Now Hiring - Vanderbilt University Medical Center - Executive Director, Hospital System Sales in Nashville, TN

VHPS Vanderbilt Health - Executive Search Team is conducting a national search for an Executive Director, Hospital System Sales in our Health Professional Solutions part of the business. This is a highly visible role focused on building businesses, relentless execution for internal teams and external customers, and will require a combination of travel, remote work, and in-office presence.. This position reports to the Senior Vice President of Health Professional Solutions.

Vanderbilt University Medical Center (VUMC), along with its nearly 30,000 healthcare professionals, is one of the country’s leading and most prestigious Academic Medical Centers and the largest healthcare provider in the state of Tennessee. Health Professional Solutions (HPS) is a fully owned for-profit subsidiary of VUMC specializing in identifying, building, and scaling business opportunities based on the many exciting capabilities and innovations inherent in the VUMC system.

Position Summary:

The Executive Director, Hospital System Sales is responsible for selling HPS portfolio companies’ solutions into medium and large US healthcare systems. The ideal candidate has 10+ years of proven experience selling consulting, managed services, and other vertical solutions to hospital systems.

The Executive Director, Hospital System Sales position is primarily a hunter-type sales role, responsible for generating, qualifying, and closing new business with medium and large hospital systems while engaging C-level and senior level decision makers. As a key member of the HPS team, the Sales Executive will partner with HPS leadership and the portfolio companies in sales planning and executing the sales plan along with budget setting and ongoing forecasting.

In addition to proven experience, selling acumen, and keen industry insight, the ideal candidate must possess equal and ample levels of energy, integrity, ingenuity, and a genuine esprit de corps.

Compensation will be a combination of base salary, commissions, and annual bonus. Commission eligibility will be functions of quota attainment, contract value, profitability, contract timing, and contract duration. Bonuses are annual and based on a combination of VUMC, HPS, and individual attainment of goals.

Position Responsibilities:

• Bring and apply a structured and method-driven approach to sales and business development.
• Collaborate with HPS leadership to design and implement sales strategies, often specific to individual portfolio companies in order to drive sales production and high growth rates.
• Partner effectively with marketing, finance, and various business areas.
• Prospect opportunities and maintain healthy and sufficient pipeline activities.
• Contribute to and (sometimes) drive lead generation activities, including trade shows and other events, prospect outreach, responding to inbound leads, and participating in campaigns.
• Apply a disciplined approach to assessing potential sales opportunities and qualifying leads.
• 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 through proposal, negotiation, contracting, and close.
• Maintain and contribute to pipelines reports, forecasts, and budgets.
• Serve as a resource and mentor on sales practices, and industry and market trends for the HPS team and companies.
• Identify and communicate trends in each commercial business space to advise what the business units can improve to capitalize on new or emerging market opportunities.

Important Experience and Qualifications

• Demonstrated success at meeting and/or exceeding annual quotas of $5 million+ in ACV.
• Keen understanding of healthcare industry practices and economics, hospital purchasing processes, service offerings, and the needs/challenges of target hospital systems.
• Possess relevant experience selling consulting engagements, managed services, and vertical solutions to medium and large Hospital Systems.
• History of successfully applying strategic and/or consultative selling style methodologies.
• Possess business acumen and the ability to analyze and effectively interpret health system annual reports, financials, and information key to understanding customer needs.
• Demonstrate a strategic agility to engage and successfully influence multiple senior level executives within the customer organization.
• Exhibit superior presence, communications, and stakeholder management skills.
• Established and leverageable relationships in the healthcare space a plus.
• Strong collaborative style and demonstrated ability to work across multiple functions with ability to understand context, listen to needs and partner to build creative solutions.
• Ability to internalize and apply a long-term vision of Vanderbilt Health services and offerings and anticipates how market, regulations, and competitive factors will influence and impact.

Basic Qualifications:

• Bachelor’s degree.
• Minimum of 10 years of experience in managed services and/or professional services sales.
• Minimum of 5 years of experience selling to Hospital System clients.
• Excellent written and verbal communication skills.
• Ability and willingness to travel 40% of the time.
• Experience working in a distributed team.

VUMC strives to hire exceptional, innovative, and passionate individuals who want to grow with us. If you are interested in being a vital part of this vibrant and critically important organization, apply now.

#LI-AM1 * Organizational Impact: Establishes function strategies with direct impact on the function results.* Problem Solving/ Complexity of work: Directs the resolution of numerous strategic issues that affect own function and the broader organization.* Breadth of Knowledge: Applies in-depth business knowledge across multiple areas of the business. * Team Interaction: Leads a function serving the organization at large. 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 difference 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 plants 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. Relevant Work Experience 7 years Master's