Client Partner - Health Delivery
Job Description and Responsibilities:
We have a unique opportunity for the right experienced Client Partner. This Senior Executive identifies, pursues and owns critical relationships with key clients.. The Client Partner drives new opportunity by developing new relationships and leveraging existing relationships, they provide value to the client and revenue to CSC within the health provider client base.. He/she is responsible for solution sales and accountable for overall client satisfaction!
Critical Success Factors:
This position:
· Demands a disciplined account penetration strategy that delivers and strengthens relationships with executive decision makers in the health provider clients.
· Demands a person with executive health provider management consulting and IT sales experience.
· Demands an extremely well networked solution sales professional. This network must be targeted in the healthcare provider industry.
· Demands an industry expert capable of orchestrating a team of industry, functional, and technical experts to craft a compelling value proposition for executive clients.
· Demands a highly experienced health care professional that cansellbig-value to clients in the health provider market.
· Demands the expertise of a sales professional and healthcare expert able to drive complex, long sale cycles from negotiations through the close of deals that add value and meet profitability targets.
· Demands a proactive business leader that creatively works with partners, clients and resources at CSC to find new solutions that create repeatable value and revenue stream!
Essential Job Functions
* Researches market and coordinates the generation of new business relationships for all product families to enhance company revenues and profits. Oversees the maintenance of existing accounts and approves all leads for potential opportunities for expansion.
* Manages multiple sales cycles from start to finish for delivery of customized business solutions to clients on highly complex projects.
* Oversees and approves the implementation of innovative business development and sales strategies by leveraging product and service offerings in company''s horizontal and vertical markets.
* Participates in conjunction with senior management in negotiations, contract developments, due diligence and other business or alliance development activities. Conducts larger, more complex negotiations and negotiaions of larger, more complex contracts to assist company business development activities.
* Develops and validates viable, strategic business models for business partnerships and acquisitions. Ensures sales solutions support model and enhance company opportunities.
* Develops strategic business relationships with key decision makers including executive management. Builds relationships while positioning company for future prospects.
* Interfaces with internal department executive management and external partners to develop and implement strategies, plans and business models. Ensures sales solutions meet needs of customer and company goals.
* Determines new business courses of action; creates programs to support actions and oversees implementation of same.
* Provides leadership and work guidance to less experienced personnel.
Essential Job Functions
* Researches market, generates new business and qualifies relationships for highly complex products or product families to enhance company revenues and profits.
* Coordinates in conjuction with other members of the pursuit team including the capture and proposal staff, the entire sales cycle from initiation to completion for delivery of customized business solutions to clients on highly complex projects. Crafts approach that meet customer needs and supports company direction.
* Identifies and oversees the implementation of innovative business development and sales strategies by leveraging product and service offerings in company''s horizontal and vertical markets. Crafts solutions to meet customer needs while positioning company for future prospects.
* PProvides support to senior management in negotiations, contract development, due diligence and other business or alliance development needs. May conduct smaller scale negotiations and negotiation of contracts to assist company business development activities.
* Develops and validates viable business models for business partnerships and acquisitions. Implements appropriate model for opportunities.
* Develops strategic business relationships with key decision makers including customer senior management.
* Interfaces with internal department senior management and external partners to develop and implement strategies, plans and business models.
* Determines new business courses of action; creates programs to support actions.
* Provides leadership and work guidance to less experienced personnel.
Qualifications:
Knowledge and Skills Required:
· Previous experience in selling Product based Solutions, IT and Consulting Services to the larger Health Provider profit, not for profit and academic clients.
· At least 10 to 15 years of sales and Health delivery content experience at the executive levels of the health provider clients selling solutions into the healthcare industry with a proven track record of executive sales success.
· Action-oriented, results -oriented, "take charge" attitude, capable of developing a strong business case for client action and the skills to bring those to close.
· Track record of driving new client revenues in excess of $6 million annually.
· Strong executive presence and professional image.
· A team player; a highly collaborative, team oriented process. Leads development of opportunities and management of team resources to grow the business.
Basic Qualifications
* Bachelor''s degree or equivalent combination of education and experience
* Bachelor''s degree in business administration or related field preferred
* Ten or more years of business development or sales experience
* Experience working with the technology industry
* Experience working with company products, services, competencies, solutions, and offerings
* Experience working with standard company sales methodologies and supporting tools and applications
* Experience working with finance and accounting
Other Qualifications
* Strong interpersonal and presentation skills for interacting with team members and prospective clients up to the Board level
* Strong sales skills
* Strong communication skills to listen to the client and articulate back for solutioning
* Leadership skills to guide and mentor the work of less experienced personnel
* Ability to lead and work in a team environment
* Ability to create and maintain formal and informal networks
* Ability to work in a team environment
* Willingness to travel
Job: Sales/Marketing
