Vice President of Sales - (Clinical Surveillance & Drug Diversion)
The Vice President of Sales for Clinical Surveillance is responsible for managing a US team that generates new sales of Sentri7 Clinical Surveillance (Pharmacy, AUR and IP) and Sentri7 Drug Diversion SaaS software solutions for the Clinical Surveillance and Compliance operating unit of Wolters Kluwer. This team is responsible for hunting new accounts and upselling additional software solutions in the Surveillance portfolio to existing healthcare system accounts in the United States and ensuring that new sales quotas are achieved in accordance with defined sales processes.
The Vice President of Sales for Clinical Surveillance works with business partners in sales operations and sales enablement to ensure field sales representatives are successfully onboarded and trained to communicate core solution messaging, effectively conduct product demos, document sales activity in Salesforce and comply with pricing and contracting processes in delivering new business.
The Vice President of Sales for Clinical Surveillance is a key member of the Senior Leadership team of the Clinical Surveillance & Compliance operating unit within Wolters Kluwer. The VP will partner with the Director of Business Operations, the VP of Account Management, the Sr. Director of Product Management, the Sr. Director of Marketing and the Sr. Director of Technology in conjunction with the General Manager to develop and execute a winning strategy that drives double digit revenue growth, gains in market share and increasing margins for the Clinical Surveillance & Compliance operating unit.
Essential Duties and Responsibilities:
Build and manage an effective sales organization that achieves or exceeds quotas at optimal price points that ensure profitable growth and sustained gains in market share through consistent sales lifecycle management.
Ensure that each member of the team can close business and negotiate commercial contracts successfully
Expand our footprint in client accounts to maximize all revenue potential including developing and executing upsell and cross-sell campaigns within hospitals and across hospitals systems
Develop and manage customer acquisition campaigns in partnership with Marketing and Business Operations to build a healthy pipeline for our products and services that ensures we meet or exceed revenue targets.
Develop strategic executive relationships with key customers and prospects at large hospital systems to sustain and grown the revenue streams from these accounts
Partner with the strategic leadership of other Health Division operating units to create deal teams that can strategize and win business for the Health portfolio across major hospital systems
Own the development and execution of Clinical Surveillance Sales team onboarding and functional, clinical and product training with appropriate certification processes.
Partner with the Directors of Business Operations and Marketing to ensure team compliance with sales operations functions including pipeline management, sales tracking and revenue estimation, forecasting, quota and territory design, compensation design and tracking, market segmentation, market intelligence, competitive account tracking and strategic customer acquisition planning, pricing and contracting.
Ensure that each team member develops and maintains business plans for their territories that will enable them to achieve quarterly and annual quotas and that they develop and execute a sales strategy for each viable sales opportunity that results in new business
Ensure effective sales lead conversion processes and ongoing lead effectiveness reporting
Ensure optimal use of SalesForce.com as a CRM tool and the compliance of all members of the Surveillance sales team with defined Salesforce documentation processes.
Oversee the development and ongoing enhancement of key sales messaging decks and scripts in partnership with Product Marketing
Partner with Business Operations on the proposal generation process including the development of a proposal library with core messaging and templates for reuse and efficiency and the effective development and use of ROI tools and presentations
Partner with other departments to effectively plan and execute key sales presentations
Ensure team compliance with product pricing and credit policy governance processes.
Ensure that clinical and technical resources are incorporated as appropriate in the Sales Lifecycle process
Drive hiring, corrective action and terminations (with HR involvement) for Clinical Surveillance team members.
Conduct performance appraisals and provide coaching/mentoring to direct reports.
Create and sustain a culture that will drive employee engagement and retain key talent
Ensure the development of succession plans and talent development.
Ensure the collection and analysis of key performance indicators to the business.
Analyze, evaluate and continuously improve the effectiveness of sales methods, costs, and results.
Work with the senior leadership team and staff to develop long-range business plans to drive scalable and profitable business growth for the Clinical Surveillance & Compliance operating unit.
Continuously monitor the changing healthcare environment and adjust sales strategies to changes in the market. Study needs and concerns of target customers and ensure sales team members can effectively serve as trusted advisors to these prospects by demonstrating how WK’s solutions will address their challenges and drive their success
Job Qualifications -
Bachelor’s degree in business administration or one of the sciences; MBA in management, finance, or healthcare administration preferred.
The ideal candidate will have:
10+ years of sales experience, with extensive experience in the healthcare technology. 5 years of Sales leadership experience:
Personal characteristics that are aligned with the Wolters Kluwer culture, including accountability, a positive attitude, high-energy, a strong work ethic, common sense, teamwork, flexibility, initiative, maturity, passion and creativity.
Leadership skills, including strategic thinking, creativity, integrity, trust, accountability, credibility, judgment, persuasion/influence, fairness and high ethical standards.
Ability to collect/analyze data, get to consensus and make decisions that are based on strong strategic and financial rationale.
Experience selling software solutions to health system pharmacy leaders with established industry relationships
Experience in managing budgets, prioritizing activities, building teams, managing to deadlines and delegating responsibilities.
Strong financial acumen, with a thorough understanding of profit/loss, the balance sheet, cash-flow, ROI, NPV, etc.
Ability to positively approach new challenges and opportunities, using creative thought processes to uniquely solve problems.
Ability to build and execute processes, with the mindset of continual improvement.
Well-developed communication skills (verbal, written, listening and presentation)
A track record of maximizing performance of sales teams through verifiable year-over-year sales success
Up to 50%