Account Director in Brentwood, TN at HealthTrust

Date Posted: 3/27/2018

Job Snapshot

Job Description

HealthTrust (Healthtrust Purchasing Group, L.P.) is committed to strengthening provider performance and clinical excellence through an aligned membership model and the delivery of total spend management advisory solutions that leverage its operator experience, scale and innovation. Headquartered in Nashville, Tennessee, HealthTrust (www.healthtrustpg.com) serves over 1,500 hospitals and health systems, and more than 31,000 other member locations including ambulatory surgery centers, physician practices, long-term care and alternate care sites. On Twitter @healthtrustpg.


Responsible for driving growth in our business partnerships. Establishes and maintains professional business relationships, expedites HealthTrust contract participation, and aligns HealthTrust and Parallon service-line solutions for the benefit of assigned members. Serves as a trusted advisor; engaging member executives on a regular basis for the purpose of reducing costs, improving quality, promoting standardization and eliminating waste. Assures all business partners (members and suppliers) have an outstanding experience with HealthTrust/Parallon such that they would recommend and promote our services to others. This high profile and professional position may be home-based or office-based, depending on location of account assignments.
Portfolio of assigned strategic accounts includes Hospitals, Ambulatory Surgery Centers, Long Term Care facilities, and/or Behavioral Health facilities with $100M contract spend. Travel up to 75%.

Duties (included but not limited to):

Onboarding and Implementation:

  • Helps orient new members to HealthTrust systems (Electronic contract catalog, InSight, member website, etc.)
  • Works with new members and vendor partners to facilitate contract access and conversions.
  • Assists with membership rostering.
Planning:
  • Develops member-specific strategic business plans- including SWOT analysis, leadership engagement, contract penetration/compliance, sales, new business development, etc.
  • Completes territory planning with sales teams to build service-line and new business pipelines.
  • Prepares agendas and related data analytics for regular meetings and quarterly business reviews.
Analytics:
  • Utilizes vendor reported data and member spend data (via InSight or distributors) to identify compliance, conversion and tier max opportunities.
  • Requests custom reports from Data Analytics team for market share analysis, tier maximization, and contract compliance.
  • Reviews price discrepancy reports for opportunity to obtain credits.
  • Reformats data for member-facing presentation.
  • Account Management and Sales:
  • Implements member-specific strategic business plans, driving successful results to goals. Completes regular updates of related activities in PULSE customer relationship management (CRM) tool.
  • Builds and strengthens customer relationships with proactive communications and timely follow up.
  • Identifies and 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 members on key program initiatives and strategic opportunities.
  • Schedules and completes quarterly business reviews to include realized value, rebates and admin fees; plus a collaborative forward-focused discussion of next opportunities.
  • Participates in member meetings and committees as requested.
  • Operates within established budgets, acting as a good steward of company resources.



Job Requirements

Education

Bachelor’s degree required. Advanced degree preferred.
CMRP Preferred, FACHE Preferred

Experience
Minimum 3- 7 years of account management experience (supply chain and healthcare industry preferred)
Sales experience including; prospecting, pipeline development, conversion
Salesforce CRM experience preferred
Consulting experience a plus