Regional VP, Client Development Health Dialog

The Regional Vice President, Client Development (RVP) leads our overall relationship and is the single strategic point of contact for Health Dialog clients providing the successful client relationship management factors required to consistently renew and expand 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 senior relationships at their assigned 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.Â

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.Â

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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, targeting key leaders in the “C-suite†including the CEO, CFO, and other relevant senior executives
• Champion overall relationship internally and externally; lead stewardship/governance meetings with clients
• Develop strategy for maximizing client relationship and revenue potential including effective use of Health Dialog resources such as the members of the Executive Operating Committee, the Research and Development, Client Performance, and the Information Technology teams
• Identify sales opportunities, develop sales strategy and plan, and manage discussions with clients as appropriate
• Lead existing 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
• Ensure that annual program KPIs are consistent with the strategic direction and needs of senior leaders at the client. The Client Performance team will be responsible for developing and executing the operational plan to optimize program performance
• 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)
• 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
• Typically manage 20 â€" 25% 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

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 EVP, Market Development
• Pro-active liaison and relationship management with clients, business partners, and internal stakeholders

Dimensions:

• Typically manages 20 â€" 25% of HD revenue
• Travels as required to support client relationship - primarily West Coast

Environment:

• Considerable travel throughout the US is required
• Responsible for understanding and complying with all company policies that are applicable to their job function and participate in mandatory training in a timely manner

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