Senior Director Channel Partners CoC

 

Senior Director Channel Partners CoC

 

What will you be Doing:

Responsible for the oversight and growth of Premier’s largest and most complex Continuum of Care Channel Partner programs. This position leverages all available resources in partnership with affiliate sponsors, non-acute business operations teams and field team to maximize revenue and value. The Sr. Director, Channel Partners will foster both commercial and operational executive relationships to understand their strategic objectives and develop a program to support customer’s achievement of their goals. Primarily interacts with Channel Partner executive leadership, as well as other business development and procurement executives across non-acute care classes of trade. This position works in collaboration with all areas of Premier to ensure member service and value provided exceeds member expectations. The Sr. Director, Channel Partners will have deep domain expertise in verticals specific to a Channel Partners growth plans and be a skilled at working across both internal and external matrixed organizations to facilitate mutual growth objectives. The Sr. Director Channel Sales serves as an integrated member of the Continuum of Care Channel Sales Team for their defined partners, and works in close collaboration with Member Field Services leadership, Supply Chain Services, and others across the Premier enterprise to ensure coordinated account planning and customer value. The Sr. Director, Channel Sales will be responsible for mentoring and developing new sales talent (i.e. Growth Program Managers, Director Channel Sales) to raise the performance bar across the Channel Sales team. This position also has shared responsibility with RVP/VP/Sr RDs to develop strategic plans and utilizes field information to provide input into the ongoing evaluation and evolution of Continuum of Care.

Major Accountabilities:

Account Management

• Drive account growth strategy to achieve GAF growth rate expectations for the largest or highest growth Premier Channel Partners

  • Understand Channel Partner points of differentiation and chart growth strategies to capitalize on market dynamics

  • Access and understand Channel Partner sales pipeline to forecast business performance and monitor success

• Own and develop Channel Partner account plan

  • Know the accounts strategic imperatives through review of their strategic plan, and leadership discussions.

  • Be prepared to articulate how Premier’s continuum of care strategy and business model aligns and supports the members business model.

  • Update account plan framework and present findings, action plan, and help needed to CoC leadership quarterly.

• Manage Premier’s perceived value

  • Act as the single threaded owner of the Premier GPO renewal from the CoC perspective.

  • Ensure Premier is consistently perceived as a strategic parner.

  • Ensure a positive and consistent member experience and drive timely resolution of issues with loop closure confirmation in writing. 

  • Actively participate in addressing any issues uncovered during the CEO survey to full closure.

Programmatic Sales

• Ensure that Premier delivers on it’s goal of increasing perceived value and interdependence with its Channel Partners by successfully selling CoC growth programs into Channel Partner accounts.

• Work with Channel Partner executives and operational leaders to gain buy in on the use of CoC Shared Services

• Facilitate the adoption of Premier technology offerings (i.e. Premier Smart PO) to drive offering penetration into select

Administrative 

• Ensure smooth and effective operations between company and member, including roster management support and issue resolution

• Update monitoring and tracking tools, administrative reports such as salesforce.com and expense reports. Maintain required analytics to demonstrate performance vs. targets.

• Engage in process management to improve current processes as necessary 

• Represent the interests of Premier Continuum of Care internally in a variety of settings within and outside of the business group 

• Facilitate routine team meetings and conference calls; attend meetings as needed 

• Make presentations regarding Premier Continuum of Care results and value as appropriate at conferences, workshops, etc. 

• Participate in cross functional teams across business units as requested 

• Understand organizational structure and all product offerings 

Leadership

• Responsible for