Principal, RX Non-Acute Spend Management Sales
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Job Description
Principal leading Rx non-acute spend-management sales for Vizient, a healthcare-services company. Growing provider accounts, pipelines, client relationships, and revenue.
Responsibilities:
- Generate business development and revenue growth of Rx Non-Acute Spend Management accounts
- Identify penetration opportunities and grow bookings for the business unit
- Serve as the Spend Management subject matter expert influencing MVP, Spend Management team members, and company resources
- Build and maintain trusted advisor relationships with client C-level executives
- Identify prospects and pull-through opportunities for complex new provider organizations
- Maintain and grow profitability and accountability for sales activity, including executive relationships and regional sales leadership
- Refine, develop, launch, and implement new consulting services and products
- Support thought leadership, business development, and innovation activities
- Create and deliver persuasive sales presentations to executives
- Prospect, assess, and interpret intelligence on new and existing providers
- Facilitate contracting and implementation for providers
- Develop robust pipelines to achieve sales plans
- Maintain Salesforce records for assigned providers, including contacts, opportunities, and account plans
Requirements:
- Relevant degree preferred; advanced degree desired
- 10+ years of relevant experience in healthcare sales, business development, account management, consulting, pharmacy, pharmaceutical services, or healthcare supply chain
- Proven track record of new business development, client acquisition, and revenue growth within the healthcare market
- Demonstrated success selling complex, consultative solutions to healthcare organizations with multiple stakeholders and extended sales cycles
- Experience selling into the non-acute healthcare market required, including physician practices, long-term care/skilled nursing facilities, specialty pharmacies, home-based care, and/or other non-acute care organizations
- Pharmacy/Rx sales experience strongly preferred, with an established understanding of the non-acute pharmacy and medication management marketplace
- Existing relationships with non-acute healthcare executives, pharmacy leaders, physicians, and/or other key decision-makers preferred
- Ability to identify market opportunities, develop sales strategies, build pipelines, and convert prospects into new clients
- Experience working with clinical and operational departments interacting with supply chain, pharmacy, procurement, finance, and/or clinical operations preferred
- Strong commercial and financial acumen, including value propositions, business cases, ROI demonstration, and complex agreement negotiation
- Strong executive presence with exceptional communication, presentation, negotiation, relationship-building, and influencing skills
- Ability to collaborate across sales, account management, consulting, operations, pharmacy, and other internal teams
- Leadership experience preferred, including leading cross-functional teams and influencing stakeholders without direct authority
- Ability to travel regularly and expeditiously throughout the year to meet clients, prospects, and business priorities
Benefits:
- Incentive eligible
- Comprehensive benefits plan
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