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Director, Strategic Account Development

Overview

Leads business to business customer solutions through sales, implementation and account management across all regions to support the achievement of enterprise strategies and targets. Collaborates with customer c-suites to identify and develop new business opportunities. Leads account planning process. Works under general direction.


Responsibilities
  • Builds new and expands current VNSNY relationships with customer c-suites or practice/facility senior leadership that results win/win business growth opportunities and effective cross-selling of all VNSNY programs and services. 

  • Identifies new opportunities for VNSNY to be a strategic partner to the account; leads strategy development of new and/or enhanced business opportunities designed to generate qualified referrals and build new clinical initiatives.  Presents and discusses solutions with key customers.

  • Analyzes the strategic direction of the customer and identifies key opportunities to partner with new and existing customers that meet the goals of both enterprises. 

  • Maintains ongoing contact with VNSNY leadership across all lines of business to ensure sales strategies are aligned with individual business growth targets.

  • Leads the annual account planning process; reviews account plans throughout the year to monitor progress against goal and the execution of account strategies.  Updates plans as needed.

  • Uses value-added and solution selling methodologies to create initial interest; identify, define, and document critical business needs; create vision of potential solutions to business needs; justify return on investment; qualify, control and close opportunities; and set proper customer expectations in sales cycles.

  • Prepares and delivers presentations for new and enhanced programs/products to c-suite executives, and oversees implementation activities linked to such programs and services.  Collaborates with program subject matter experts for presentation, as appropriate.

  • Provides leadership to other team members in relation to the Enterprise Business Segment.

  • Partners with c-suite or practice/facility senior leadership to address and problem-solve system wide issues.

  • Keeps up to date on the latest health care, region, and channel issues and trends through networking, professional memberships, and select journal reading.  Synthesizes trends and determines application and integration into account development strategies.  Shares information with VNSNY leadership.

  • Monitors competitive environment and keeps a “pulse” on current issues, concerns, and trends.  Anticipates impact on current accounts and identifies opportunities and challenges.  Develops recommendations to address such issues, etc.

  • Incorporates sales model, account development sales training, and customer relationship management tools when planning for and meeting with internal and external customers.

  • Participates in contract negotiations.

  • Utilizes customer relationship management software for documentation of sales activities and analysis of customer utilization data to plan strategic account interactions.

  • Develops and oversees the implementation of clinical initiatives or pilot projects within assigned accounts.

  • Participates in learning opportunities that develop and enhance product knowledge of VNSNY programs and services including account development meetings, sales training, shadowing, coaching, etc.

  • Analyzes data and reports to identify trends in customer referral/admission patterns as well as potential growth opportunities within accounts.  Makes recommendations based on analysis.

  • Participates in communication huddles, coaching sessions, and giving/receiving feedback with ESG leadership, Intake staff and peers.

  • Participates in, and leads as appropriate, ongoing communication with central and regional intake teams.

  • Participates in special projects and performs other related duties, as required.


Qualifications

Education:

  • Bachelor's Degree in Marketing, Business, Health Care Administration, Nursing or related discipline or equivalent work experience required.

Experience:

  • Minimum of five years of management, marketing or sales experience required, preferably in health care, nursing, social services, or related discipline required.

  • Ability to adapt to change and work in a team based environment required.

  • Ability to be persuasive, negotiate to win-win outcomes and demonstrate exceptional customer service skills required.

  • Demonstrated ability to gain commitment, build rapport with others (facility executives) required.

  • Strong detail oriented and follow up skills required, as well as the ability to manage multiple priorities.

  • Knowledge of managed care, Medicare/Medicaid and insurance authorization/billing preferred.

  • Demonstrated successful strategic/solutions and/or systems integration sales experience required.

  • Ability to collaborate with and influence others inside/outside own department/functional area required.

  • Bilingual skills may be required, as determined by operational needs.

  • Valid driver's license may be required, as determined by operational/regional needs.


ABOUT US

The Visiting Nurse Service of New York (VNSNY) is one of the nation's largest not-for-profit home- and community-based health care organizations, serving the five boroughs of New York City, and Nassau, Suffolk, and Westchester Counties. For over 125 years, VNSNY has been committed to improving the health and well-being of people through high-quality, cost-effective health care in the home and community. We offer a wide range of services, programs, and health plans to meet the diverse needs of our patients, health plan members, and clients from before birth to the end of life. On any given day, VNSNY employees - including nurses, rehabilitation therapists, social workers, home health aides and other professionals - deliver compassionate care, unparalleled medical expertise, and 24/7 solutions and resources to approximately 40,000 individuals in our care helping them to live the best lives possible in their homes and communities.