Vice President Account Executive

 

Vice President Account Executive

 

What you will be doing:

This position is accountable for developing fostering strategic relationships with the C-Suite member executives of Premier's Tier 1 (and Tier 2) accounts to maximize the value of the Premier relationship, with a significant focus on value creation, driving contract penetration and margin improvement.  This role also closely collaborates with the Commercial Sales team, Advisory Services and other Premier business teams to develop an integrated, strategic account plan.  This position may serve as the Sr. Executive for multiple, defined Zone accounts and will be accountable for achieving pre-determined deliverables and metrics.  The position will plan the strategy and manage the resources necessary to grow and maintain the business within the defined Zone accounts, while maintaining/improving the profitability of the Zone as well as expanding current accounts’ engagement with Premier.  The Vice President regularly analyzes member business needs and develops a holistic business solution leveraging Premier-wide solutions to maximize customer benefit.

Key Responsibilities

Growth Strategy– 50%

• Creates and implements customized growth strategies based on a keen understanding of the customers' unique financial drivers and other key hospital initiatives and collaborates with commercial sales throughout sales cycle.

• Review current customer situations and implement appropriate strategies to ensure business renewals

• Joins and participates in organizations frequented by prospective hospital executives; attend conferences, meetings, community functions and other activities that enable executive contact.

• Presents appropriate business solutions for existing accounts, consistently demonstrating a credible and reliable image through current business knowledge.

• Identify cost reduction opportunities, increase contract implementation, and product transitions and conversions by working closely with the Zone account team and the member.

• Utilize Premier tools to identify opportunities to increase purchasing volumes and reduce cost while maintaining or improving quality.

• Coordinate resources necessary to achieve integrated cost and quality goals and objectives for members.

• Provide and present financial value-added analyses with clear return on investment projections to prospective customers.

• Responsible for Zone revenue, profitability, sales and validated savings goals and objectives

• Work with internal stakeholders to ensure that customer expectations are met and exceeded

Account Strategy – 20%

• Serves as account manager for assigned Zone accounts, developing and implementing a strategic account management plan through collaboration with all stakeholders for owner and member hospitals; coordinates regional resources to meet customer’s needs and achieve plan goals.

• Develop and implement a Zone and account plan to maintain and expand existing accounts while maintaining/improving profitability

• Delivers and drives contract penetration objectives, contract launch objectives, labor cost reduction and operational and/or clinical process improvement, quality and safety objectives in collaboration with Premier subject matter experts.

• Quantifies and communicates to all key owner stakeholders progress against initiative plans and broader value delivered by Premier

• Manages to a balanced scorecard.  Responsible for member satisfaction and member validated savings

• Ensures member teams understand each member's strategic and fiscal position, expressed goals and unexpressed needs, current level of satisfaction with value delivered by Premier and openness to deeper engagement.

• Keep abreast of new products and services and collaborate across Premier business units in order to identity innovative solutions for customers

• Support corporate initiatives in order to assist the hospital in gaining full value of the program and to enable customers to reach established high-performance levels.

• Educate customers on the benefits and business results of Premier products and services

Relationship Management – 10%

• Builds strategic relationships with member C-Suite leaders, key member stakeholders including formal and informal decision-makers. 

• Direct involvement with each member, focused on the C-Suite / executive suite level, should be at least quarterly.  Frequency may increase based on needs of specific members and Premier.  Primary contacts include CFOs, COOs and CEOs.

• Supports and collabo