Vice President, Business Development - National Accounts

SCP Health • Atlanta, GA

14d • $136,581 - $283,596

About The Position

At SCP Health, what you do matters As part of the SCP Health team, you have an opportunity to make a difference. At our core, we work to bring hospitals and healers together in the pursuit of clinical effectiveness. With a portfolio of over 8 million patients, 7500 providers, 30 states, and 400 healthcare facilities, SCP Health is a leader in clinical practice management spanning the entire continuum of care, including emergency medicine, hospital medicine, wellness, telemedicine, intensive care, and ambulatory care. The Vice President of Business Development-National Accounts internally also known as the VP Sales-National Accounts, shall contribute to the growth of SCP by identifying, qualifying, and closing sales opportunities for Emergency Medicine, Hospital Medicine, and other SCP Health service for national named accounts. The role is measured and rewarded on closing deals and setting up meaningful discussions that lead to national partnership agreements in accordance with targets for revenue and profitability. SCP aims to position itself in the marketplace as a respected thought leader, and as a true clinical services partner, delivering valuable solutions to each client while remaining the nation’s leader in practice management. The VP Sales-National Accounts is responsible for understanding the individual business values, priorities, and initiatives of our prospective clients and using consultative selling skills to build awareness and appreciation of our value and capabilities. The successful VP Sales will be very familiar with Emergency Medicine, Hospital Medicine, Intensive Care and additional clinical services and able to effectively address the personal, professional, financial, clinical, and operational concerns of hospital CxOs as required to close deals. This individual will also be responsible for growing relationships and brand awareness at the national level of the nation’s top 15 major health systems.

Requirements

• Bachelor’s degree in business, healthcare, or related field, advanced degree a plus
• 5+ years of health care sales or relationship development experience
• Experience interacting with CxOs, physicians, and other healthcare providers
• Proven track record of relationship building with national system CXOs
• Experience leading high-level sales and capability presentations
• Thorough understanding of the healthcare industry, and hospital market ecosystem
• General understanding of hospital-based provider services
• Able to build trust and confidence with the utmost integrity
• Excellent communication skills both written and verbal
• Excellent quantitative and financial management skills
• Excellent general computer experience and typing skills
• Excellent knowledge of Microsoft Word, PowerPoint, Excel, and Outlook
• Excellent knowledge of LinkedIn and Salesforce
• Detail-oriented with strong organizational skills
• Results-oriented self-starter with desire to exceed expectations
• Team player who can develop and maintain collaborative relationships across the organization

Responsibilities

• Develop sales strategies for named accounts in collaboration with sales management and account management teams
• Prepare for and manage account planning sessions to develop action plans for penetrating named accounts by securing and leading client executive meetings to ensure a thorough understanding of client requirements, buyer values, decision criteria, timing, etc. and handing this information over to the solutioning team.
• Lead the Win Strategy process to identify client buyer values, map relationships, determine strategies, and develop action plans for winning deals
• Oversee the organization’s national relationship mapping strategy for named accounts by utilizing LinkedIn sales navigator and account planning software
• Meet with sales management and BD teams on a regular basis to discuss offerings, markets, clients, proposals, and best practices to increase knowledge about the environment we work in
• Gather market intel through targeted research to learn about hospital prospect operations, determine potential areas of need and interest, and identify appropriate decision makers
• Maintain knowledge of named accounts including changes in hospital financial outcomes, leadership changes, competitor announcements, etc. that can provide valuable insight and serve as trigger events
• Drive lead-generation activities with executives at target accounts by crafting personalized messages and delivering thought leadership marketing content addressing their specific issues
• Support marketing campaigns by contacting executives with offers to attend webinars and events, meet with company executives, provide follow-on information, try new services, etc.
• Coordinate with BD team, sales team market managers, sales management, and marketing on lead generation and qualification efforts to ensure activities are coordinated and optimized
• Attend industry events to network with executives and represent SCP on a local and national level; participate in educational sessions, and advance overall knowledge of the industry
• Update Salesforce and report on all national and named account activities, contacts with prospects, changes in lead status and opportunity stage progressions, etc.
• Assist in evaluating markets including current conditions, trends, threats, and new opportunities in coordination with the solutioning teams
• Perform ongoing industry and competitor research
• Ensure internal and external obstacles to business growth are identified and mitigated
• Provide market and “voice of customer” feedback to marketing and business development teams

Benefits

• Strong track record of providing excellent work/life balance.
• Comprehensive benefits package and competitive compensation.
• Commitment to fostering an inclusive culture of belonging and empowerment through our core values - collaboration, courage, agility, and respect.
• medical dental
• vision insurance
• a 401(k) plan with a company match
• paid time off and holidays
• professional development support
• employee wellness resources

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level