VP, Enterprise Sales

 

VP, Enterprise Sales

 

What you will be doing:

This role is part of the Enterprise Technology Sales senior leadership team and will be responsible for managing a team of regional Account Executives (i.e., lead the team members assigned to member accounts). Their core responsibilities will include supporting a unified culture across the Enterprise Sales organization; driving global revenue retention and growth across our Premier Performance Services member accounts; support regional Account Executive teams in developing sales strategies and goals for their assigned accounts, support coaching and training enablement, and engage in talent management.

This role includes responsibilities for the Enterprise Sales activities with an emphasis on technology sales (e.g., account planning and strategy, sales strategy development, coaching, sales target development, etc.) as well as outcomes for their designated geographic region (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 and their team 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 leading a team of account executives, 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

Performance Management – 30%

Manage and coach the regional account executive team on account planning, renewal, and business retentions processes, developing member value/ROI, sales strategy, presentation strategies/positioning and building member relationships across the multiple roles (CFO, VP Quality, COO, CMI, CIO, etc.). Serve as the primary contact for resolution of high priority issues, opportunities, and gaps.

Strategic Planning & Value Engagement – 20%

Responsible for building regional account/sales strategies and vetting strategies with Performance Services’ leadership. Ensure Account Executive team understands their members’ strategic imperatives and have positioned retention and growth strategies aligned to delivering incremental value to the partnership. Drive standardization of practices, reporting and presenting value.

Customer-Facing – 20%

Direct customer interaction (assigned accounts) with focus on driving revenue retention and sales growth. Priority on supporting 1-3 large, strategic accounts. 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 o