Director Enterprise Sales (Central)

 

Director Enterprise Sales (Central)

 

What you will be doing:

This role is part of the Enterprise Technology Sales team and will be responsible for managing a portfolio of assigned accounts within their territory. Primary responsibilities will include developing and maintaining member c-suite and executive relationships; aligning value of our Premier Performance Services integrated solution suite to support member strategic imperatives and drive ROI; driving global revenue retention and growth across the assigned Premier Performance Services member accounts; and developing sales strategies and goals for their assigned accounts.

This role includes responsibilities for the Enterprise Sales activities with an emphasis on technology and services sales (e.g., account planning and strategy, sales strategy development, sales target development, etc.) as well as outcomes for their territory (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 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 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

Customer-Facing – 80%

Direct customer interaction (assigned accounts) with focus on driving revenue retention and sales growth. 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 – 10%

• Attend formal training and sales enablement activities to continue to develop to serve the mem