Executive Director, Supplier Sales

Job Summary: 

The Executive Director, Supplier Sales is responsible for managing a team of sales executives within the Key Accounts Team, ensuring consistent, profitable growth in sales revenues through the recruitment, training, coaching and motivating of high performing sales personnel. Identifies objectives, strategies and action plans to promote effective customer relationships and grow sales and earnings. 

In addition, is responsible for, partnering with key individuals at all levels within the customer organization, gaining a full understanding of the customer’s needs and anticipating changes in the business environment. This role is responsible for developing and implementing selling strategies and tactics to ensure volume and profit objectives are achieved for each assigned business line. 

Principal Duties and Responsibilities  

• Provide clear vision and selling/market penetration strategies in development of overall territory plan. The strategies impact other functional areas of the business. 

• Recruit, coach, mentor, develop and manage the sales team which includes the following roles: Strategic Account Executive and Strategic Account Director. 

• Hold team accountable to quota attainment, business review activities and managing expenditures through strong sales processes. 

• Meet with strategic C-suite and V-level customers and prospects to ensure internal buy-in at the highest level. 

• Partner with Product Management, Marketing, Customer Success, Customer Support, and other internal GHX departments to drive overall customer value and satisfaction. This requires the ability to gain support and mobilize efforts to drive action. 

• Funnel management and progress against quota by ensuring pipeline is at a multiple revenue target level and forecasting accuracy is within an acceptable range as established by GHX guidelines. 

• Maintain a fluent understanding of healthcare market trends, the healthcare supply chain, and competitive activities. 

• Review and report sales activities within CRM tool. 

Required Skills 

• Ability to meet or exceed sales quotas by managing a diverse team. 

• Strong leadership, strategic mind set, high-level business acumen, analytical and strong negotiation skills. 

• Able to make decisions without knowing the full picture.
• Able to navigate complex solutions to the C-suite and V-level.

• Holdsteam accountable for pipeline and territory management.
• Able to manage deal escalation to proper level of management.

• Ability to coach behavior and deal based sales skills. 

• Can manage to consultative sales methods and solution selling skills. 

• Knowledge of MS Office Suite and CRM applications. 

 Qualifications 

• Bachelor’s degree in business, finance or relevant area 

• 5 years of business experience, including sales team management, with at least two years of successfully selling complex software and/or services 

• Skilled in sales planning and managing team quotas. 

• Self-driven, results-oriented with a positive outlook, and a clear focus on high quality and business profit. 

• Experience negotiating contracts 

• Excellent written and verbal communication and presentation skills 

• High energy and customer focused mentality 

• Understanding of healthcare technology 

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