Vice President, Client Development

POSITION SUMMARY:

You will take charge of the national sales quota and strategy, leading a team of Client Development Executives. Your role demands seasoned sales leadership, guiding teams in strategic selling to hospital and health system executives through intricate enterprise sales cycles. Collaborating with the Senior Vice President, Client Development, and Marketing, you will craft and execute a robust sales strategy to ensure consistent business growth and surpass our goals. Your responsibilities include overseeing the new business sales process, territory planning, prospecting, RFP planning, proposal and pricing development, presentations, negotiations, and contracting. Success will hinge on achieving the team's sales targets. Effective recruitment, training, performance management, motivation, and coaching will be your tools to build and develop a high-performing team. Your leadership will not only drive exceptional results for Clearway Health but will also redefine partnerships in the specialty pharmacy services realm, marking significant achievements in your career.

ESSENTIAL RESPONSIBILITIES/DUTIES:

• Shape the vision and strategy for the Client Development team, providing purpose, motivation, and direction.
• Coach and lead Client Development Executives through various activities to identify, qualify, develop, and sell complex specialty pharmacy services and solutions.
• Establish clear sales metrics and benchmarks, ensuring progress and expediting the sales process.
• Formulate and execute a sales strategy to expand market share partnerships for Clearway Health.
• Ensure compelling sales presentations to executive and senior leaders within health systems.
• Create proposals and business terms based on data analysis and pro forma delivered by Clearway Health analysts and strategists.
• Lead negotiations on contract terms and pricing with client input from Legal, Finance, and the Senior Vice President of Client Development.
• Ensure market penetration of target opportunities.
• Develop and maintain an active and accurate pipeline, representing and reporting an accurate 12-month projected sales forecast monthly.
• Maintain the customer relationship management program to accurately reflect sales pursuits and pipeline updates.
• Build relationships with consultants, channel partners, and industry contacts to continually bolster the sales pipeline.
• Lead conference and industry event sales strategy to cultivate new potential client relationships and promote Clearway Health's services and solutions effectively.

EDUCATION:

• A bachelor's degree from a four-year college or university is required.

EXPERIENCE:

• 10+ years of sales experience and 5+ years of sales leadership-related experience in the hospital or health system setting is required.
• Pharmacy or Specialty Pharmacy experience is preferred.

KNOWLEDGE AND SKILLS:

• Extensive track record in enterprise hospital and health system sales, including managing senior executive relationships.
• Proven success in building and leading national sales teams.
• Accurate forecasting of sales opportunities with regular delivery of forecast and pipeline updates and reports.
• Demonstrated ability to collaborate with diverse business unit leaders, including executive leadership and various stakeholders.
• Exceptional executive presence and strong communication skills for engaging with senior client executives and effective collaboration with internal and external teams.
• Substantial finance acumen, understanding data analysis, pro formas, business terms, and contract creation.
• Exceptional negotiation skills with a track record of closing multi-million dollar contracts ($10M+).
• Experience navigating CEO and hospital/health system Board-level approvals for contract signatures.
• Skill in balancing strategic and tactical planning amidst competing priorities in a fast-paced healthcare environment.
• Confidence, high energy, and self-motivation, showcasing leadership skills, good judgment, and innate team leadership ability.
• Familiarity with CRM software, EMRs, and other pharmacy systems.

Special Working Conditions (On-call, travel, shift, coverage):

• Travel will average 40% of the time, with increased travel for conferences.