[Hiring] Sales Director @Vanderbilt University Medical Center

Role Description

Responsible for selling Vanderbilt Health Purchasing Collaborative (VHPC) portfolio and solutions as well as the capabilities of Vanderbilt Health Supply Chain Solutions across acute care and non-acute care health providers and commercial entities where appropriate. The ideal candidate has 5+ years of proven experience in working in a sales position, client management and/or has in depth knowledge of group purchasing organization operations.

Key Responsibilities

• Collaborate with VHPC leadership to design and implement sales strategies, often specific to individual organizations, in order to drive sales production and high growth rates.
• Prospect opportunities and maintain healthy and sufficient pipeline activities.
• Contribute to and drive lead generation activities, including trade shows and other events, prospect outreach, responding to inbound leads, and participating in campaigns.
• Strategically develop and build trusted relationships with influencers and key decision makers and effectively position solutions.
• Develop and deliver use cases and value propositions, compelling ROI driven business cases, and differentiated proposals to senior decision makers at prospect Hospital Systems.
• Coordinate communications and activities between prospects and portfolio company support resources and subject matter experts (SMEs).
• Effectively manage sales processes and assist VHPC colleagues through proposal, negotiation, contracting, and close.
• Contribute to budget and forecasts based on existing or potential pipeline and maintain an accurate monthly updated pipeline plan that will inform the financial plans.

Technical Capabilities

• Marketing Knowledge and Skills (Intermediate): Knowledge and skills in integrated digital marketing, broadcast and print production, promotional and collateral materials, as well as web and social media presence. Demonstrates attention to detail, timeline, deadlines, budgets.
• Relationship Building (Advanced): Develops cooperative internal and external relationships.
• Customer Service (Advanced): A continuing focus on the needs and requirements of customers, anticipating their needs, remaining sensitive to customers while performing services for them, responsive to customer needs.
• Communication (Expert): Clearly, effectively and respectfully communicates to employees or customers.
• Contract Maintenance (Advanced): The process of ensuring that the intent, requirements, and terms and conditions of a contract are met and continue to be met through the end of the agreement.
• Purchasing (Expert): Understands the concepts behind supplier relations and supply chain management. Handles supplier-related activities, requests for pricing, and purchases of goods and services while ensuring appropriate costs, schedules, quality, deliveries, terms, and conditions.

Core Accountabilities

• Organizational Impact: Implements strategies for a sub function with direct impact to the function results.
• Problem Solving/ Complexity of work: Resolves highly complex business issues that are often unprecedented that have immediate impact on own sub-function or entity and wider implications to the organization.
• Breadth of Knowledge: Applies expertise within professional/technical area and uses advanced business knowledge to develop objectives.
• Team Interaction: Leads a sub-function serving the organization at large or across one or more entity(s).

Core Capabilities

• Supporting Colleagues:
  • Develops Self and Others: Acts upon constructive feedback from all levels of the organization and initiates strategies to develop talent in others.
  • Builds and Maintains Relationships: Leverages relationships and insight to forecast potential future needs and influence delivery of work to exceed expectations.
  • Communicates Effectively: Anticipates different audience concerns, styles and finds mutually beneficial solutions across conflicting and sensitive issues.
• Delivering Excellent Services:
  • Serves Others with Compassion: Demonstrates in-depth knowledge of broad-based issues and considers the interests of others to improve satisfaction of services.
  • Solves Complex Problems: Critically evaluates complex information and identifies trends/risks to make recommendations to improve processes across areas.
  • Offers Meaningful Advice and Support: Provides ongoing feedback and development discussions to motivate and support team members to maximize performance.
• Ensuring High Quality:
  • Performs Excellent Work: Anticipates problems or obstacles which may interfere with quality standards and develops plans to ensure area's quality standards are met.
  • Ensures Continuous Improvement: Routinely draws upon valuable learning from others, past experiences, and new information to determine key opportunities.
  • Fulfills Safety and Regulatory Requirements: Develops appropriate corrective actions for unsafe environments in order to ensure operational and safety compliance.
• Managing Resources Effectively:
  • Demonstrates Accountability: Identifies potential obstacles to goal achievement and develops solutions to address those obstacles.
  • Stewards Organizational Resources: Creates the appropriate systems and processes to effectively manage resources.
  • Makes Data Driven Decisions: Applies in-depth knowledge of data to recommend and implement new approaches to improve decision making capabilities.
• Fostering Innovation:
  • Generates New Ideas: Identifies opportunities and leads development of new initiatives that create value across areas.
  • Applies Technology: Creates the energy and drive for self/others to identify and leverage technology in new, innovative ways to drive greater efficiencies.
  • Adapts to Change: Anticipates the change process and clearly communicates impact on others/own team(s), assisting them in embracing the change.

Position Qualifications

• Work Experience: 5 years of relevant work experience.
• Education: Bachelor's degree (Required).

Benefits

This role offers the opportunity to make a meaningful impact within Vanderbilt Health, supported by a comprehensive benefits package which may include health, disability, retirement and/or wellness offerings to enhance your well-being and professional growth.

Vanderbilt Health is committed to fostering an environment where everyone has the chance to thrive and is committed to the principles of equal opportunity. EOE/Vets/Disabled.