Summary:The Manager, Client Engagement serves as the principle executive contact with Spend Management members. In this role, the Client Engagement Manager is responsible for working with the members, specifically the C-Suite, Executive Leadership, and Supply Chain team within the facility to drive value and savings to enhance their performance, as well as expanding Ovation Healthcare's footprint with the member and driving growth.
Location: REMOTE or Brentwood, TN (Hybrid). Two days per week in office required.
The
ability to travel up to 50%, including overnight travel, is required for the role.
Key Responsibilities:
- Move strategic customers from current state to a trusted strategic partnership; formalize partnership through an agreement that is recognized across Ovation Healthcare and the account.
- Meets member specific targets for organic growth, contract performance, compliance, conversions, renewal, savings and strategic objectives
- Establishes productive, professional, and consultative relationships with C-Suite, executive personnel and supply chain team throughout member organization, building credibility and trust through collaboration.
- Presents quarterly business reviews to executive team to reinforce Ovation value, demonstrate executed savings, and highlight progress on key initiatives.
- Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary Ovation Healthcare personnel.
- Proactively leads a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one-to-three-year period that leads to a clear action plan for success.
- Coordinates the involvement of the Spend Management teams to develop and articulate a strategic vision for member to meet account performance objectives and customers' expectations.
- Builds strategic partnerships with accounts to further advance company goals of revenue and margin enhancement.
- Identifies opportunities to promote and present other Ovation value added services,
- Keeps the organization's vision and values at the forefront of decision-making and action.
Knowledge, Skills & Abilities:
- Working knowledge of healthcare industry, supply chain, group purchasing organizations (GPOs), clinical, and business personnel
- Excellent communication and inter-personal skills; able to present and influence credibly and effectively at all levels of the organization including the C-Suite.
- Working knowledge of purchased services and capital equipment planning.
- Supply Chain Processes - Demonstrated understanding of end-to-end supply chain processes.
- Strong analytic skills-- Advanced skills in Microsoft Excel with the ability to use functions such as Pivot Tables, VLOOKUP, etc.
- Advanced skills in Microsoft PowerPoint and Word.
- Ability to gather, analyze and make sense of large amounts of data and apply it to make business and customer-focused decisions.
- Ability to demonstrate financial knowledge and business acumen.
- Able to work under consultative direction toward predetermined long-range goals and objectives, where assignments are often self-initiated.
- Exceptional Project Management, communication, negotiation, and presentation skills
- Proven ability to successfully manage multiple projects and timelines.
- Ability to effectively negotiate with a record of accomplishment of results.
- Passion for results-- able to drive high standards for self; tenaciously working to meet or exceed challenging goals.
- Demonstrated ability to calculate figures and amounts such as savings, rebates, fees, and percentages, as well as analyze statistical and financial data.
- Ability to understand and follow spreadsheets and contract language.
- Strong organizational, problem-solving, and analytical skills; able to manage priorities and workflow with minimal direction.
- Versatility, flexibility, and a willingness to work within constantly changing priorities with enthusiasm.
- Ability to initiate tough conversations, effectively manage internal politics, and handle conflict in a healthy, relationship-building manner.
- Must demonstrate executive presence and emotional intelligence, remaining calm and confident in challenging situations.
- Intimate understanding of all internal functions of both Ovation Healthcare and the accounts assigned.
- Excellent time management skills with ability to use independent judgment effectively.
- Ability to execute, both independently and as a collaborate member of various teams and committees.
Work Experience, Education, and Certifications:
- Bachelor's degree in business or management related field, MBA preferred.
- Demonstrated understanding of end-to-end supply chain processes, acquired through 3+ years.
- Minimum 2+ years of strategic account management.
- Sales experience- prospecting, pipeline development, conversion not required but helpful
- Experience negotiating group agreements in the areas of medical devices and/or purchased services not required, but helpful.
- Value analysis experience not required, but helpful.
- Project management experience or knowledge.
- Experience working with data analysis and visualization tools such as Microsoft PowerBI.
- Experience with Excel, Word, Outlook, and PowerPoint.
- CRM (Salesforce) experience preferred.
- Ability to execute responsibilities in a hybrid work environment.
