Vice President, Strategic Solutions – 19125892
Hillrom (NYSE: HRC) is a $2.9B leading worldwide manufacturer and provider of medical technologies and related services for the health care industry, including patient support systems, safe mobility and handling solutions, non-invasive therapeutic products for a variety of acute and chronic medical conditions, medical equipment rentals, surgical products and information technology solutions.
Hillrom’s comprehensive product and service offerings are used by health care providers across the health care continuum and around the world in hospitals, extended care facilities and home care settings to enhance the safety and quality of patient care.
Description
Position Summary:
This role will be responsible for leading an experienced national sales team supporting strategic sales for Hillrom’s three global business units (GBU) in large regional health systems. This team is responsible for IDN sales covering in excess of $330 million in annual revenue within the North American region. This individual will work closely with the Enterprise Account leadership team and each GBU’s sales leadership organization to execute profitable growth strategies through innovative relationships and new contract awards.
- Possess and apply a broad understanding of the healthcare market and assigned client organizations through self-discovery, participation and membership in Healthcare organizations and commercial training
- Lead, manage and drive sales excellence including cultivating executive customer relationships alongside local sales teams
- Gain strategic understanding of customer needs and challenges and alignment of Hillrom solutions to customer requirements
- Implement and measure sales and customer objectives with Hillrom Global Business Unit sales leadership and the assigned health systems
- Develop and drive best-in-class enterprise account selling strategy and approach to assist in significantly growing covered account list
- Leads development and execution of short- and long-term strategy to support the evolving needs of assigned health systems including business models such as committed buys, Standardization on Hillrom offerings and contracting for all assigned GBU’s and assigned portfolios when appropriate, and support for divisionally based purchase decisions within the health systems
- Facilitate and coach team around active and ongoing Account Planning, partnering with local teams to optimize the cross-business unit approach and strategy with targeted accounts
- Administrative duties related to leading a sales team e.g. Expense reports reviews, training compliance, monthly and quarterly business reviews, etc.
- Work with Commercial Operations team to develop and enhance effective and innovative sales field support tools including dashboards that enhance our competitive position and value proposition to targeted accounts
- Assist in the identification of core business processes that require change to enhance the customer experience in targeted accounts
- Utilizing the Enterprise Accounts Competency model, coach, mentor and develop a team of experienced sales professionals to create a culture of accountability, collaboration and results.
- Lead talent management and development initiatives such as competency model assessment, sales training and personalized development plans
- Identifies and escalate critical issues and quickly resolve with creative solutions
- Develops understanding of the business issues and data challenges of the organization and industry and provide proactive solutions
- Assists in the facilitation of team and client meetings
- Partner with Deal Hub to identify strategic partnership opportunities and business models
- Gather market and customer data and insights to improve analytical and marketing tools
Qualifications
- Bachelor’s degree from an accredited university required, Advanced Degree or progress towards one is preferred
- 10+ years of commercial experience within a medical technology company required
- Previous experience managing regional/national direct sales organization
- Strong operational knowledge of IDNs including relationship building at c-suite level
- Experience in negotiating customer contracts or similar agreements and strong understanding of deal terms and customer requirement
- Proven ability to create innovative approaches that have delivered superior financial growth with health systems
- Formal negotiation training or commensurate work history negotiating and executing significant contract/deals in excess of $3M
- Extensive knowledge of Hillrom’s product portfolio or similar healthcare technology experience
- Experience in working with cross functional teams from marketing, sales operations, finance, legal, and regulatory to deliver new messaging, business models, and/or consulting methodologies
- Effective planning and program management skills
- Experience selling clinical information systems or similar workflow/”big data” applications preferred
- Strong problem solving and analytical skills along with proficient use of Microsoft products e.g. Excel
- Proven ability to effectively communicate with senior executives within and outside the company
- Proven ability to lead a team of professionals working within the healthcare industry
- Proven ability to execute on agreed to strategies, tactics, project plans, and associated follow-up
- Exhibits confidence and an extensive knowledge of emerging business intelligence/analytics practices when solving business problems
- Pushes creative thinking beyond the boundaries of existing industry practices and current mindsets.
Hillrom is an equal employment employer F/M/Disability/Vet/Sexual Orientation/Gender Identity
Job: Sales
Primary Location: United States-Indiana – Home Office/Virtual
Schedule: Full-time
Travel: Yes, 50 % of the Time
Posting Entity: Hillrom
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