Vice President, Health Plans Sales

Job Description

Job Description

About Lantern

Lantern is the specialty care platform connecting people with the best care when they need it most. By curating a Network of Excellence comprised of the nation's top specialists for surgery, cancer care, infusions and more, Lantern delivers excellent care with significant cost savings to employers and their workforces. Lantern also pairs members with a dedicated care team, including Care Advocates and nurses, for the entirety of their care journey, helping them get back to good health, back to their families and back to work. With convenient access to specialists nationwide, Lantern means quality care is within driving distance for most. Lantern is trusted by the nation's largest employers to deliver care to more than 6 million members across the country. Learn more about us at lanterncare.com.

About You:

• 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.
• 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.
• 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.
• Integrity guides you in life. Focusing on the TRUTH vs. giving people the answers they want to hear.
• 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.

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.

Vice President, Health Plans Sales

Lantern is seeking a dynamic and experienced Vice President of Health Plan Sales to lead growth within the health plan market. This high impact role will own key health plan relationships, drive enterprise sales, and shape go-to-market strategy. Ideal candidates bring deep experience selling into health plans, strong consultative sales skills, and thrive in fast paced, early stage environments. This is a strategic, externally facing position with high visibility and opportunity for meaningful impact.

Location : Remote | USA | Travel Required

The Reporting Structure:

The Vice President, Health Plan Sales will report to the Head of Lantern Health Plan Sales. This is a key role for Lantern with high visibility across the organization.

The Job/Responsibilities:

• Drive Annual Contract Value (ACV) growth within the health plan market
• Own and manage a defined territory of health plans
• Build market awareness of Lantern's value proposition and capabilities in the health plan segment
• Lead direct outreach and prospecting efforts, while partnering with SDRs, marketing, events, and market enablement teams to engage key stakeholders.
• Lead and manage complex enterprise sales cycles, including:
  • Multi-stakeholder alignment
  • Pitch development and delivery
  • Benchmarking and data analytics
  • Pricing and fee structure definition
  • Contract negotiation and closure
• Track and manage pipeline activity using Salesforce and other systems, monitoring key metrics such as outreach, meetings, sales stages, and analytics delivery.
• Define and evolve the go-to-market strategy and sales sequencing for the health plan segment.
• Collaborate closely with Lantern's executive leadership and health plan leaders to refine offerings, share learnings, and drive market success.
• Champion Lantern's values by navigating complexity with poise, focusing on collaborative and solution-oriented approaches in a dynamic, early-stage market.
• Travel as needed to support relationship building, sales progression, and market presence.
• Leverage deep experience and relationships within the BCBS network and broader health plan ecosystem to accelerate growth.

Experience Required:

• Health Plan Sales: 5+ years selling complex point solutions into health plans
• Consultative Sales: experience either as a consultant or leveraging a consultative sales approach

Bonus if you have:

• Experience in an early/ growth stage business
• Experience working at a national or large regional Blue health plan

Strong candidates will:

• Move Fast: Acting with urgency to respond to health plan and Lantern's business needs
• Be Comfortable in a Fast-Paced Environment: that can be challenging but highly rewarding
• Be Good with Numbers: both in how they engage externally and internally. This includes defining and completing your own analyses when needed.
• Be Strategic Thinkers / Problem Solvers: both in how we work with health plans to achieve our joint objectives, but also in how they build their function and supporting systems / processes
• Have High Energy and a Positive Outlook: infusing their engagement with our partners, clients and internal teams with energy to help achieve our joint goals

Travel Expectations:

• You will be comfortable traveling as per business needs to ensure you and the team establish strong relationships with our partners. Expectations are you will be travelling ~25% of your time

Benefits

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

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.