Vice President, Strategic Account Executive (East Zone)

 

Vice President, Strategic Account Executive (East Zone)

 

What you will be doing:

The Strategic Account Executive (SAE) will engage in both large new member business development and with Premiers’ existing large accounts serving as a trusted advisor, bringing together Premier’s expertise and thought leadership to shape solutions and to solve the most critical business needs.  Responsible for the development and implementation of an overall strategic account strategy, this leader will build executive client relationships in order to establish a partnership driving value for current and future Premier’s members by optimizing our programs and services.

Utilizing an in-depth understanding of hospital financial drivers and extensive consulting and/or holistic hospital operations experience, this position develops credibility and fosters relationships with hospital executives who make selection decisions.  The position is accountable for thoroughly understanding the customer’s key initiatives and opportunities, creating and delivering a compelling value proposition that will positively influence decision-makers and drive them to select Premier

In this role, this individual will focus on maximizing the value of the owner/Premier relationship, with a significant focus on:

Sales and business development with both new and existing large accounts

• Shaping strategies to drive cost reductions

• Improving quality and reducing harm

• Driving advisory service / consultative opportunities

• Growth in and/or sales of all tools and services

In addition, this individual will leverage existing Premier leadership, sales and delivery resources as part of the overall sales and account strategy.  Leveraging an integrated account management model, this individual will orchestrate the support of various subject-matter-experts, analysts, marketing resources, etc. in efforts related to same-store growth and/or opportunity pursuits or in achieving delivery excellence.

Key Responsibilities

Insert major accountabilities and % below. Should total 100%.

Account Management Planning, Revenue Growth, and Relationship Management – 45%

• Develop and executes a comprehensive plan to drive revenue growth through deeper, complex offerings leveraging Premier’s tools and services

• Builds and maintains strategic relationships with key executive stakeholders including formal and informal decision-makers designed to address needs and help members close gaps by positioning appropriate Premier tools and services.

• Intimately understands and works within Premier’s integrated account management structure (field/sales/consulting, SME’s, etc.) to ensure business success (revenue growth).

• Serves as an executive sponsor supporting and liaising with member executives to support the implementation team(s) for any new products/services.

• Develops / Maintains an integrated account plan to increases overall satisfaction and knowledge of Premier strategic direction and underlying offerings.

• Matrix-manages Premier resources to exceed customer’s needs and achieve revenue growth goals

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

Strategic Sales – 45%

• Generate qualified leads and follow through to closure to achieve growth goal objectives.

• Establish and develop relationships with targeted hospital executives in order to gain an understanding of each organization

• Create and implement customized sales strategies based on a keen understanding of the customers unique financial/clinical drivers and other key hospital initiatives

• Make executive level sales calls; work with other sales and operations resources to strengthen customer relations throughout the sales cycle.

• Develop a strategic web of influence; join and participate in organizations frequented by prospective hospital executives; attend conferences, meetings, community functions and other activities that enable executive contact

• Write, review, and edit RFP responses in order to achieve or exceed all financial goals and leverage all Premier, public and other performance data to present financial value with clear return on investment projections.

Product, Program, and Service Development – 10%

• Inform and recommend continuous process improvement.

• Interface with Premier’s senior level Business Leaders, Commercial Operations & Commercial Leadership, Product Managers, Marketing, etc. to assist with evolution of the Premier’s products, programs and services based on customer fe