This position is incentive eligible.
Job Summary and QualificationsThe Vice President of National Sales for AdvantageTrust leads the company's efforts to win new GPO business within the non-acute market across the United States. This individual is responsible for building and executing a comprehensive growth strategy, deepening our relationships with the distributor community, developing a strong and sustainable pipeline of new opportunities, strengthening our approach to new customer acquisition.
The role will also partner closely across AdvantageTrust to ensure we are effectively translating our capabilities and value proposition into meaningful growth. Works with senior leadership to develop policies about sales pursuits, identify prospective GPO members, and executes those policies and related programs to achieve success in growing the GPO membership. Responsible for achieving sales objectives, and coordinates budgets, forecasts and sales reports. Works with senior leadership and the Marketing team to plan and execute go-to-market strategies and sales campaigns. Leads and manages other sales professionals. Works with the Account Management team to engage as necessary in sales activities, and successfully transitions members to other colleagues for ongoing Account Management.
KEY RESPONSIBILITIES
- Leads GPO sales efforts to grow the AdvantageTrust membership and GPO revenue.
- Works with the senior leadership team and marketing to develop, enhance and execute HealthTrust's Go To Market strategy for winning new GPO business.
- Develops and maintains knowledge about the GPO competitive landscape, focusing on the strengths, weaknesses and risk associated with the other national GPOs. Educates the senior leadership team, Account Management and other internal audiences on the GPO competitive landscape.
- Promotes the AdvantageTrust GPO to senior executives of healthcare providers across the country to identify GPO prospects and develop strategies for winning their business.
- Grows and maintains a robust pipeline of prospective customers.
- Effectively leads and manages members of the GPO Sales team. Coordinates training and coaching of sales colleagues, provides direction and feedback on performance, and performs other supervisory responsibilities.
- Works with Sales Operations to establish standards to optimize and streamline sales proposals.
- Works with Third Parties assisting prospects in making GPO decisions. Effectively educates Third Party representatives on AdvantageTrust's model and the value it drives, and works to ensure they accurately represent such information to the prospect.
- Manages and coordinates RFI and RFP responses by establishing priorities and target dates, coordinating strategy sessions, collaborating with contributors, and working with the Director of Sales Operations to write and edit drafts, obtain approvals, submit documents and meeting deadlines.
- Develops deal structure proposals for specific opportunities, coordinating with the GPO CFO, the SVP of Sales and Account Management and the HealthTrust Deal Committee.
- Works with the senior leadership team and Marketing to develop and maintain a generic Primer sales presentation, and works to customize presentations for specific sales opportunities.
- Collaborates with the Marketing team to maintain effective collateral and presentations on offerings and services to help the senior leadership team and Account Management to identify and nurture prospects.
- Ensures that the Sales team is actively using the CRM system and other tools (e.g, Definitive Health) to develop market intelligence/insights, maintain contact information on prospects, document sales activities, and utilize the full capabilities of relevant systems and tools.
- Manages and maintains the CRM system and appropriate databases/tools for reporting on sales activities, win/lose rates, and other reporting for MORs and other leadership meetings.
- Collaborates with Marketing to develop and execute plans for HealthTrust's participation in trade shows and conferences for which there are GPO sales opportunities. Participates in trade shows, conferences and other meetings, networking with prospects and representing HealthTrust as effectively as possible.
- Attends and fully participates in relevant internal meetings and training sessions.
- Helps train and coach colleagues in Account Management and other teams in relevant sales skills and messaging about the GPO.
REQUIREMENTS
- Bachelor's degree in business, communications or a related field is required (English, journalism, public relations, etc.). Advanced degree is preferred.
- 10+ years of experience in strategic sales and/or account management with experience in managing large national and/or global brand relationships and managing a book of business.
- 7+ years of experience in market segment experience or successful record of accomplishment in sales.
- 5+ years of experience in sales, prospecting, conversion, or pipeline development.
- Experience with Salesforce.com CRM system preferred.
- Experience working with executive-level and team leads across large organizations.
- Working knowledge of healthcare industry, supply chain, GPOs, clinical and business personnel
BenefitsHealthTrust, offers a total rewards package that supports the health, life, career and retirement of our colleagues. The available plans and programs include:
- Comprehensive benefits for medical, prescription drug, dental, vision, behavioral health and telemedicine services
- Wellbeing support, including free counseling and referral services
- Time away from work programs for paid time off, paid family leave, long- and short-term disability coverage and leaves of absence
- Savings and retirement resources, including a 401(k) Plan with a 100% match on 3% to 9% of pay (based on years of service), Employee Stock Purchase Plan, flexible spending accounts, preferred banking partnerships, retirement readiness tools, rollover support and financial wellbeing counseling
- Education support through tuition assistance, student loan assistance, certification support, dependent scholarships and a partnership with Galen College of Nursing
- Additional benefits for fertility and family building, adoption assistance, life insurance, supplemental health protection plans, auto and home insurance, legal counseling, identity theft protection and consumer discounts
Learn more about Employee Benefits
Note: Eligibility for benefits may vary by location.
