Regional VP of Sales
May 22, 2023
Description
• The Regional VP of Sales – Managed Services is primarily responsible for growing HCTec Gross Margin, footprint and influence within an assigned territory. This growth is achieved through both direct sales of our Managed Services (Tier 1 and Tier 2) offerings and through supporting our Account Executive, Recruiting, and Operational leadership teams to drive Core (HIT) and Professional Services business growth. • Primary accountability for growing year-over-year Managed Services recurring revenue and gross margin HCTec’s Managed Services business offerings within the assigned territory. • Builds deep understanding of the assigned region’s current and prospective client base, including strategic goals, decision makers and stakeholders, buying environment, competitive intelligence, and growth or enhancement opportunities. • Owns and cultivates executive (VP and C-level) relationships with all clients within the territory. • Uses knowledge of client, market, and larger industry dynamics to proactively identify opportunities for new or expanded sales of HCTec’s Managed Services (Tier 1 and Tier 2) portfolio. • Partners with HCTec’s executive team, Account Executives, and Recruiters within the assigned territory on identifying and winning cross-selling opportunities for Core (HIT) and Solutions revenue. • Partners with SVP Managed Services Business Development and Pricing lead to drive all Managed Services deals within the territory, including RFI/RFP responses, contracting, preliminary and finalist presentations, and win/loss reviews. “Owns” deal through initial implementation and manages handoff to Operations. • Grows HCTec brand presence within the territory through thought leadership, strategic community involvement, and lead generation activities. • Identifies opportunities for HCTec exposure and partners with Marketing and Sales Operations on sponsorships, events, digital and in-person Marketing efforts, and strategic entertainment opportunities. • Works closely with internal Account Executive, Recruiting, Solutioning, and Professional Services business development teams to promote cross- and upselling within both existing and new client bases. • Collaborates with Managed Services Operational leadership and Client Service Managers to ensure seamless handoffs and positive client experiences. • Supports Managed Services Operational leaders/managers and support staff by serving as a subject matter expert and “voice of the customer”. • Directs and manages ongoing client activities, including Quarterly Business Reviews, in partnership with Managed Services Operations leadership.
Requirements
• Bachelor’s degree in business, marketing or related field. • Minimum 7-10 years of direct professional services business development experience in the HC provider space. • Demonstrated track record of developing clients, meeting aggressive sales targets, and driving organic revenue growth within a long-line, service-oriented product portfolio. • Ability to negotiate complex contractual agreements and pricing models; Prior experience selling Managed or Support Services in healthcare highly desired. • Financial acumen. • Experience using CRM systems and associated tools. • Proven experience partnering with Marketing, solutions engineers, and Operations leaders to create deals that maximize profit and client satisfaction. • Outstanding interpersonal and spoken/written communication skills. • Frequent overnight travel (up to 85%) by land and/or air.
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