Vice President of Enterprise Sales - ITS

Location: Charlotte, NC
Date Posted: 10-04-2018
The Vice President of Enterprise Sales leads sales activities with current and prospective owners and alliance members to significantly grow the enterprise, primarily by closing large dollar consulting engagements and/ or sizable group purchasing conversions. 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 the company. Internally, the Vice President will create and manage sales teams, and engage subject matter experts, marketing communications team, and other resources in the RFP process.
  • Establish and develop relationships with targeted hospital executives to gain a thorough understanding of each client organization.
  • Create and implement customized sales strategies based on a keen understanding of the customers’ unique financial 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.
  • Generate qualified leads and follow through to closure.
  • Write, review, and edit RFP responses to achieve or exceed all financial goals.
  • Interface with marketing communications team to develop and distribute materials for availability to current and potential owners, and others who may generate leads or be involved in the sales process or contract implementation process.
  • Work with departments and collaborate with internal subject matter experts to generate compelling value propositions appropriate for the target hospital.
  • Provide and present financial value-added analyses with clear return on investment projections to prospective customers.
  • Work closely with RVPs and RDs, PPP Engagement and delivery staff, and/or collaborative staff resources in implementing new contracts and providing strategic guidance and direction.
  • Develop and maintain reports to the executive team.
  • Create and deliver strategies to achieve growth goal objectives
Job Competencies:
  • Extensive knowledge of healthcare systems operational, clinical and financial drivers       
  • Visionary—possess the ability to lead strategic decision-making process
  • Thorough knowledge and understanding of 's enterprise-wide capabilities and opportunities provide improvement solutions for alliance members     
  • Effective team leadership skills with proven success of growing a sales team and achieving or exceeding sales goals.
  • Ability to engage hospital executives and mine internal resources to extract and prioritize key business opportunities    Ability to excel in a fast-paced, deadline-oriented, environment
  • Knowledge of marketing concepts, including branding and "go-to-market" strategies      
  • Effective organization and time management skills including multi-tasking and the ability to set/adapt to changing priorities
  • Ability to influence decision-makers to select solutions and "close the deal”         
  • Outstanding verbal and written communication skills to include facilitating group discussions, presentations and communicating complex and technical information in a clear, concise manner
  • Ability to analyze hospital operations and financials to identify and develop compelling value propositions for potential customers.

Job Requirements:
  • Bachelors required. Masters’ Preferred, in a Healthcare, Business Management, Sales or related discipline
  • 12 or more years of applicable experience.
  • Experience in 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.
  • Significant comprehensive clinical and/or operational improvement project management experience.
  • Ability to lead 3-7 high-level direct reports, typically at Director level and above.
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