Responsibilities may include the following and other duties may be assigned. 

• Leads and coaches a team of strategic/enterprise account senior director and directors, building their capability to develop and maintain Senior/C-Suite & D-Suite level relationships with strategic partners and to identify and qualify new business opportunities; personally serves as Executive Sponsor for a select portfolio of the organization's highest-level strategic accounts, engaging directly at the C-suite to reinforce the partnership, resolve escalations, and open doors the team cannot open alone. 

• Guides and holds the team accountable for portfolio management strategy in collaboration with the Business Units to expand and protect market share, optimize pricing strategy, and build long-term contractual agreements and relationships with clients and strategic partners, applying a solid understanding of healthcare market dynamics and economics to inform pricing and contracting decisions; reviews, coaches to, and approves major account plans and key contractual commitments. 

• Coaches account leaders to build a deep understanding of each assigned account's strategic priorities, grounded in a solid understanding of the healthcare market and economics, and to design appropriate value-added programs for each account; personally engages on executive-sponsored accounts to validate and stress-test account strategy at the senior-relationship level. 

• Sets direction for and oversees the development, communication, and execution of business plans across the team to achieve strategic target business results, tracking performance against plan and coaching direct reports through course corrections. 

• Drives the team's identification and development of ongoing mutual opportunities for sales growth with key strategic accounts, and personally cultivates growth opportunities and relationship depth on the accounts where they serve as Executive Sponsor. 

People Management Sales Career Stream 

Management and supervisory sales professionals focus on direct sales and operational activities for the enterprise. Levels within the sales management career stream typically have multiple direct reports. The majority of time is spent overseeing their area of responsibility, managing performance, talent development, diversity and inclusion, communicating business and operational developments, planning, prioritizing and/or directing the responsibilities of employees. Goal achievement is typically accomplished through the performance of direct and/or indirect reports, with direct sales participation reserved for select, high-priority relationships (e.g., Executive Sponsor accounts) as appropriate. 

Differentiating Factors 

Autonomy 

• Owns the execution of the overall strategy and the operational direction of a region in accordance with corporate objectives, strategy and plans. 

• Influences others outside of the sales function