Regional Vice President
Job Description
The Regional Vice President leads our overall relationship and is the single strategic point of contact for large, multi-service clients (“strategic accounts") where we have a desire and reasonable expectation of renewing and/or expanding services. As the most direct link to our largest clients and their needs, the RVP is a key driver of our revenue retention and growth. With the primary goals of retaining services and identifying and pursuing significant growth opportunities for Health Dialog offers and services, the RVP is accountable for: developing and maintaining key relationships at their aligned clients, stewarding the overall relationship internally and externally, and bringing Health Dialog’s best resources to bear to help clients achieve their business objectives. The RVP is responsible for defining the account strategy and working closely with Client Performance to translate the client and account strategic goals into an integrated, value-driven program.
This highly valued role is viewed as a strong influencer within Health Dialog and as a trusted and strategic advisor to clients. The RVP will exhibit knowledge of health care trends and apply industry knowledge to assist the client in developing and communicating program goals and objectives. The RVP will display superior product knowledge and the ability to apply this knowledge toward maximizing program value and proper resource management.
Accountabilities and Activities:
Drive profitable revenue growth by retaining, extending and expanding clients’ use of Health Dialog services and expertise
Build strong and trusting relationships with client organizations that position both organizations for success
Manage the most senior levels of relationships within an account
Steward overall relationship internally and externally; lead stewardship/governance meetings with clients
Develop strategy for maximizing client relationship and revenue potential
Identify sales opportunities, develop sales strategy and plan, and manage discussions with clients as appropriate
Lead client contracting and pricing decision-making
Demonstrate value-added solutions to senior client leadership using a professional consultative approach
Display exceptional strategic selling skills including discovery, ROI development and presentation in the sales process, sales cycle maintenance, tactical planning, and closing
Set annual program KPIs in consultation with the Client Performance team. The Client Performance team will be responsible for developing and executing the operational plan to achieve the agreed KPIs, including program ROI goals
Define communication strategy and develop opportunities to present program information and value proposition to key senior stakeholders
Engage the client frequently to share and understand strategic initiatives
Exhibit strong advocacy on behalf of the client to internal teams
Act as an internal voice of the customer to drive product development within HD (provide input to HD regarding industry trends, client needs, and competitive landscape)
Ensure project implementations are coordinated with appropriate internal staff as well as client functional areas
Establish priorities and escalate issues when necessary
Actively network in local and national Healthcare market. Be considered an industry expert and participate visibly in respective market
Maintain and grow revenue and profitability within assigned book of business
Recruit and mentor associate level staff
Typically manage 10 – 15% of HD revenue
Travel is dependent on client needs. A Regional Vice President is generally expected to be available and responsive to their clients and client teams, including after business and weekend hours
JOB REQUIREMENTS
Qualifications, Training and Experience:
Proven success in building positive and lasting consultative relationships with senior level executives
Demonstrated significant client relationship management skill and experience
Consultative selling skills, able to design a program that meets the client’s strategic goals
Credible experience in management consulting, strategy consulting, or large account management/sales, preferably in the Healthcare space
Significant experience in managing complex, highly integrated relationships
Demonstrated selling success and measurable client results
Proficient in sales, marketing, staff development and data analytics
Strong leadership skills
Proven ability to manage multiple client accounts
10-15 years of business experience with a minimum of 6 - 10 years client facing experience including sales and projects/ program management experience
Advanced degree (e.g., MBA) or professional credentials preferred but not required
Judgement Skills:
Able to determine the root cause of trends that are evident and can apply reasonable solutions to address issues
Understands health care trends and can interpret to client as a means of clarifying strategic objectives
Able to balance client needs with HD goals and objectives, including programmatic integrity and corporate profitability
Freedom of Action:
Large degree of autonomy with minimal daily input from VP, Account Development
Pro-active liaison and relationship management with clients, business partners, and internal stakeholders
Dimensions:
Typically manages 10 – 15% of HD revenue
Environment:
Travel as required to support client relationship
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