Senior Director Strategic Accounts CoC

 

Senior Director Strategic Accounts CoC

 

What you will be doing:

The primary purpose of this job is to develop and execute a sales plan that successfully implements the Premier GPO amongst a targeted group of high-value prospects. The secondary purpose of this job is the account management support including member support, supplier relations, and business review cadences to grow and retain existing CoC national accounts.  The Senior Director will formulate and execute growth strategies to create new relationships with potential GPO members and expand current relationships and revenue-generating              opportunities with an existing customer base.  The Senior Director will need to develop and foster relationships with prospects and the member’s departmental and executive levels to understand the prospect’s/member’s needs. The Senior Director will need to develop strong and fluid working relationships with cross functional stakeholders across the Premier team (Sourcing, Membership, Operations, etc). Reporting to Vice President, Field Services. The Senior Director, Strategic Accounts success is measured by defined annual revenue goals that are reviewed on a quarterly basis.

    •    Revenue generation through new business development
    •    Account management
    •    Executive stakeholder development

Key Responsibilities

Responsibility #1– 25%

Sell GPO Solutions to High-value Prospects
       •     Build executive level relationships and position Premier as a Strategic Partner to target accounts
       •     Drive revenue within target accounts
       •     Identify business needs of prospective customers and present, close, and sell GPO solutions (products and services) that will result in the revenue growth
       •     Establish a credible image through business knowledge in presenting and selling appropriate GPO solutions to customers
       •     Educate customers on the benefits and business results of partnering with Premier for GPO products and services
       •     Clarify, confirm, and resolve customer issues as required to increase new business for the new and existing client base
       •     Maintain consistent contact with customers to keep abreast of potential opportunities and to close additional business
       •     Attend conferences, meetings, tradeshows, and other activities that enable new business development

Responsibility #2 – 75%

Account Management
       •     Implement strategies that will expand existing accounts
       •     Build executive relationships among key National Accounts
       •     Run and present monthly/quarterly business reviews
       •     Manage relationships with key suppliers that drive key business objectives (i.e. US Foods, McKesson, etc)
       •     Account planning with various key Premier stakeholders
       •     Maintain appropriate status updates within the customer relationship management system (SalesForce.com)

​Required Qualifications

Work Experience:

Years of Applicable Experience - 10 or more years

Education:

Bachelors (Required)

 

Preferred Qualifications

Skills:

       •     Experience in a field-based commissionable sales position
       •     Experience with senior-level leadership
       •     Proven ability to meet sales goals

Experience:

       •     Experience in the food service or medical device industry
       •     GPO experience

Education:

Master’s Degree

 

Additional Job Requirements:

• Remain in a stationary position for prolonged periods of time 

• Be adaptive and change priorities quickly; meet deadlines 

• Attention to detail 

• Operate computer programs and software 

• Ability to communicate effectively with audiences in person and in electronic formats.   

• Day-to-day contact with others (co-workers and/or