Here at Savista, we enable our clients to navigate the biggest challenges in healthcare: quality clinical care with positive patient experiences and optimal financial results. We partner with healthcare organizations to problem solve and deliver revenue cycle improvement services that enable their success, support their patients, and nurture their communities, all while living our values of Commitment, Authenticity, Respect and Excellence (CARE).
The Vice President, Sales - Registry Services is responsible for driving new business growth and expanding existing client relationships for Savista’s cancer and clinical registry management and support solutions. This role will lead to strategic sales initiatives for accreditation, data collection, quality reviews, reporting, workflow improvement and analytic services.
This role requires deep expertise in consultative healthcare services selling, strong C-suite presence, and a clear understanding of registry and clinical reporting requirements, operational workflow and accreditation requirements (CoC, SEER, state registries) across the clinical registry data collection landscape.
Essential Duties & Responsibilities
Strategic Thinking / Leadership
- Anticipates future consequences and trends accurately, including changes in CoC accreditation, reporting requirements, and registry staffing models
- Easily poses future scenarios and forecasts reactions and results effectively in the registry and oncology services space
- Thinks strategically and makes sound, data-based business decisions
- Develops detailed sales and marketing plans, forecasts sales, manages time and workflow, creates effective call plans, monitors and responds to competition, networks, and generates referrals within oncology and clinical registry abstraction markets
Sales Skills / Goals
- Submits accurate and timely sales reports, maintains account records, and maximizes sales promotions and incentive programs
- Prospects and builds C-suite relationships with assigned and identified accounts, including executives responsible for cancer programs, oncology operations, compliance, and quality
- Develops territory-specific plans to grow Savista’s footprint in Registry Services
- Drives decision-making integral to deal development, closes new business, and is accountable for the implications of those decisions
- Thinks creatively about how to bundle solutions that combine the best of Savista’s registry management and support offerings
- Achieves positive financial impact for prospects and customers by addressing registry staffing shortages, compliance risk, data quality, and operational efficiency
- Orchestrates efforts of other business units and sales teams within Savista during the selling process
- Coordinates efforts with adjacent sales teams and colleagues to sell bundled solutions and/or strategic outsourced oncology and registry engagements
- Presentation & Communication Effectiveness
- Commands attention and can manage group process during presentations and pitches
- Able to change tactics midstream when an approach is not working
- Able to take complicated or complex information, such as registry workflows, accreditation standards (CoC), and data reporting requirements (CoC, SEER and State Registries) and present it in a clear, concise, and logical manner
Service Solution / Product Knowledge
- Demonstrates knowledge of relevant registry management, workflow and support services and market share details
- Understands registry workflow – case-finding, abstraction and follow-up, quality review processes and accreditation processes.
- Applies knowledge of customer cancer program structures, staffing models, and compliance requirements to solution design
Negotiation Skills
- Negotiates skillfully in tough situations with both internal and external groups
- Quickly gains trust of other parties to negotiations, including healthcare executives, procurement, and legal teams
- Settles differences with ease and wins concessions while maintaining strong customer relationships
Territory & Account Management
- Expand sales within existing accounts, focus on customer service, develops relationships with key decision-makers, understand and responds to customer needs, and tracks and monitors account activity across Registry accounts.
- Able to engage an audience in a topic and share information in a manner they comprehend
- Presents with an approachable style and makes the effort to put others at ease
- Builds appropriate rapport and develops constructive and effective relationships
- Depending on the account situation, either continues as the primary customer executive contact or, when appropriate, transitions the relationship to a Client Success Manager
- Develops detailed sales and marketing plans, forecasts sales, manages time and workflow, creates effective call plans, monitors and responds to competition, networks, and generates referrals
Customer Focus
- Uses first-hand customer feedback for improvements in products and services
- Establishes and maintains effective relationships with customers and gains their trust and respect
- Exceptionally responsive to customer needs and requests
- Supports Savista’s Compliance Program by adhering to policies and procedures pertaining to HIPAA, FDCPA, FCRA, and other laws applicable to Savista’s business practices. This includes becoming familiar with Savista’s Code of Ethics, attending training as required, notifying management or Savista’s Helpline when there is a compliance concern or incident, HIPAA-compliant handling of patient information, and demonstrable awareness of confidentiality obligations.
Minimum Qualifications and Skills
- 5+ years of experience in the healthcare industry
- 5+ years of consultative selling to C-suite executives
- 2+ years registry or clinically focused experience.
- Proven experience selling complex healthcare services solutions, preferably in Registry, HIM, Clinical or data management.
- Strong understanding of healthcare operations and business processes.
- Demonstrated ability to develop and deliver executive-level proposals, RFP responses, and presentations.
- Experience working in fast-paced, collaborative environments requiring rapid turnaround and high-quality output.
- Proficiency with Microsoft Office products and Salesforce.com CRM.
- Strong analytical and data-driven decision-making capabilities.
- In-depth knowledge of healthcare regulatory, market, and customer trends impacting provider purchasing decisions.
- Broad understanding of healthcare challenges, including reimbursement, compliance, operational efficiency, and workforce constraints.
- Familiarity with project management, business process improvement, and change leadership methodologies.
Preferred Skills but Not Required
- Bachelor’s degree or 10+ years of experience
- Experience selling outsourced clinical, HIM, oncology data, or registry services
- Advanced Salesforce CRM expertise
Note: Savista is required by state specific laws to include the salary range for this role when hiring a resident in applicable locations. The annual base range for this role is from $130,000 to $160,000. However, specific compensation for the role will vary within the above range based on many factors including but not limited to geographic location, candidate experience, applicable certifications, and skills
SAVISTA is an Equal Opportunity Employer and does not discriminate against any employee or applicant for employment because of race, color, age, veteran status, disability, national origin, sex, sexual orientation, religion, gender identity or any other federal, state or local protected class.
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