MedStar Health
Overview
VP Enterprise Sales
This role is part of the Enterprise Technology Sales senior leadership team and will be responsible for managing a team of regional Account Executives (i.e., lead the team members assigned to member accounts). Their core responsibilities will include supporting a unified culture across the Enterprise Sales organization; driving global revenue retention and growth across our Premier Performance Services member accounts; support regional Account Executive teams in developing sales strategies and goals for their assigned accounts, support coaching and training enablement, and engage in talent management.
This role includes responsibilities for the Enterprise Sales activities with an emphasis on technology sales (e.g., account planning and strategy, sales strategy development, coaching, sales target development, etc.) as well as outcomes for their designated geographic region (e.g., revenue retention and sales growth).
In addition to retention and growth expectations, this position will focus on strategies to maximizing the value of member c-suite and executive leader relationships as well as aligning value of our Premier Performance Services integrated solution suite to support member strategic imperatives and drive ROI.
Their performance will be measured based on the following key performance indicators aggregated for their region (targets will be set annually):
Bookings and managed revenue
Renewal rate
Quantifiable ROI/Value on deployed Performance Services solutions
C-suite and executive relationship interaction
This position and their team will work and function as an integral part of Premier's member facing teams which includes colleagues from technology product development, group purchasing and advisory services - helping to shape go-to-market strategy and challenge the status quo to ensure that members will be successful in an era of healthcare reform implementation and beyond.
This person will have key competencies in leading a team of account executives, understanding a broad range of healthcare industry challenges, account management, healthcare technology clinical and/or cost, ability to work with marketing/product and a track record of meeting/exceeding sales goals.
Key Responsibilities
Performance Management
- 30% Manage and coach the regional account executive team on account planning, renewal, and business retentions processes, developing member value/ROI, sales strategy, presentation strategies/positioning and building member relationships across the multiple roles (CFO, VP Quality, COO, CMI, CIO, etc.). Serve as the primary contact for resolution of high priority issues, opportunities, and gaps.
Strategic Planning & Value Engagement
- 20% Responsible for building regional account/sales strategies and vetting strategies with Performance Services' leadership. Ensure Account Executive team understands their members' strategic imperatives and have positioned retention and growth strategies aligned to delivering incremental value to the partnership. Drive standardization of practices, reporting and presenting value.
Customer-Facing
- 20% Direct customer interaction (assigned accounts) with focus on driving revenue retention and sales growth. Priority on supporting 1-3 large, strategic accounts. Includes the following key activities:
Responsible for building account strategy; vet with commercial leadership; execute on strategies; bring in specialists for optimization of point solutions; align with member field services; and present Executive Business Review's (EBR's) for Performance Services
Educate customers on the benefits and business results of Performance Services solutions
Make executive level sales calls to named accounts and position Premier as a Strategic Partner to target accounts
Identify business needs of named accounts and present, close and sell added Performance Services solutions (products and services) that will result in the named account's business improvement.
Cross-sell bundled solutions to the executive suite by aligning account strategic objectives with Premier solutions.
Establish credible image through business knowledge in presenting and selling appropriate business solutions for customers
Implement strategies that will expand existing accounts
Clarify, confirm, and resolve named account issues as required to increase new business (customer advocate)
Work closely with and leverage other sales and operations resources, to strengthen named account relations leading to the identification and closure of additional sales opportunities.
Match customer executives with "same level" resources to forge relationships at every level in the account
Maintain consistent contact with named accounts to keep abreast of potential opportunities and to close additional business
Be able to present the value proposition to all levels at the named accounts for Performance Services offerings.
Secure renewals of named accounts with revenue growth via price increases and new solution upselling/cross-selling
Understands how to sell an enterprise license deal and engage the appropriate Premier stakeholders
Learning & Development
- 15% Ensure Account Executive team members are trained and continue to develop to serve the members in areas of value, account mgmt., communication.
Performance Planning
- 10% Monitor and determine strategies and tactics to meet/exceed goals.
Collaboration
- 5% Engage peers across the Premier alliance to maintain relevant knowledge and bring forward best practices in cost, quality, safety, and collaboration that will enhance the profile and service delivery by the team.
Required Qualifications
Work Experience:
12 or more years
Education:
Bachelor's (Required)
Preferred Qualifications
Skills:
Leadership
Aggregation Program Development
Continuum of Care knowledge
Strategic Planning
Financial Acumen and Budget Management
Relationship Building
Driving Organizational Change
Cross-functional Collaboration
Experience:
15 or more years of applicable experience.
A minimum of 10 years health care and related experience including demonstrated team building and leadership.
Experience with engaging health system C-suite and other key stakeholders
A minimum of 5 years of experience in managing account/sales teams for an assigned territory/region with goals
Proven ability to meet sales goals including demonstrated achievement of 100% or greater of annual quota in two of last year fiscal years.
SaaS or Consulting experience
Salesforce
Education:
Master's degree
Additional Job Requirements
Remain in a stationary position for prolonged periods of time
Be adaptive and change priorities quickly; meet deadlines
Attention to detail
Operate computer programs and software
Ability to communicate effectively with audiences in person and in electronic formats
Day-to-day contact with others (co-workers and/or the public)
Making independent decisions
Ability to work in a collaborative business environment in close quarters with peers and varying interruptions
Compensation & Benefits Premier's compensation philosophy is to ensure that compensation is reasonable, equitable, and competitive in order to attract and retain talented and highly skilled employees. Premier's internal salary range for this role is $205,000 - $380,000. Final salary is dependent upon several market factors including, but not limited to, departmental budgets, internal equity, education, unique skills/experience, and geographic location. Premier utilizes a wide-range salary structure to allow base salary flexibility within our ranges.
Benefits
Health, dental, vision, life and disability insurance
401k retirement program
Paid time off
Participation in Premier's employee incentive plans
Tuition reimbursement and professional development opportunities
Premier is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to unlawful discrimination because of their age, race, color, religion, national origin, ancestry, citizenship status, sex, sexual orientation, gender identity, gender expression, marital status, familial status, pregnancy status, genetic information, status as a victim of domestic violence, covered military or protected veteran status (e.g., status as a Vietnam Era veteran, disabled veteran) disability, or any other applicable federal, state or local protected class, trait or status or that of persons with whom an applicant associates. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law. In addition, as a federal contractor, Premier complies with government regulations, including affirmative action responsibilities, where they apply. EEO / AA / Disabled / Protected Veteran Employer.
Premier also provides reasonable accommodations to qualified individuals with a disability or those who have a sincerely held religious belief. If you need assistance in the application process, please reply to diversity_and_accommodations@premierinc.com
Information collected and processed as part of any job application you choose to submit to Premier is subject to Premier's Privacy Policy.
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This role is part of the Enterprise Technology Sales senior leadership team and will be responsible for managing a team of regional Account Executives (i.e., lead the team members assigned to member accounts). Their core responsibilities will include supporting a unified culture across the Enterprise Sales organization; driving global revenue retention and growth across our Premier Performance Services member accounts; support regional Account Executive teams in developing sales strategies and goals for their assigned accounts, support coaching and training enablement, and engage in talent management.
This role includes responsibilities for the Enterprise Sales activities with an emphasis on technology sales (e.g., account planning and strategy, sales strategy development, coaching, sales target development, etc.) as well as outcomes for their designated geographic region (e.g., revenue retention and sales growth).
In addition to retention and growth expectations, this position will focus on strategies to maximizing the value of member c-suite and executive leader relationships as well as aligning value of our Premier Performance Services integrated solution suite to support member strategic imperatives and drive ROI.
Their performance will be measured based on the following key performance indicators aggregated for their region (targets will be set annually):
Bookings and managed revenue
Renewal rate
Quantifiable ROI/Value on deployed Performance Services solutions
C-suite and executive relationship interaction
This position and their team will work and function as an integral part of Premier's member facing teams which includes colleagues from technology product development, group purchasing and advisory services - helping to shape go-to-market strategy and challenge the status quo to ensure that members will be successful in an era of healthcare reform implementation and beyond.
This person will have key competencies in leading a team of account executives, understanding a broad range of healthcare industry challenges, account management, healthcare technology clinical and/or cost, ability to work with marketing/product and a track record of meeting/exceeding sales goals.
Key Responsibilities
Performance Management
- 30% Manage and coach the regional account executive team on account planning, renewal, and business retentions processes, developing member value/ROI, sales strategy, presentation strategies/positioning and building member relationships across the multiple roles (CFO, VP Quality, COO, CMI, CIO, etc.). Serve as the primary contact for resolution of high priority issues, opportunities, and gaps.
Strategic Planning & Value Engagement
- 20% Responsible for building regional account/sales strategies and vetting strategies with Performance Services' leadership. Ensure Account Executive team understands their members' strategic imperatives and have positioned retention and growth strategies aligned to delivering incremental value to the partnership. Drive standardization of practices, reporting and presenting value.
Customer-Facing
- 20% Direct customer interaction (assigned accounts) with focus on driving revenue retention and sales growth. Priority on supporting 1-3 large, strategic accounts. Includes the following key activities:
Responsible for building account strategy; vet with commercial leadership; execute on strategies; bring in specialists for optimization of point solutions; align with member field services; and present Executive Business Review's (EBR's) for Performance Services
Educate customers on the benefits and business results of Performance Services solutions
Make executive level sales calls to named accounts and position Premier as a Strategic Partner to target accounts
Identify business needs of named accounts and present, close and sell added Performance Services solutions (products and services) that will result in the named account's business improvement.
Cross-sell bundled solutions to the executive suite by aligning account strategic objectives with Premier solutions.
Establish credible image through business knowledge in presenting and selling appropriate business solutions for customers
Implement strategies that will expand existing accounts
Clarify, confirm, and resolve named account issues as required to increase new business (customer advocate)
Work closely with and leverage other sales and operations resources, to strengthen named account relations leading to the identification and closure of additional sales opportunities.
Match customer executives with "same level" resources to forge relationships at every level in the account
Maintain consistent contact with named accounts to keep abreast of potential opportunities and to close additional business
Be able to present the value proposition to all levels at the named accounts for Performance Services offerings.
Secure renewals of named accounts with revenue growth via price increases and new solution upselling/cross-selling
Understands how to sell an enterprise license deal and engage the appropriate Premier stakeholders
Learning & Development
- 15% Ensure Account Executive team members are trained and continue to develop to serve the members in areas of value, account mgmt., communication.
Performance Planning
- 10% Monitor and determine strategies and tactics to meet/exceed goals.
Collaboration
- 5% Engage peers across the Premier alliance to maintain relevant knowledge and bring forward best practices in cost, quality, safety, and collaboration that will enhance the profile and service delivery by the team.
Required Qualifications
Work Experience:
12 or more years
Education:
Bachelor's (Required)
Preferred Qualifications
Skills:
Leadership
Aggregation Program Development
Continuum of Care knowledge
Strategic Planning
Financial Acumen and Budget Management
Relationship Building
Driving Organizational Change
Cross-functional Collaboration
Experience:
15 or more years of applicable experience.
A minimum of 10 years health care and related experience including demonstrated team building and leadership.
Experience with engaging health system C-suite and other key stakeholders
A minimum of 5 years of experience in managing account/sales teams for an assigned territory/region with goals
Proven ability to meet sales goals including demonstrated achievement of 100% or greater of annual quota in two of last year fiscal years.
SaaS or Consulting experience
Salesforce
Education:
Master's degree
Additional Job Requirements
Remain in a stationary position for prolonged periods of time
Be adaptive and change priorities quickly; meet deadlines
Attention to detail
Operate computer programs and software
Ability to communicate effectively with audiences in person and in electronic formats
Day-to-day contact with others (co-workers and/or the public)
Making independent decisions
Ability to work in a collaborative business environment in close quarters with peers and varying interruptions
Compensation & Benefits Premier's compensation philosophy is to ensure that compensation is reasonable, equitable, and competitive in order to attract and retain talented and highly skilled employees. Premier's internal salary range for this role is $205,000 - $380,000. Final salary is dependent upon several market factors including, but not limited to, departmental budgets, internal equity, education, unique skills/experience, and geographic location. Premier utilizes a wide-range salary structure to allow base salary flexibility within our ranges.
Benefits
Health, dental, vision, life and disability insurance
401k retirement program
Paid time off
Participation in Premier's employee incentive plans
Tuition reimbursement and professional development opportunities
Premier is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to unlawful discrimination because of their age, race, color, religion, national origin, ancestry, citizenship status, sex, sexual orientation, gender identity, gender expression, marital status, familial status, pregnancy status, genetic information, status as a victim of domestic violence, covered military or protected veteran status (e.g., status as a Vietnam Era veteran, disabled veteran) disability, or any other applicable federal, state or local protected class, trait or status or that of persons with whom an applicant associates. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law. In addition, as a federal contractor, Premier complies with government regulations, including affirmative action responsibilities, where they apply. EEO / AA / Disabled / Protected Veteran Employer.
Premier also provides reasonable accommodations to qualified individuals with a disability or those who have a sincerely held religious belief. If you need assistance in the application process, please reply to diversity_and_accommodations@premierinc.com
Information collected and processed as part of any job application you choose to submit to Premier is subject to Premier's Privacy Policy.
#J-18808-Ljbffr