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Director, Premier Accounts sales

United States ● Virtual Req #2847
Wednesday, September 7, 2022
Cross Country Healthcare is looking for top talent to join our team!  Cross Country Healthcare, Inc. (CCH) is a leader in providing total talent management including strategic workforce solutions, contingent staffing, permanent placement and other consultative services for healthcare clients. Leveraging over 35 years of expertise and insight, CCH solves complex labor-related challenges for clients while providing high-quality outcomes and exceptional patient care. As a multi-year Best of Staffing® Award winner, CCH is committed to excellence in delivery of its services and was the first public company to earn The Joint Commission Gold Seal of Approval® for Health Care Staffing Services Certification with Distinction.


The Director of Premier Accounts will be responsible for leading the company’s efforts within a defined area to gain access to, maintain/retain and expand relationships with large direct acute healthcare locations/systems, Group Purchasing Organizations (GPOs), Integrated Delivery Networks (IDNs), partnerships, regional collaboratives, buying groups, and other strategic targets as identified. The Director, Premier Accounts reports to the Vice President, Premier Accounts, Team Leader. 
The Director will oversee assigned Premier Accounts and own the Cross Country Healthcare (CCH) corporate relationship with the client, targeted new logos, license to hunt contracts, and/or third party accounts. He or she will be responsible for selling to and expanding all CCH service lines within with a specific focus on Allied and Nursing. The role is accountable for increasing market share and driving revenue growth through service line expansion, new areas of support and price improvement. Key responsibilities include direct selling, cross selling, contract negotiations, and deepening existing relationships. The person’s performance is measured against meeting or exceeding traveler on assignment (TOA) headcount and order access in accordance with individual portfolio plan. Using consultative sales techniques, industry knowledge and business acumen, will be charged with educating and making recommendations about company staffing solutions. The Director, Premier Accounts will be expected to conduct both on-site and virtual meetings and presentations to clients.    

ESSENTIAL FUNCTIONS
Management of an assigned portfolio of new and existing clients and service line expansion.
Required to be well versed in all CCH Service Lines and staffing solutions and sell all services.
Manage assigned account portfolio consisting of premier accounts, GPOs, VMS and Third Party.
Responsible for growing CCH market share and competitive intelligence in assigned territory.
Recommend pricing and gross profit structure to maximize market share in line with company targets and seek approval from CCH Executive staff to proceed.
Develop a thorough understanding of the client’s current and historical temporary staffing needs, key issues/challenges, and decision criteria.
Engage client stakeholders at all levels (human resource, nursing, financial or purchasing executives) to build and cultivate relationships to continually escalate customer contact level to gain best knowledge, insights, and access to high-level customer needs/strategies.
Ensure a process-driven, planned and thorough account strategy and collaborate with internal stakeholders to achieve desired outcomes. 
Align and coordinate approach with overall sales strategy.
Support new RFP activity and sales asset development as necessary.
Develop and execute strategic account plan by utilizing knowledge of client as well as the market, competitors, and VMS technology.
Work as an inclusive business partner with operations/delivery teams.
Must be able to design and execute a strategy utilizing in-depth knowledge of the client and the market, as well as expert knowledge of CCH staffing service.
Must be able to demonstrate higher value to the client by serving as business consultant and trusted advisor, effectively communicating how CCH services will meet client needs.
Must be able to work closely with Marketing & Advertising to coordinate, develop, and deliver high quality presentations and proposals as needed. It will be your 100% responsibility to lead, develop and manage the proposal process. This includes leading: cross functional kick off meetings to set the strategy for the proposal development, gather pricing recommendations, ensuring legal sign-off on all contracts and planning for a final review and sign-off by CCH and CCH executive teams.  
Must be able to effectively engage and build trusted relationships with AMs and branch operations to coordinate market assessment, target identification, and client contact.
Must take accountability for monitoring and maintaining a high level of market expertise and knowledge, including competitors, and delivery models to identify opportunities and develop key strategies to enhance CCH value to the client and increase CCH market share.
Take accountability for VMS’s portal and internal processes for interfacing with portal. 
Work closely with CCH affiliates sellers and serve as a referral source. 
Must maintain a pipeline of target opportunities, and include revenue potential, status, and outcomes in BullHorn CRM.
Record all related sales activity in BullHorn CRM. 
Provides business management and status reports reflecting organizational performance and short/long term trends.
Coordinate relationships with technology partners to address unique market needs and accelerate product success.
Leads and participates in special projects and performs other duties as assigned.

 
QUALIFICATIONS/EDUCATION/SKILLS

Bachelor’s degree, preferably in Healthcare, Science or related technical degree. 
Sales, marketing, business or a related field with a minimum of two (2) years of business development.
Minimum of five (5) years of equivalent combination of post high school education and experience may be considered in lieu of a degree.  
Prior talent acquisition experience is highly desirable. 
Willingness and ability to travel 50%+ also required.

#IND_01 #CB   

Benefits 
Cross Country Healthcare offers a competitive compensation and benefits program including: Medical Insurance, Dental Insurance, Vision Insurance, Life Insurance, Disability Insurance, Voluntary Insurance,  401(k) plan, Tuition Assistance, and Pet Insurance.

Cross Country Healthcare is an EEO employer - M/F/Veteran/Disability

Other details

  • Job Family Directors
  • Job Function DIR
  • Pay Type Salary
Location on Google Maps
  • United States
  • Virtual