital status, disability, veteran status, genetic information, sexual orientation, gender identity or any other reason prohibited by law in provision of employment opportunities and benefits.
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