VP, Enterprise Sales
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Job Description
VP of Enterprise Sales managing regional Account Executives for Premier, focusing on technology sales and revenue growth. Driving retention strategy and executive relationships across member accounts.
Responsibilities:
- 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.
- 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.
- Direct customer interaction (assigned accounts) with focus on driving revenue retention and sales growth.
- 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.
- Ensure Account Executive team members are trained and continue to develop to serve the members in areas of value, account mgmt., communication.
- Ensure that Account Executive team members are knowledgeable about the entire portfolio of Performance Services technology solutions (i.e., both clinical and margin improvement assets).
- Monitor and determine strategies and tactics to meet/exceed goals.
- 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.
Requirements:
- 12 or more years of applicable experience
- Bachelor's degree (Required)
- Leadership skills
- Program development
- Continuum of care knowledge
- Strategic planning
- Financial acumen and budget management
- Relationship building
- Driving organizational change
- Cross-functional collaboration
- 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
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
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