Account Executive

 

Account Executive

 

Job Description

What you will be doing

Responsible for development of Account strategy, retention and growth for defined accounts and accountable for adoption, value and retention of all Premier business (within named accounts).  Plan, oversee and execute account management of Premier services & technology at existing members/customers for named accounts, while maintaining and renewing products/services contracts, documenting high level of customer validated value, and assisting in expanding current accounts product lines and business solutions. This position will work closely with members (hospitals and health systems) and determine resources needed to achieve performance improvement, leveraging Premier products, services and subject matter experts.

This position works in collaboration with other Commercial Specialists, Premier Performance Partner staff, client services, product management, operations and new business development to ensure customer service and value provided exceeds customer expectations. Incumbent maintains product and service knowledge and technical competency in all products offered throughout Premier. The Account Executive understands solutions provided and collaborates across the organization to   better serve accounts and to drive additional member engagement. The AE works closely with Premier Integrated Account Team to ensure coordinated account planning and maximize customer value from the Premier relationship.

Key Responsibilities

Account Management & Organic Business Development – 70%

• Understand the member’s goals/objectives, strategies, and financials

  • Use member’s strategic plans to understand strategy, key objectives, and gaps to develop effective account plans, sales opportunities and account activities

  • Understands the member’s specific organization goals through key relationships  (CxO, ) and works jointly to develop  goals

• Establish and maintain strategic account plans which align member’s strategy and objectives to specific products and solutions

  • Facilitate monthly account team calls

  • Manage teams recurring maintenance of account plan

  • Track and communicate account progress to teams and executives and course correct as needed

• Schedule, plan, and lead member quarterly business reviews in concert with the entire account team

• Create and maintain a supply chain and performance improvement plan to include:

  • Documenting overall member supply chain goals & savings goals

  • Agreement on which goals to support

  • Develop and maintain tracking mechanism for joint goals

  • Consistent review with member supply chain leadership

• Identify, develop, maintain, and strengthen executive relationships throughout the accounts through a regular cadence of meetings and interactions

• Manage complex health systems across varying aspects of the business (supply chain, clinical, operations, population health)

• Generate leads for account growth to meet FY-Fiscal Year revenue targets

  • Using Member’s data, identify opportunities for performance improvement.

  • Through relationships and knowledge of account, identify cross-sell and up-sell opportunities.

  • Maintain a thorough understanding of all the revenue driving and value add products and services offered to the membership

• Troubleshoot, triage, and escalate customer issues and follow through on resolution

• Work with customer on how to effectively use the data products

• Identify and coordinate appropriate Premier resources (Fee for Service and value add) to support hospital in achieving goals.

• Assist Sales team and Zone leadership as needed in positioning additional business opportunities.

• Participate in the development of new and innovative approaches to maximize