Senior Account Manager in Nashville, 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.


Job Summary –
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. Provides and coordinates support for the Account Directors. Provides training and helps Account Managers and Associate Account Managers advance through the Department’s Account Management Development Plan. 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.

Portfolio of assigned accounts includes: Hospitals, Ambulatory Surgery Centers, Long Term Care facilities, and/or Behavioral Health facilities with spend of $10M- $100M, plus one strategic account with $100M spend. This position is office based with 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.
    • Assists implementation team during new member onboarding.
    • 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 meetings and quarterly business reviews.
    • Assists Account Managers in the above items.
  • 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.
    • Reformats data for member-facing presentation.
    • Sales and Account Management:
    • Meets and interfaces with members on a daily basis.
    • 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.
  • Training and mentoring:
    • Helps coordinate orientation of newly hired Account Managers and Associate Account Managers
    • Provides training and helps Account Managers and Associate Account Managers advance through the Department’s Account Management Development Plan
    • Coordinates support for the Account Directors, assigning work and projects as approved by the AVP of Member Services.




Job Requirements

Education

Bachelor’s degree required.

Experience
Minimum 2 years of account management experience (supply chain and healthcare industry preferred)
Sales experience- prospecting, pipeline development, conversion
Salesforce CRM experience preferred