Government Accounts Director

The Government Accounts Director will be responsible for the growth of government accounts as identified in partnership with Associate Vice President of Government Operations.   The individual will provide high level oversight and business updates of accounts as well as aid operational teams in expansion of the identified accounts.

RESPONSIBILITIES

• Prospects for and develops new government clients at the County, State & Federal levels.  Uses a variety of sales concepts, practices, and procedures, and coordinate sales activities from conceptualization, to planning, to successful execution.
• Closes sales while upholding quality standards, conducting rate and contract negotiations, and leading team-based critical thinking and problem solving. Understands financial and budget information to preserve margins and grow market share.
• Persistent, timely, and persuasive in all sales activities. Follows up with clients to develop effective practice descriptions for jobs. Follows up on physicians presented for active jobs.  Helps secure commitments from clients with enough time to put the assignment together in a high-quality, cost- effective way.
• Drives the completion and execution of the RFP process as business needs require.
• Assists with initial contract reviews in partnership with VISTA’s Contracting team
• In partnership with the Associate Vice President Government Operations and executive leadership, ensures full strategic alignment of business-level efforts with corporate strategy and execution direction.
• Identifies major areas of government client opportunities at the County, State & Federal levels to determine clients short- and long-term staffing needs in all physician specialties, sells VISTA Staffing services, and builds strong relationships with the accounts during and after the sale.
• Uses very strong phone-based sales and negotiation skills.
• Provides in depth updates on account structure, forecast and opportunity as needed.
• Conducts annual rate and contract negotiations for the Federal Supply Schedule.
• Supports the AVP with IFF quarterly payments, annual small business plan & quarterly SCR review.
• Travels to clients as business needs require.
• Partners with sales support to create customized client facing updates to client partners.
• Plans and partners with VPs, Directors and Divisional Leaders on client visits to ensure maximum ROI.
• Provides proper reporting and updates back to the business following client visits.
• Assists operational teams and partners with business leaders on key negotiations and contracting needs (may fall outside of established book of business).
• Uses highly developed interpersonal skills when working with internal operations. 
• Maintains complete understanding and partnership with operational side of the business in order to appropriately sell and represent the capabilities of the business.
• Interfaces effectively with other company departments.
• Maintains consistent communication among all job functions.
• Cross-trains and has the ability to back up any member of the team when necessary.
• Maintains confidentiality for VISTA, clients, and physicians.
• Performs other duties as assigned.

REQUIREMENTS AND EXPERIENCE

• College degree in business, communications, sales, marketing, education, or related field and/or equivalent preferred
• Five or more years of sales experience in the healthcare industry or equivalent environment with a track record of meeting or exceeding goals
• Ability to assist Associate Vice President in administrative and management needs of the overall organization as it relates to client facing needs
• Ability to meet company traveling expectations
• Ability to close sales while upholding quality standards, conducting rate and contract negotiations, and leading team-based critical thinking and problem solving
• Ability to use a variety of sales concepts, practices and procedures, and the ability to coordinate sales activities from conceptualization, to planning, to successful execution
• Ability to understand financial and budget information, and to operate within these parameters
• Strong organizational skills and flexibility, with the ability to set goals and review them regularly to produce immediate and consistent sales results in a primarily phone-based selling situation
• Ability to provide quality services to clients and engage them in positive ways
• Willingness to expand working knowledge of the locum tenens business and stay informed about market and competitive issues through research and professional networking
• Willingness to take classes and participate in learning opportunities, both within and outside the company
• Ability to manage stress effectively
• Ability to develop and maintain effective communications with everyone during the performance of job responsibilities
• Strong writing and presentation skills and a good grasp of new technology and its potential for enhancing connectivity/relationships with physicians and clients
• Ability to communicate effectively with others both verbally and in writing
• Ability to adapt to change in the workplace
• Ability to perform work accurately and thoroughly

PHYSICAL DEMANDS AND WORK ENVIRONMENT

• Ability to use sensory skills to effectively communicate and interact with other employees and the public through use of the telephone, email, video conference and face to face contact
• Ability to use manual dexterity, visual acuity and hearing acuity to effectively use and operate office related equipment such as but not limited to a computer, copier, scanner, camera, phone, headset, keyboard and mouse
• Ability to sit for extended periods of time at a keyboard and workstation with low periods of reaching and standing
• Ability to lift up to 15 pounds at times

EQUAL EMPLOYMENT OPPORTUNITY STATEMENT

Ingenovis Health is an equal opportunity employer that is committed to diversity and inclusion in the workplace.  We prohibit discrimination and harassment of any kind on the basis of race, color, national origin, religion, gender, gender identity, sexual orientation, disability, genetic information, pregnancy, age, or any other protected status set forth in federal, state, or local laws.  This policy applies to all employment practices within our organization.

RESERVATION OF RIGHTS

Essential functions contained within this job description are listed above; they are subject to change at any time due to reasonable accommodation or other reasons set forth by management.   

EQUAL EMPLOYMENT OPPORTUNITY STATEMENT

Ingenovis Health is an equal opportunity employer that is committed to diversity and inclusion in the workplace.  We prohibit discrimination and harassment of any kind on the basis of race, color, national origin, religion, gender, gender identity, sexual orientation, disability, genetic information, pregnancy, age, or any other protected status set forth in federal, state, or local laws.  This policy applies to all employment practices within our organization.