Director Enterprise Sales

 

Director Enterprise Sales

 

What you will be doing:

This role is part of the Enterprise Technology Sales team and will be responsible for managing a portfolio of assigned accounts within their territory. Primary responsibilities will include developing and maintaining member c-suite and executive relationships; aligning value of our Premier Performance Services integrated solution suite to support member strategic imperatives and drive ROI; driving global revenue retention and growth across the assigned Premier Performance Services member accounts; and developing sales strategies and goals for their assigned accounts.

This role includes responsibilities for the Enterprise Sales activities with an emphasis on technology and services sales (e.g., account planning and strategy, sales strategy development, sales target development, etc.) as well as outcomes for their territory (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 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 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

Customer-Facing – 80%

Direct customer interaction (assigned accounts) with focus on driving revenue retention and sales growth. 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 other sales and operations resources, to strengthen named account relations leading to the identification and closure of additional sales opportunities.

• Match customer executives with “same level” resources to forge relationships at every level in the account

• Maintain consistent contact with named accounts to keep abreast of potential opportunities and to close additional business

• Be able to present the value proposition to all levels at the named accounts for Performance Services offerings.

• Secure renewals of named accounts with revenue growth via price increases and new solution upselling/cross-selling

• Understands how to sell an enterprise license deal and engage the appropriate Premier stakeholders   

Learning & Development – 10%

• Attend formal training and sales enablement activities to continue to develop to serve the members in areas of value, account mgmt., communication.

• Attend training session and build comprehensive understanding around the entire portfolio of Performance Services technology solutions (i.e., both clinical and margin improvement assets).

Sales Administration Functions – 5%

• Maintain appropriate status updates within the customer relationship management system (SalesForce.com)

• Create, review, and modify Account Plans and Sales Blue Sheets as appropriate to Sales Operations standards

• Utilize sales/account management training strategies within named accounts

Collaboration – 5%

• Engage peers across the Premier alliance to maintain relevant knowledge and bring forward best practices in cost, quality, safety, and collaboration that will enhance the profile and service delivery by the team.

​Required Qualifications

Work Experience:

Years of Applicable Experience - 7 or more years

Education:

Bachelors (Required)

 

Preferred Qualifications

Skills:

• Business Intelligence

• Sales

• Account management

• Technology

• Health system leadership

• Clinical

Experience:

• 8+ years health care and related experience

• SaaS or Consulting experience

• Proven ability to meet sales goals including demonstrated achievement of 100% or greater of annual quota in two of last year fiscal years

Education:

• Master’s degree

Required Certifications/Licensing

Salesforce preferred

 

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 41-60% 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 $99,000 - $185,000. 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.  EEO / AA / Disabled / Protected Veteran Employer.

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 diversity_and_accommodations@premierinc.com or contact Premier Recruiting at 704.816.5200.

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