Principal, Non-Acute Spend Management Sales

In this role, you will generate business development and revenue growth of Non-Acute Spend Management accounts, identifying penetration opportunities, and growing bookings for business unit (BU).

Responsibilities:

• Serve as the Spend Management subject matter expert which influences Member Value and Performance (MVP) and Spend Management team members as well as other company resources in the delivery of services.

• Build and maintain strong, lasting trusted advisor relationships with client C-level executives by listening, asking questions, delivering insights, and driving commitment.

• Identify appropriate prospects and additional pull-through opportunities for the largest and most complex new provider organizations, articulating a winning value proposition.

• Maintain and grow profitability, and accountability for all sales activity that occurs, measured on growth and bookings which includes executive relationships in the region and serving as sales lead.

• Contribute to practice development and company growth by refining/developing, launching, and implementing new consulting services/products and supporting thought leadership, business development, and innovation activities.

• Create and deliver high-quality, persuasive sales presentations to C-level and other executives.

• Prospect, assess and interpret intelligence on new and existing providers.

• Facilitate and ensure delivery of contracting and implementation for providers.

• Develop robust pipelines to achieve sales plans.

• Maintain salesforce for all assigned providers, including contact information, active opportunities, and provider account plan updates.

Qualifications:

• Relevant degree preferred.  Advanced degree desired.

• 10+ years of relevant experience in sales, business development, consulting, category management, or supply chain.

• Proven track record of new business development and revenue growth, including identifying, pursuing, and closing new client opportunities.

• Demonstrated success in complex, consultative sales with long sales cycles and multiple decision-makers.

• Deep experience in the non-acute healthcare market required, including physician practices, ambulatory surgery centers (ASCs), long-term care/skilled nursing facilities, and/or other non-acute care settings.

• Established relationships and demonstrated ability to sell to healthcare executives and C-suite leaders.

• Experience developing and executing go-to-market strategies, territory plans, account strategies, and sales pipelines.

• Experience working with clinical and operational departments that interact with supply chain, including perioperative, nursing, pharmacy, clinical operations, and/or other relevant functions, preferred.

• Leadership and people management experience required, with the ability to lead cross-functional teams and influence stakeholders without direct authority.

• Strong commercial acumen, including the ability to articulate value propositions, develop business cases, negotiate complex agreements, and communicate financial/ROI impact.

• Possess exceptional presentation, communication, negotiation, and relationship-building skills.

• Ability to travel regularly and expeditiously throughout the year to meet client needs, sales opportunities, and business priorities.