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Regional VP of Client Accounts

Company: Healthcare/Hospitals/Clinics, Charlotte, NC
Location: Charlotte
Posted on: April 17, 2019

Job Description:

Job Summary: Company is looking for solutions-oriented, high energy, results-driven individuals who have the ability to build strong relationships internally as well as externally with our hospital partners. The Regional Vice President of Client Accounts (RVPCA) provides consultative selling to our existing hospital partners and plays a critical role in our ability to Grow the Business and develop and implement Innovative Customer Solutions. The Client Accounts Department (CAD) team is a newly created organization that is critical in building relationships with our existing customers and ensuring our customers understand and capitalize on the new, growing products and services Company is implementing, that will continue to enhance the value of our relationship while providing the best care to our patients. The RVPCA will develop the renewal strategy and provide guidance on new product proposal strategies to their assigned customer base. The CAD team will enhance our existing capability and will provide year over year increased renewal percentages while reducing concessions and successfully adding new products and services to existing accounts. This individual in this position plays a critical leadership role in managing the renewal process, investigating options and ensuring all key stakeholders understands the value Company brings to the healthcare equation. All Company employees must perform their job responsibilities according to all Company policies, Hospital policies, as well as to accrediting organizations, federal and state regulation, and to the Centers for Medicare and Medicaid Services (CMS) guidelines, as applicable. Essential Functions/Responsibilities: Develops renewal strategy in collaboration with operations Is responsible to renew contracts that increase contract extensions while reducing compression and adding new product and services Becomes subject matter expert of new and potential new products, to support the sales and implementation process for existing and new centers Partners with Product Owners as products are ready to be entered into the marketplace by ensuring the products are fully developed, implementation can be supported and new products are sold within established Product Guidelines Responsible for renewing all assigned agreements within Renewal Guidelines Provides effective communication regarding the value proposition of the company to the customer at all levels Provides both our customers and operations with an additional customer service resource for any escalated concern regarding the contract Identifies key unmet customer needs and articulate our differentiated solution Presents compelling, objective information to overcome customer concerns and objections Maintains cutting edge knowledge of growing trends and regulatory requirements in the healthcare industry to consult and drive renewal strategies with hospital partners Acts compliantly and with integrity to ensure we are always providing a patient first mindset Required Education, Experience and Credentials: Bachelor’s degree in Business Administration, Marketing, Healthcare Administration, or related field and seven (7) or more years of experience within the healthcare industry In lieu of degree, High School diploma/equivalent and fifteen (15) years’ related experience within the healthcare industry will be considered Five (5) or more years’ experience in high level consultative or solutions selling and customer management Experience working within a Customer Relationship Management (CRM) system to track lead generation and ability to analyze existing information to develop sales strategy Demonstrated ability to build relationships with C-Suite hospital executives Master’s degree in Business Administration or Healthcare Administration preferred Required Knowledge, Skills and Abilities: Proven successful track-record of customer relationship management and sales management Strong consultative selling and negotiation skills Ability to become subject matter expert on new products and services of varying degrees of complexity, including clinically-oriented new products Established track record of successfully retaining and selling services to existing customers Ability to understand customer’s value drivers to guide innovation upgrade proposals or renewal process Ability to communicate effectively at all levels Understanding of hospital infrastructure and decision-making process Excellent listening skills with the ability to ask relevant and probing questions in order to clearly understand requirements, expectations, performance gaps, and opportunities to expand our business service offering Ability to be highly organized and multi-task in a fast-paced environment Proven track-record of being a hands-on professional who uses both tactical and strategic thinking skills Strong self-initiative and solutions oriented Ability to collaborate with a team and possess strong interpersonal and relationship building skills Strong Business Acumen and financial skills Outstanding interpersonal, oral and written communication skills, to include presentation skills on a one-on-one basis and in a group setting Strong customer service and follow-up skills Ability to maintain a clean driving record Ability to travel 75% of the time to assigned regional locations

Keywords: Healthcare/Hospitals/Clinics, Charlotte, NC, Charlotte , Regional VP of Client Accounts, Executive , Charlotte, North Carolina

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