Director, Food Solutions in Nashville, TN at HealthTrust

Date Posted: 6/4/2018

Job Snapshot

Job Description

HealthTrust( committed to strengthening provider performance and clinical excellencethrough an aligned membership model and the delivery of total spend managementsolutions that leverage our operator experience, scale and innovation. Membersinclude approximately 1,600 acute care facilities and more than 26,000non-acute care sites.
TheCoreTrust Director, Food Solutions is a quota bearing position responsible fordeveloping and growing contract revenue across both new and existing CoreTrustmembers as well as being responsible for negotiating and managing industryleading vendor national agreements.  Thedirector will identify and build new category specific solutions, recruitexisting members to support new category development, identify and contractwith strategic vendors and support the CoreTrust sales team in sellingestablished Food Solution categories across the membership.  His/her performance will be measured againsta projected Food Solutions revenue forecast.
Individualmust be a seasoned negotiator with in-depth knowledge and experience incontract negotiations and understanding of contract terms and conditions.  Individual must be able to use best practicesand knowledge of internal or external business issues to improve contractportfolio.  Individual exercises judgmentin selecting and/or adapting methods for obtaining solutions - taking a newperspective on using existing solutions to solve for complex problems. 
Individualis expected to be a proven sales professional with a successful track record ofmeeting goals and building strategic relationships with clients in therestaurant / hospitality industry. Individual must have a credible history in the food service industrythat exhibits subject matter expertise and builds creditability based onhis/her past work experiences.
Individualshould demonstrate project leadership for back office team members (finance,contract administration, etc.).
DUTIES(included but not limited to):

  • Developsthe sales and contracting strategy for CoreTrust.  Formulates a clear vision and articulatessteps to achieve the objectives to both internal and external stakeholders inboth vendor engagements as well as member engagements.
  • Work closelywith customers and internal stakeholders that manage customer relationships todevelop a strategy that aligns with customer needs/requirements and meetsobjectives of the group purchasing organization.  An integral part of developing the strategyis managing category specific advisory boards and councils.  Following similar processes and procedures tothat of HealthTrust, employ the boards to be the voice of the membership whileinfluencing them to aligned commitment.
  • Strategiesmust contemplate a variety of complex considerations.  Individual must develop a strategy thatmanages and hedges risk to achieve the desired outcome.  The individual must be adept at readingsituations and adapting strategies or negotiations as necessary throughout thesourcing process.
  • Manageall aspects of new category creation to include member facing sales communication,data collection and requirements definitions, vendor negotiations, followingthe contracting process, creating financial analysis, and managing andvalidating implementation.
  • Strong understandingof the product categories assigned and how end-users interface with theproducts.        
  • Understandingor demonstrated ability to learn in-depth aspects of portfolio:
  • Individualmust know and be able to use knowledge about supplier to develop strategies,create leverage, mitigate risks, and anticipate direction of the market andpotential supplier direction.
  • Thoroughunderstanding and accountability for the sourcing process for their assignedportfolio, including market research, bid preparation, RFI, StrategyDevelopment & Validation, RFP, Contract Negotiations, and contract launch.
  • Overseesupplier relationship during the sourcing process as well as during the clientengagement process.  Participate insupplier business reviews and review new products/technologies as they arise inassigned categories.
  • Buildstrong relationships with senior level supplier contacts.  
  • Buildstrong customer relationships through frequent interaction (all levels, includingexecutive).
  • Workacross the CoreTrust sales team and existing members to recruit companies toparticipate in the development of new Food Solutions offerings.  Such activity will include securing membercommitment, data requirements, and participation in developing contracts
  • Communicationsare primarily focused on effective and efficient communications with internalstakeholders and suppliers as well as frequent communication to customers.
  • Meet/exceedfinancial & operational goals in the annual contracting plan and the annualsales plan.
  • Maintaintimely achievement of all assigned sourcing initiatives ensuring activitiesadhere to all established policies and procedures and standards of businessconduct.
  • Resolvesupplier and/or customer issues, as escalated by Portfolio Specialist.
  • Maintainstrong customer relationships and build trust and respect by consistentlymeeting or exceeding customer expectations. Customers are internal and external.
  • Work withHealthTrust audit team to assist and facilitate engagement and finalization ofaudit projects.

Job Requirements

  •  AccreditedCollege Bachelor's Degree preferred; equivalent experience or culinarycertifications may be acceptable
  • 10 yearsoverall related experience required
  • Minimum 5years senior level sales experience managing large complex relationships andopportunities required
  • Minimum 5years of strategic sourcing experience preferred
  • Minimum 5years of operational food service industry experience in a restaurant orsimilar chain environment