Director Channel Partner Accounts

 

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, Monday.com and expense reports. Maintain required analytics to demonstrate performance vs. targets.

·         Engage in process management to improve current processes as necessary

·         Represent the interests of Premier Continuum of Care  internally in a variety of settings within and outside of the business group

·         Facilitate routine team meetings and conference calls; attend meetings as needed

·         Make presentations regarding Premier Continuum of Care results and value as appropriate at conferences, workshops, etc.

·         Participate in cross functional teams across business units as requested

·         Understand organizational structure and all product offerings

​Required Qualifications

Work Experience:

Years of Applicable Experience - 7 or more years

Education:

Bachelors (Required)

 

Preferred Qualifications

Skills:

• Relationship building

• Healthcare Sales

• Continuum of Care Class of Trade

• GPO experience

Experience:

• Healthcare sales with a strong knowledge of Continuum of Care healthcare marketplace.  Experience in a Continuum of Care class of trade, related GPO experience, i.e. Novation, Broadlane, etc.

Education:

• Bachelor’s or master’s Degree

 

Additional Job Requirements:

• Remain in a stationary position for prolonged periods of time 

• Be adaptive and change priorities quickly; meet deadlines 

• Attention to detail 

• Operate computer programs and software 

• Ability to communicate effectively with audiences in person and in electronic formats.   

• Day-to-day contact with others (co-workers and/or the public) 

• Making independent decisions 

• Ability to work in a collaborative business environment in close quarters with peers and varying interruptions 

 

Working Conditions: Remote

 

Travel Requirements: Travel 21-40% within the US

 

Physical Demands: Sedentary: Exerting up to 10 pounds of force occasionally, and/or a negligible amount of force frequently or constantly to lift, carry, push, pull or otherwise move objects, including the human body. Sedentary work involves remaining stationary most of the time. Jobs are sedentary if movement is required only occasionally, and all other sedentary criteria are met.

 

Premier’s compensation philosophy is to ensure that compensation is reasonable, equitable, and competitive in order to attract and retain talented and highly skilled employees. Premier’s internal salary range for this role is $113,000 - $188,000. Final salary is dependent upon several market factors including, but not limited to, departmental budgets, internal equity, education, unique skills/experience, and geographic location. Premier utilizes a wide-range salary structure to allow base salary flexibility within our ranges.

Employees also receive access to the following benefits:

·       Health, dental, vision, life and disability insurance

·       401k retirement program

·       Paid time off

·       Participation in Premier’s employee incentive plans

·       Tuition reimbursement and professional development opportunities

Premier at a glance:

• Ranked #1 on Charlotte’s Healthiest Employers list for 2019, 2020, 2022, and 2023 and 21st Healthiest Employer in America (2023)

• ​Named one of the World’s Most Ethical Companies® by Ethisphere® Institute for the 16th year in a row

• Modern Healthcare Best in Business Awards: Consultant - Healthcare Management (2024)

• The only company to be recognized by KLAS twice for Overall Healthcare Management Consulting

For a listing of all of our awards, please visit the Awards and Recognition section on our company website.

Employees receive:

• Perks and discounts

• Access to on-site and online exercise classes

Premier is looking for smart, agile individuals like you to help us transform the healthcare industry. Here you will find critical thinkers who have the freedom to make an impact. Colleagues who share your thirst to learn more and do things better. Teammates committed to improving the health of a nation. See why incredible challenges require incredible people.
 

Premier is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to unlawful discrimination because of their age, race, color, religion, national origin, ancestry, citizenship status, sex, sexual orientation, gender identity, gender expression, marital status, familial status, pregnancy status, genetic information, status as a victim of domestic violence, covered military or protected veteran status (e.g., status as a Vietnam Era veteran, disabled veteran, special disabled veteran, Armed Forces Serviced Medal veteran, recently separated veteran, or other protected veteran) disability, or any other applicable federal, state or local protected class, trait or status or that of persons with whom an applicant associates. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law. In addition, as a federal contractor, Premier complies with government regulations, including affirmative action responsibilities, where they apply.  EEO / AA / Disabled / Protected Veteran Employer.

Premier also provides reasonable accommodations to qualified individuals with a disability or those who have a sincerely held religious belief. If you need assistance in the application process, please reply to diversity_and_accommodations@premierinc.com or contact Premier Recruiting at 704.816.5200.

Information collected and processed as part of any job application you choose to submit to Premier is subject to Premier’s Privacy Policy.