Account Director in Nashville, TN at HealthTrust

Date Posted: 8/27/2018

Job Snapshot

Job Description

HealthTrust( is committed to strengthening provider performance andclinical excellence through an aligned membership model and the delivery oftotal spend management solutions that leverage its operator experience, scaleand innovation. Members include over 1,500 hospitals and health systems, andmore than 31,000 non-acute care sites.

This is a remote position
Job Summary –
Responsible for driving growth in our businesspartnerships.  Establishes and maintainsprofessional business relationships, expedites HealthTrust contract participation,and aligns HealthTrust and Parallon service-line solutions for the benefit ofassigned members.  Serves as a trusted advisor;engaging member executives on a regular basis for the purpose of reducingcosts, improving quality, promoting standardization and eliminating waste.Assures all business partners (members and suppliers) have an outstandingexperience with HealthTrust/Parallon such that they would recommend and promoteour services to others.  This highprofile and professional position may be home-based or office-based, dependingon location of account assignments.
Portfolio ofassigned strategic accounts includes Hospitals, Ambulatory Surgery Centers,Long Term Care facilities, and/or Behavioral Health facilities with $100M contractspend.   
Travel up to75%.
Duties(included but not limited to):

  • Onboardingand Implementation:
    • Helps orientnew members to HealthTrust systems (Electronic contract catalog, InSight,member website, etc.)
    • Works withnew members and vendor partners to facilitate contract access and conversions.
    • Assists withmembership rostering.
  • Planning:
    • Develops member-specificstrategic business plans- including SWOT analysis, leadership engagement,contract penetration/compliance, sales, new business development, etc.
    • Completesterritory planning with sales teams to build service-line and new businesspipelines.
    • Prepares agendasand related data analytics for regular meetings and quarterly business reviews.
  • Analytics:
    • Utilizesvendor reported data and member spend data (via InSight or distributors) toidentify compliance, conversion and tier max opportunities.
    • Requestscustom reports from Data Analytics team for market share analysis, tiermaximization, and contract compliance.
    • Reviews pricediscrepancy reports for opportunity to obtain credits.
    • Reformatsdata for member-facing presentation.
  • AccountManagement and Sales:
    • Implements member-specificstrategic business plans, driving successful results to goals. Completesregular updates of related activities in PULSE customer relationship management(CRM) tool.
    • Builds andstrengthens customer relationships with proactive communications and timelyfollow up.
    • Identifiesand shares contract opportunities, and facilitates timely contract activation.
    • Serves as the Member Services liaison to resolve issues with suppliers,distributors, service-line partners, and other as needed.
    • Updates memberson key program initiatives and strategic opportunities.
    • Schedules andcompletes quarterly business reviews to include realized value, rebates andadmin fees; plus a collaborative forward-focused discussion of nextopportunities.
    • Participates in member meetings and committees as requested.
    • Operates within established budgets, acting as a good steward ofcompany resources.

Job Requirements

Bachelor’s degree required.  Advanced degree preferred.
Minimum 3- 7 years of account management experience(supply chain and healthcare industry preferred)
Sales experience- prospecting, pipelinedevelopment, conversion
Salesforce CRM experience preferred
Consulting experience a plus
CMRP Preferred, FACHE Preferred


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