Change Healthcare Vice President, Hospital Sales in Olympia, Washington
The Vice President, Hospital Sales is a leadership role responsible for leading a sales team to consistently exceed aggressive sales and revenue goals. The Vice President will lead a team of sales leaders who are responsible for selling all service aspects related to Acute Care and Provider Revenue Cycle outsourcing to Hospital/Health System and academic medical center and independent physician office space, including existing customers and target prospects.
This list includes but is not limited to:
Patient Access Contact Center services
Eligibility and Enrollment Advocacy Staffing (Self Pay/Medicaid/Disability, Third Party/No Fault Claim and Financial counseling)
Acute/Provider Coding, Audit/Compliance Services, Clinical Documentation Improvement services
Denials, Underpayment or Audit Recovery
Patient Liability within Self Pay, Governmental, and Third Party
Legacy Accounts Receivable Winddown, System Migration assistance
Revenue Cycle Outsourcing (departmental/full, episodic/recurring) outsourced staffing services
This individual is primarily accountable for leading a team of sales professionals and driving results that exceed the assigned Annual Sales Quota and Team Annual Sales Quota. This leader will leverage their experience to ensure that the team is actively identifying sales opportunities, developing business leads and structuring and closing profitable Services Agreements for TES. The Vice President is responsible for providing leadership, direction, management and professional development to the Sales Directors & Sales Executives specific to his / her assigned regional territory and building collaborative relationships with executives in TES operations and client management.
The Vice President will be responsible for creating a strategic sales plan for their region and to ensure that his / her team’s opportunities within SalesForce are kept current in regard to activity, deal size, account designation / stage, and expected close date. The Vice President will have additional responsibilities as defined.
Location: Remote/Telecommuter position. National position
KEY JOB RESPONSIBILITIES
- Plan, manage and implement a comprehensive and aggressive strategy to maximize sales
volume and profitability within the assigned region, consistent with company objectives.
- Lead a sales team; plan, direct, and coordinate the assigned Sales
team’s efforts toward meeting the overall sales and business revenue objectives.
Frequent and direct contact with internal stakeholders, including senior leadership.
Utilize sales leadership experience, knowledge of the provider market and business savvy to identify and develop strategic relationships that result in significant growth.
Train and educate the sales team on core specific trends, benchmarks, and practices to ensure the sales team is able communicate with customer on a very detailed level
Using a consultative sales approach, call on upon opportunities at the C-level and position
Change Healthcare’s positive value proposition to the target organization.
Establish and maintain a solid and mutually beneficial client business relationship resulting in the highest levels of client and customer satisfaction and account retention.
Work closely with the Chief Commercial Sales Officer to set the sales strategy.
Maintain awareness of industry, competition and market conditions and leverage current client
relationships to develop new business opportunities.
Assist sales team in qualifying prospects and closing new account opportunities.
Facilitate resolution of major sales objections presented to customers.
Oversee contract negotiations; not only coaching the team, but playing the hunter-closer where appropriate.
Develop and implement a strategic plan to identify key areas of growth potential including
identification, prospect qualification, organization survey, proposal development, proposal
delivery and contract negotiation.
Advise team in arranging multiple sales cycles and events.
Review sales reports ensuring accurate and timely reporting as defined.
Perform detailed sales analyses of product/solutions, sales staff, whitespace and territories, leveraging those metrics to identify opportunities for increased sales.
Provide leadership, guidance, training and mentoring to continually advance the talents,
capabilities and performance of all direct reports and their teams.
- Manage to assigned expense and quota budgets.
Ability to demonstrate thought leadership in Healthcare across multiple channels and become a trusted advisor to senior business decision makers
Ability to coach, mentor and motivate a team of experienced sales professionals to meet aggressive goals and to win as a team.
Proven experience and expertise in leading a team through transformation and change.
Adaptive, collaborative, expedient and driven, with a deep product knowledge
Demonstrated ability to excel in a highly matrixed environment
Ability to manage multiple competing priorities
A minimum of 10 years of experience in healthcare sales in Provider space with RCM services experience.
Education / Training:
Master’s degree preferred
A minimum of 7 years of progressive, direct sales experience in a B2B environment, especially revenue cycle management solutions.
Experience managing a team plus indirect staff across multiple geographies and a proven track record of successfully exceeding sales plans.
Ability to navigate and work across multiple constituents to develop, communicate, and support a company’s short-term and long-term business objectives
Successful track record of managing revenues in excess of $10M.
Exceptional business acumen and solid financial skills. A demonstrated track record of acting as an innovative thought leader and business partner to the leadership team.
Understands and utilizes workforce analytics.
Continuously establishes clear goals and uses data and metrics to achieve best-in-class results and business goals.
Strong track record of leading, managing and improving people and processes.
A minimum of 7 years people management experience preferred.
Join our team today where we are creating a better coordinated, increasingly collaborative, and more efficient healthcare system!
Equal Opportunity/Affirmative Action Statement
Change Healthcare is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, sexual orientation, gender identity, genetic information, national origin, disability, or veteran status. To read more about employment discrimination protections under federal law, read EEO is the Law at https://www.eeoc.gov/employers/eeo-law-poster and the supplemental information at https://www.dol.gov/ofccp/regs/compliance/posters/pdf/OFCCP_EEO_Supplement_Final_JRF_QA_508c.pdf.
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Change Healthcare is an equal opportunity employer. All qualified applicant will reveive consideration for employment without regard to race, color, religion, age, sex, sexual orientation, gender identity, genetic information, national origin, disability, or veteran status.
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