Vice President , Strategic Account Executive (Central 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 feedback and personal insights gleaned through the SAE position.

• Work with Premier departments and collaborate with internal subject matter experts to enhance or generate compelling value propositions.

​Required Qualifications

Work Experience:

Years of Applicable Experience - 12 or more years

Education:

Bachelors (Required)

 

Skills:

• Healthcare

• Business Development

• Process Improvement

• Sales

Experience:

• Successful track record of building C-suite relationships and selling and leading delivery of large, comprehensive consulting engagements for a major consulting firm, preferably transformational, turnaround, revenue cycle management and/or labor productivity.

• Supply chain understanding and experience; comparative pricing analyses; finance; modeling of value-added systems.

• Significant comprehensive clinical and/or operational improvement project management experience; demonstrated client engagement leadership in healthcare or supply chain consulting.

• Self-motivated problem solver; approach projects, problems and issues in a logical/systemic manner; research issues to the lowest level to secure answers and resolve issues decisively.

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 the public) 

• Making independent decisions 

• Ability to work in a collaborative business environment in close quarters with peers and varying interruptions 

 

Working Conditions: Remote

 

Travel Requirements: Travel 81-100% within the US

 

Physical Demands: Sedentary: Exerting up to 10 pounds of force occasionally, and/or a negligible amount of force frequently or constantly to lift, carry, push, pull or otherwise move objects, including the human body. Sedentary work involves remaining stationary most of the time. Jobs are sedentary if movement is required only occasionally, and all other sedentary criteria are met.

 

Premier’s compensation philosophy is to ensure that compensation is reasonable, equitable, and competitive in order to attract and retain talented and highly skilled employees. Premier’s internal salary range for this role is $195,000 - $361,000. Final salary is dependent upon several market factors including, but not limited to, departmental budgets, internal equity, education, unique skills/experience, and geographic location. Premier utilizes a wide-range salary structure to allow base salary flexibility within our ranges.

Employees also receive access to the following benefits:

·       Health, dental, vision, life and disability insurance

·       401k retirement program

·       Paid time off

·       Participation in Premier’s employee incentive plans

·       Tuition reimbursement and professional development opportunities

Premier at a glance:

• Ranked #1 on Charlotte’s Healthiest Employers list for 2019, 2020 and 2022, and 49th Healthiest Employer in America (2022)
• ​Named one of the World’s Most Ethical Companies® by Ethisphere® Institute for the 13th year in a row
• The only company to be recognized by KLAS twice for Overall Healthcare Management Consulting
   

Employees receive:

• Perks and discounts
• Access to on-site and online exercise classes
• Paid time off to volunteer in their communities

Premier is looking for smart, agile individuals like you to help us transform the healthcare industry. Here you will find critical thinkers who have the freedom to make an impact. Colleagues who share your thirst to learn more and do things better. Teammates committed to improving the health of a nation. See why incredible challenges require incredible people.

Premier is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to unlawful discrimination because of their age, race, color, religion, national origin, ancestry, citizenship status, sex, sexual orientation, gender identity, gender expression, marital status, familial status, pregnancy status, genetic information, status as a victim of domestic violence, covered military or protected veteran status (e.g., status as a Vietnam Era veteran, disabled veteran, special disabled veteran, Armed Forces Serviced Medal veteran, recently separated veteran, or other protected veteran) disability, or any other applicable federal, state or local protected class, trait or status or that of persons with whom an applicant associates. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law. In addition, as a federal contractor, Premier complies with government regulations, including affirmative action responsibilities, where they apply.

Premier also provides reasonable accommodations to qualified individuals with a disability or those who have a sincerely held religious belief. If you need assistance in the application process, please reply to [email protected] or contact Premier Recruiting at 704.816.5200.

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