Account Executive

 

Job Description

What you will be doing

Responsible for development of Account strategy, retention and growth for defined accounts and accountable for adoption, value and retention of all Premier business (within named accounts).  Plan, oversee and execute account management of Premier services & technology at existing members/customers for named accounts, while maintaining and renewing products/services contracts, documenting high level of customer validated value, and assisting in expanding current accounts product lines and business solutions. This position will work closely with members (hospitals and health systems) and determine resources needed to achieve performance improvement, leveraging Premier products, services and subject matter experts.

This position works in collaboration with other Commercial Specialists, Premier Performance Partner staff, client services, product management, operations and new business development to ensure customer service and value provided exceeds customer expectations. Incumbent maintains product and service knowledge and technical competency in all products offered throughout Premier. The Account Executive understands solutions provided and collaborates across the organization to   better serve accounts and to drive additional member engagement. The AE works closely with Premier Integrated Account Team to ensure coordinated account planning and maximize customer value from the Premier relationship.

Key Responsibilities

Account Management & Organic Business Development – 70%

• Understand the member’s goals/objectives, strategies, and financials

  • Use member’s strategic plans to understand strategy, key objectives, and gaps to develop effective account plans, sales opportunities and account activities

  • Understands the member’s specific organization goals through key relationships  (CxO, ) and works jointly to develop  goals

• Establish and maintain strategic account plans which align member’s strategy and objectives to specific products and solutions

  • Facilitate monthly account team calls

  • Manage teams recurring maintenance of account plan

  • Track and communicate account progress to teams and executives and course correct as needed

• Schedule, plan, and lead member quarterly business reviews in concert with the entire account team

• Create and maintain a supply chain and performance improvement plan to include:

  • Documenting overall member supply chain goals & savings goals

  • Agreement on which goals to support

  • Develop and maintain tracking mechanism for joint goals

  • Consistent review with member supply chain leadership

• Identify, develop, maintain, and strengthen executive relationships throughout the accounts through a regular cadence of meetings and interactions

• Manage complex health systems across varying aspects of the business (supply chain, clinical, operations, population health)

• Generate leads for account growth to meet FY-Fiscal Year revenue targets

  • Using Member’s data, identify opportunities for performance improvement.

  • Through relationships and knowledge of account, identify cross-sell and up-sell opportunities.

  • Maintain a thorough understanding of all the revenue driving and value add products and services offered to the membership

• Troubleshoot, triage, and escalate customer issues and follow through on resolution

• Work with customer on how to effectively use the data products

• Identify and coordinate appropriate Premier resources (Fee for Service and value add) to support hospital in achieving goals.

• Assist Sales team and Zone leadership as needed in positioning additional business opportunities.

• Participate in the development of new and innovative approaches to maximize customer value/satisfaction and grow the business.

Administrative – 20%

• Ensure smooth and effective operations between Premier and member

• Management of staff, if applicable

• Update monitoring and tracking tools, administrative reports such as salesforce.com, time and expense reports.

• Financial responsibilities including but not limited to admin fees, accounts receivable, and managing billing to Premier standards for assigned accounts

• Engage in process management to improve current processes as necessary

• Represents the interests of Client Management internally in a variety of settings within and outside of the business group

• Facilitate routine team meetings and conference calls; attend meetings as needed

• Make presentations regarding Premier Services results and value as appropriate at conferences, workshops, board retreats, etc.

• Participate in cross functional teams across Business units as requested

• Understand organizational structure and all Premier product offerings

Project Management – 10%

• Accountable for successful product implementation service delivery (overall project management- i.e., process mapping, RACI assessment, change management, etc.

• Work with implementation teams to understand project plan and work plan details including timelines, tasks, resources, etc. to facilitate successful implementation with the customer

• Work with key stakeholders to understand project requirements and expectations

• Point of contact to communicate any changes in project plans, status, timelines and issues

• Lead problem resolution to ensure customer expectations are met

​Required Qualifications

Work Experience:

Years of Applicable Experience - 7 or more years

Education:

Bachelors (Required)

 

Preferred Qualifications

Skills:

• Client Management

• Technology or Advisory sales

• Healthcare

• Group Purchasing experience

• Supply Chain Management within Healthcare

Experience:

• Healthcare sales/account management

 

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 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 $113,000 - $188,000. 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-time and part-time 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