Principal, RX Non-Acute Spend Management Sales

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Summary:

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

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.

Relevant degree preferred. Advanced degree desired. 10+ years of relevant experience in healthcare sales, business development, account management, consulting, pharmacy, pharmaceutical services, or healthcare supply chain. Proven track record of new business development, client acquisition, and revenue growth within the healthcare market. Demonstrated success selling complex, consultative solutions to healthcare organizations with multiple stakeholders and extended sales cycles. Experience selling into the non-acute healthcare market required, including physician practices, long-term care/skilled nursing facilities, specialty pharmacies, home-based care, and/or other non-acute care organizations.

Pharmacy/Rx sales experience strongly preferred, with an established understanding of the non-acute pharmacy and medication management marketplace. Existing relationships with non-acute healthcare executives, pharmacy leaders, physicians, and/or other key decision-makers preferred. Demonstrated ability to identify market opportunities, develop sales strategies, build pipelines, and convert prospects into new clients. Experience working with clinical and operational departments that interact with supply chain, pharmacy, procurement, finance, and/or clinical operations preferred.

Strong commercial and financial acumen, including the ability to articulate value propositions, develop business cases, demonstrate ROI, and negotiate complex agreements. Strong executive presence with exceptional communication, presentation, negotiation, relationship-building, and influencing skills. Ability to work collaboratively across sales, account management, consulting, operations, pharmacy, and other internal teams to develop and close opportunities. Leadership experience preferred, including the ability to lead cross-functional teams and influence stakeholders without direct authority.

Ability to travel regularly and expeditiously throughout the year to meet clients, prospects, and business priorities.

Estimated Hiring Range:
At Vizient, we consider…