Director Enterprise Sales

Premier Inc.

7d•$113,000 - $188,000•Remote

About The Position

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.

Requirements

Years of Applicable Experience - 7 or more years
Bachelors (Required)
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 annual quota
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

Nice To Haves

Master’s degree
Required Certifications/Licensing Salesforce preferred

Responsibilities

Customer-Facing – 80%
Direct customer interaction (assigned accounts) with focus on driving revenue retention and sales growth.
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.