Vice President Of Sales, VHPS

Vice President of Sales, VHPS

• This is a full-time/exempt term position lasting six months to one year.

Assist Senior Vice President of VHPS in meeting the enterprise mission through facilitating, selling, and closing on the full portfolio of products and services, as well as products, consulting and services within the office of Population Health that improve health and productivity of employees throughout the Southeastern Region.

Experience

• 10+ years of successful sales, prospecting, or business development experience in a hospital or healthcare environment (health promotion, pharmaceutical, health-related insurance, medical equipment or services will be considered)
• Strong relationship building and management experience with demonstrated talent in establishing relationships over the phone and in person
• Experience in sales of health-related products/services to Employers, working to identify opportunities to reduce the company’s healthcare costs and/or promote employees’ health and productivity, focused in solution selling
• Knowledge of healthcare industry and operating models of Payors, Providers, Population Health, Accountable Care, and Clinically Integrated Networks
• Strong presentation development and delivery skills
• Proficiency in Microsoft Office, customer relationship management software, and web-based applications
• Successful background in developing sales strategies with senior level counterparts
• Experience writing proposals and responding to RFPs
• Adept at closing new business deals with significant revenue goals
• Ability to travel approximately 25-50%

Key Functions and Expected Performances

1.

Qualify, develop and close opportunities in the VHPS Enterprise Space

1a.

Build and maintain effective customer relationships with C-level executives

1b.

Support Sales team leadership in setting sales targets, tracking outcomes, revenue forecasting and reporting progress towards Institutional and departmental goals

1c.

Demonstrate ability to develop and manage pipeline activity from initial contact to sales closure, resulting in new Employer and VHPS partnerships as well as incremental relationship development

1d.

Utilize the customer relationship management software to provide up-to-date customer information and internal reports (Smart Sheet, Marketo, HubSpot/Microsoft Dynamics or similar)

1e.

Facilitate the development of proposals and administer the contracting process for complex sales

1f.

Facilitate and close sales to achieve key sales metrics supporting revenue goals of VHPS & The Office of Population Health

1g.

Function as Sales Qualifier and Expert Developer within expanded Advisory Services Clients (Consulting and Solution Sales) and coordinate introduction of Service Experts into the sales pursuit at the precise cadence to drive expected results

1h.

Eager to reinforce the VUMC brand as well as the remarkable ideas and capabilities of the commercial service offerings.

1i.

Must be comfortable with established sales quotas and performance driven metrics.

2.

Represent VHPS in customer-facing events and forums

2a.

Function as the primary contact for conferences and expositions

2b.

Plan and implement Vanderbilt Health’s presence at customer-facing events

2c.

Speak as a subject matter expert at Vanderbilt Health conference booths

3.

Participate in the development and sales of products and services that improve health and productivity of employees

3a.

Support the ideation and development of new business opportunities within Revenue generating clients

3b.

Research and provide input into pricing of products and services for Employers

3c.

Provide the voice of the customer during the product design and development process

3d.

Manage relationships and sales with Employers in designated geographic area

3e.

Participate in Employer Services Operations Team meetings, as needed

4.

Support development of the VHPS Sales infrastructure while working internally among Marketing, Contracting and other vendors

4a.

Support the development of marketing collateral, providing input, conducting reviews, and providing the voice of the customer

4b.

Support the establishment of Sales processes, tools, and practices

4c.

Recommend materials to support customers (e.g. white papers, research, statistics) for publication on the VHPS website

5.

Support Advisory Services offerings

5a.

Understand the value and opportunity of Vanderbilt Health’s Advisory Services

5b.

Support the sales and implementation of Advisory Services & Complex Sales (D2E, direct to employer) within a defined geographic area

5c.

Support affiliated networks in sales planning and related activities & promotions

6.

Develop and maintain deep expertise in Healthcare, Clinically Integrated Networks, Channel Partners, and VHPS solutions

6a. Maintain understanding of the current trends, issues and solutions in Healthcare and Clinically Integrated Networks

6b. Thoroughly understand the Vanderbilt Health business model and the value of key product and service offerings

6c. Maintain an understanding of the challenges and operating models of payers and brokers.

VUMC Policy and Regulatory Requirements

VUMC Policy Requirements
(required upon completion of orientation for all jobs)

Regulatory Requirements
(required upon completion of orientation for specific jobs)

• Review of Standards of Conduct and Confidentiality
  

(None)

• Conflict of Interest Disclosure
  

• Immunization and Screening Compliance
  

• Review of HR Policies
  

• Review of Dress Code
  

• Universal Safety Training
  

• Privacy and Security (HIPAA) Training
  

Health Information Categories

Patient privacy is taken seriously at VUMC. As an employee, you are required to protect the privacy and confidentiality of our patients. Based on the responsibilities of this position, your access to patient information should be limited to the following:

• Demographic: Information to identify a person and provide general information (name, address, race, marital status, religion).
• Directory/Schedules: Information regarding a patient's location and schedule of services.
• Insurance: Information used to identify payors and insurance coverage.
• Special Precautions: Information regarding special precautions that must be taken around the patient.
• Summary Clinical: Clinical information that summarizes patient's condition or treatment. Might include diagnosis, attending physician, etc.
• Full Clinical: Information that describes or indicates a patient's health status. Includes: problem lists, history and physical, clinical notes, orders, results, diagnostic reports, films, images, etc.
• Financial: Bill and account information.
  

NOTE:

A Term position is a staff position that exists for a period longer than six months but is not expected to last beyond one year. Although a position may exist for a specified or indefinite period, staff who accept term positions are not guaranteed employment for the entire period; they are employed for indefinite periods within the limit of the appointment. There are no guarantees of continued employment, either within the term or when the term ends.

Bachelor's Degree (or equivalent experience) and 8 years relevant experience

Licensure, Certification, and/or Registration (LCR):

Preferred: Producer license in accident and health insurance, TN or beyond