Director Channel Partner Accounts

What you will be doing:

Responsible for the oversight and growth of a book of business within Premier's Continuum of Care Channel Partner programs. This position leverages all available resources in partnership with affiliate sponsors, non-acute business operations teams and field team to maximize revenue and value. The Region Director will foster relationships at all levels of their customer organizations to understand their strategic objectives and develop a program to support customer's achievement of their goals.

Primarily interacts with administrators for Channel Partners and Sponsors of Affiliates, as well as procurement executives across non-acute care classes of trade. This position works in collaboration with all areas of Premier to ensure member service and value provided exceeds member expectations. The Region Director will maintain a high level of product/service knowledge and technical competency in all products, as well as a general awareness and knowledge of other business groups.

The Region Director serves as an integrated member of the Continuum of Care Channel Sales Team for their defined customers, and works in close collaboration with Member Field Services leadership, Supply Chain Services, and others across the Premier enterprise to ensure coordinated account planning and customer value. This position also has shared responsibility with RVP/VP/Sr RDs to develop strategic plans, and utilizes field information to provide input into the ongoing evaluation and evolution of Continuum of Care.

Key Responsibilities

Responsibility #1- 70%

Account Management

* Understand the Channel Partner's business model:

o Know the accounts strategic imperatives through review of their strategic plan, and leadership discussions.

* Be prepared to articulate how Premier's continuum of care strategy and business model aligns and supports the members' business model.

* Clarify how accounts are serviced (Sponsors of Affiliates, OLM entities, etc.)

* Drive account and region growth strategy to meet fiscal year revenue targets.

* Use available analytics and other resources to identify under penetration and underperformance and enact countermeasures.

* Generate target lists for recruiting, both with Affiliate Sponsors and independently.

* Actively manage all opportunities in Salesforce to provide an updated, centralized record of all opportunities and progress

* Focus on aligned accounts but also provide service on an as-needed basis to non-aligned accounts.

* Know and understand metrics for all aligned accounts, including but not limited to:
Current CoC volume/revenue and growth goals, top contract penetration and other revenue growth opportunities, recruitment strategies and targets.

* Manage the member experience:

o Position Premier as a strategic partner versus a vendor.

o Ensure a positive and consistent member experience and drive timely resolution of issues with loop closure confirmation in writing.

* Actively participate in addressing any issues uncovered during the CEO survey to full closure.

* Meet regularly with SOAs, and with key Affiliate program leaders as appropriate. Maintain key relationships, actively participate in business reviews (both account-level and Continuum of Care Site-specific)
Actively participate in Account team calls

* Effectively manage relationships (internal and customer) and supplier/distributor networks:

o Collaborate with and leverage the Premier Continuum of Care team to ensure alignment and identify processes/tools that more efficiently and effectively manage the business

* Build and manage supplier and distributors networks for sponsors. Use these networks to help drive growth and contract penetration.

Responsibility #2 - 30%

Administrative

* Ensure smooth and effective operations between company and member, including roster management support and issue resolution

* Update monitoring and tracking tools, administrative reports such as Power BI, Performance Analytics,  and expense reports. Maintain required analytics to demonstrate performance vs. targets.

* Engage in process management to improve current processes as necessary

* Represent the interests…