Senior Director Channel Partners CoC

What will you be Doing:

Responsible for the oversight and growth of Premier's largest and most complex 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 Sr. Director, Channel Partners will foster both commercial and operational executive relationships to understand their strategic objectives and develop a program to support customer's achievement of their goals. Primarily interacts with Channel Partner executive leadership, as well as other business development and 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 Sr. Director, Channel Partners will have deep domain expertise in verticals specific to a Channel Partners growth plans and be a skilled at working across both internal and external matrixed organizations to facilitate mutual growth objectives. The Sr. Director Channel Sales serves as an integrated member of the Continuum of Care Channel Sales Team for their defined partners, 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. The Sr. Director, Channel Sales will be responsible for mentoring and developing new sales talent (i.e. Growth Program Managers, Director Channel Sales) to raise the performance bar across the Channel Sales team. 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.

Major Accountabilities:

Account Management

• Drive account growth strategy to achieve GAF growth rate expectations for the largest or highest growth Premier Channel Partners

  • Understand Channel Partner points of differentiation and chart growth strategies to capitalize on market dynamics

  • Access and understand Channel Partner sales pipeline to forecast business performance and monitor success

• Own and develop Channel Partner account plan

  • 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.

  • Update account plan framework and present findings, action plan, and help needed to CoC leadership quarterly.

• Manage Premier's perceived value

  • Act as the single threaded owner of the Premier GPO renewal from the CoC perspective.

  • Ensure Premier is consistently perceived as a strategic parner.

  • 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.

Programmatic Sales

• Ensure that Premier delivers on it's goal of increasing perceived value and interdependence with its Channel Partners by successfully selling CoC growth programs into Channel Partner accounts.

• Work with Channel Partner executives and operational leaders to gain buy in on the use of CoC Shared Services

• Facilitate the adoption of Premier technology offerings (i.e. Premier Smart PO) to drive offering penetration into select

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 salesforce.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

Leadership

• Responsible for mentoring and developing new sales talent including but not limited to, Growth Program Managers and Channel Directors

• Responsible for managing organization wide growth imperatives that stretch across cross functional groups, outside of their direct Channel Partner book of business

• Responsible for providing Channel Partner account coverage during gaps in territory coverage and medical leaves.

Required Qualifications

Work Experience:

Education:

Preferred Qualifications

Relevant Experience to include:

• Non-Acute Healthcare Subject Matter Expertise

• GPO Experience

• Channel Partner Management Experience

Education:

Master's Degree

Location:

• Preference for candidates located on the east coast

Travel:

• Travel could be up to 6 or 7 days a month

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

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 and 2022, and 49th Healthiest Employer in America (2022)
• Named one of the World's Most Ethical Companies by Ethisphere Institute for the 13th year in a row
• The only company to be recognized by KLAS twice for Overall Healthcare Management Consulting
  

Employees receive:

• Perks and discounts
• Access to on-site and online exercise classes
• Paid time off to volunteer in their communities

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.

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