Vice President Account Executive, Northeast

Vice President Account Executive, Northeast

What you will be doing :

This position is accountable for developing fostering strategic relationships with the C-Suite member executives of Premier's Tier 1 (and Tier 2) accounts to maximize the value of the Premier relationship, with a significant focus on value creation, driving contract penetration and margin improvement. This role also closely collaborates with the Commercial Sales team, Advisory Services and other Premier business teams to develop an integrated, strategic account plan. This position may serve as the Sr. Executive for multiple, defined Zone accounts and will be accountable for achieving pre-determined deliverables and metrics. The position will plan the strategy and manage the resources necessary to grow and maintain the business within the defined Zone accounts, while maintaining / improving the profitability of the Zone as well as expanding current accounts' engagement with Premier. The Vice President regularly analyzes member business needs and develops a holistic business solution leveraging Premier-wide solutions to maximize customer benefit.

Key Responsibilities

Growth Strategy- 50%

Creates and implements customized growth strategies based on a keen understanding of the customers' unique financial drivers and other key hospital initiatives and collaborates with commercial sales throughout sales cycle.

Review current customer situations and implement appropriate strategies to ensure business renewals

Joins and participates in organizations frequented by prospective hospital executives; attend conferences, meetings, community functions and other activities that enable executive contact.

Presents appropriate business solutions for existing accounts, consistently demonstrating a credible and reliable image through current business knowledge.

Identify cost reduction opportunities, increase contract implementation, and product transitions and conversions by working closely with the Zone account team and the member.

Utilize Premier tools to identify opportunities to increase purchasing volumes and reduce cost while maintaining or improving quality.

Coordinate resources necessary to achieve integrated cost and quality goals and objectives for members.

Provide and present financial value-added analyses with clear return on investment projections to prospective customers.

Responsible for Zone revenue, profitability, sales and validated savings goals and objectives

Work with internal stakeholders to ensure that customer expectations are met and exceeded

Account Strategy - 20%

Serves as account manager for assigned Zone accounts, developing and implementing a strategic account management plan through collaboration with all stakeholders for owner and member hospitals; coordinates regional resources to meet customer's needs and achieve plan goals.

Develop and implement a Zone and account plan to maintain and expand existing accounts while maintaining / improving profitability

Delivers and drives contract penetration objectives, contract launch objectives, labor cost reduction and operational and / or clinical process improvement, quality and safety objectives in collaboration with Premier subject matter experts.

Quantifies and communicates to all key owner stakeholders progress against initiative plans and broader value delivered by Premier

Manages to a balanced scorecard. Responsible for member satisfaction and member validated savings

Ensures member teams understand each member's strategic and fiscal position, expressed goals and unexpressed needs, current level of satisfaction with value delivered by Premier and openness to deeper engagement.

Keep abreast of new products and services and collaborate across Premier business units in order to identity innovative solutions for customers

Support corporate initiatives in order to assist the hospital in gaining full value of the program and to enable customers to reach established high-performance levels.

Educate customers on the benefits and business results of Premier products and services

Relationship Management - 10%

Builds strategic relationships with member C-Suite leaders, key member stakeholders including formal and informal decision-makers.

Direct involvement with each member, focused on the C-Suite / executive suite level, should be at least quarterly. Frequency may increase based on needs of specific members and Premier. Primary contacts include CFOs, COOs and CEOs.

Supports and collaborates with the Supplier VPs to maintain optimal relations between members, Premier, and relevant suppliers and business partners.

Build strong relationships with all internal departments and business units

Leadership - 10%

Manages (hires, coaches, evaluates, and develops) staff, including Account Executives and Account Managers.

Develop appropriate performance review objectives; provide day- to- day coaching and conduct semi-annual performance reviews

In partnership with Human Resources, resolve employee relations issues as needed

Determine and allocate necessary resources to implement projects

Assist staff in meeting deliverables

Communicate and interpret organizations policies

Facilitate team meetings to ensure staff is educated and up to date on latest issues

Clarify, confirm and resolve customer issues as required in order to maintain and increase new business for existing client base (customer advocate)

Required Qualifications

Work Experience :

Years of Applicable Experience - 12 or more years

Education : Bachelors (Required)

Preferred Qualifications

Skills : Account management

Consulting leadership

Project management

Experience :

12 or more years of applicable experience

Account Management

Healthcare Systems

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 : Hospital Environment

Travel Requirements : Travel 61-80% 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 $164,000 - $305,000. 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.

Qualified full and part time regular 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, 2022, and 2023 and 21st Healthiest Employer in America (2023)

Named one of the World's Most Ethical Companies by Ethisphere Institute for the 16th year in a row

Modern Healthcare Best in Business Awards : Consultant - Healthcare Management (2024)

The only company to be recognized by KLAS twice for Overall Healthcare Management Consulting

For a listing of all of our awards, please visit the Awards and Recognition section on our company website.

Employees receive : Perks and discounts

Access to on-site and online exercise classes

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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