W HAT P REMIER IS
Premier is a performance improvement alliance of more than 2,500 U.S. hospitals and 81,000-plus other healthcare sites using the power of collaboration to lead the transformation to high quality, cost-effective care. Owned by hospitals, health systems and other providers, Premier maintains the nation's most comprehensive repository of clinical, financial and outcomes information and operates a leading healthcare purchasing network. A world leader in helping deliver measurable improvements in care, Premier has worked with the Centers for Medicare & Medicaid Services and the United Kingdom's National Health Service North West to improve hospital performance. Headquartered in Charlotte, N.C., Premier also has an office in Washington, D.C.
W HY P REMIER E XISTS
Premier brings nationwide knowledge to improve local healthcare. It does this by collecting and analyzing clinical and financial data from its member hospitals, organizing committees of members to make decisions and set direction for the alliance, sponsoring seminars and conferences, and sharing best practices. By doing so, Premier unites a fragmented, chaotic and inefficient healthcare system to enable hospitals to provide patients with reliably high-quality healthcare at the lowest cost. Premier uses facts to determine the best practices and products that drive the best patient outcomes. Everyone wins when there is no sacrifice in quality or cost.
The purpose of this job is to develop and execute successful sales processes that result in the sale of Program Solutions. The Program Director will formulate and execute strategies to create new relationships in non-Premier Alliance hospitals that will result in Program sales opportunities and successful closes of those opportunities. Specifically at the invite and direction of the Client Services teams, the Program Director will also cross-sell to Premier Alliance members, the specific Program Solution via an appropriate sales strategy. The Program Director will need to foster relationships at the C-suite level (for both new and existing customers) to understand the prospect and/or customer’s issues that they are trying to fix, solve or avoid and offer the appropriate program-specific Premier solutions. The Program Director will need to develop strong and fluid working relationships with the Member Field Services Staff.
Sell Assigned Program Solutions to New and Existing Customers
Make executive level sales calls to new and existing customers and position Premier Informatics as a Strategic Partner to target accounts
Identify business needs of customers and present, close and sell added program-specific solutions (products and services) that will result in the customer’s business improvement. Cross sell program-specific, bundled Informatics solutions in the executive suite by merging customer strategic objectives with Informatics solutions.
Establish credible image through business knowledge in presenting and selling appropriate program-specific business solutions for customers
Educate customers on the benefits and business results of program-specific Informatics products and services
Implement strategies that will expand existing accounts
Clarify, confirm and resolve customer issues as required in order to increase new business for new and existing client base (customer advocate)
Work closely with and leverage client management, and other sales and operations resources, to strengthen customer relations leading to the identification and closure of additional program-specific sales opportunities.
Create a relationship of interdependency with customers so the cost of change is prohibitive to both parties
Match customer executives with Informatics “same level” resources to forge relationships at every level in the account
Maintain consistent contact with customers to keep abreast of potential opportunities and to close additional business
Become expert in the content of the specific Program the Program Director represents
Sales Administration Functions
Maintain appropriate status updates within the customer relationship management system (SalesForce.com)
Create, review and modify Blue, Green and Gold Sheets as appropriate to Sales Operations standards
Develop a strategic web of influence
Join and participate in organizations frequented by customer executives
Attend conferences, meetings, community functions and other activities that enable executive contact
Develop internal strategic relationships
Communicate strategic information to Informatics senior management
Coordinate the appropriate use of Informatics executive resources to close business
Build strong relationships with all internal departments and business units
Respect all internal resources by utilizing appropriately
Minimum Entry Requirements
Bachelor's degree required
10 years experience
Decision support software (or) comparative analytics software sales experience (general healthcare IT sales backgrounds will not be considered)
Proven, successful experience as a field based commissionable sales position
Proven, successful experience selling to and influencing at the C-level
Proven ability to meet or exceed sales goals
Able and willing to travel at least 50% throughout the deep South
Has completed or will complete Miller Heiman sales training courses within 3 months of hire
Will certify with Program Vice President on Program Sales Script and Presentation with 3 months of assignment/hire
Premier is an equal opportunity employer.
Remote - Home Office
Premier Inc. - 19 months ago
Collective buying power is the premise behind Premier. The group purchasing organization (GPO) is an alliance of more than 2,700 US...