Watertown, Massachusetts
Vice President, Healthcare Sales & Business Development Job Opening in Watertown, Massachusetts - Bright Horizons is the leading provider of employer-sponsored child care, back-up care, early education, and work/life solutions. For more than 30 years, we have helped children, families, and employers work together to be their very best. We pride ourselves on being an organization that ensures that our own employees have the resources and encouragement to succeed in work and life. The guiding principles of our culture are not only based on honesty, respect, and teamwork but on also having fun.
We have an excellent opportunity for you, so come and discover why Bright Horizons has been named twelve times by FORTUNE magazine as one of the ?100 Best Companies to Work For.?
The Vice President of Healthcare Sales & Business Development is responsible for directly managing 3 new sales Directors and responsible for driving the activities of indirectly reporting new sales Directors to meet and exceed aggressive growth targets.
As the Healthcare Sales Leader, you will join a dynamic sales team, drive sales results, and develop solutions that differentiate and offer competitive advantages for the company as a whole. The Healthcare Sales Leader?s responsibility is to drive sales with hospital organizations across all of Bright Horizons? service lines. With a team of direct and indirect reports and support from a robust marketing team, the Healthcare Sales Leader is poised to capitalize on intense demand from hospitals for Bright Horizons? services. Responsible for defining the go to market strategy and collaborating with product and marketing teams, the Healthcare Sales Leader will lead sales teams to results that will contribute significantly to Bright Horizons growth and expansion of multi-service accounts.
Responsibilities include:
Develop and lead the healthcare go-to-market strategy
Define target accounts including existing Bright Horizons clients and new, prospective clients
Lead sales teams to secure new business with hospital accounts to attain team/business unit growth objectives
Collaborate across internal sales teams, facilitating multi-rep sales
Represent Bright Horizons as the thought leader in the healthcare market
Create urgency and interest in purchasing decisions through senior-level engagement at prospect accounts
Define sales approach and sales methodology
Set the standard for client proposals
Provide leadership and direction to sales pursuit team and supporting resources in consulting, account management and other functions
Work closely with operations and finance to ensure smooth implementation upon sale
Provides senior leadership for client services team by developing, managing, and guiding sales activities and strategies to drive revenues and overall contribution to BFAM?s margin including:
Meet and exceed quarterly and annual divisional sales/revenue targets
Effectively lead team through goal setting, compensation plan development, coaching and support to meet and exceed sales targets
Assist and guide the sales team on RFP responses, proposals, pricing and contracts
Develop and implement a comprehensive on-boarding and ongoing sales training for the team
Actively manage the sales pipeline and coach team on how to decrease the sales cycle
Collaborate with the Implementation and Account Management teams to deliver successful client roll-outs
Collaborate with Legal team on all new client contract negotiations
Deliver weekly, monthly, quarterly and annual forecasts and detailed pipeline reports to Leadership Team
Drive interaction with Client Relations and other service line sales teams to accomplish penetration into current and prospective Bright Horizons clients
Actively participate as a member of the Client Services Leadership Team in setting strategic direction of the team
Collaborate with SVP of Marketing to ensure marketing efforts are driving growth of pipeline and helping to close sales
Supervise the marketing/growth interface and trade conference positions in order to drive effective lead generation
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Job Requirements:
Requirements
Bachelor?s degree is required, and a MBA is preferred
Minimum of 7 or more years of sales experience to large accounts sales leadership experience
Experience selling $250K+ contracts to Fortune 500 companies is required
A deep understanding of the healthcare (hospital) industry and market, including workforce trends and talent management dynamics
Experience with complex consultative sales approach is required
Experience with B2B services is preferred
Strong leadership, collaboration skills and the ability to influence peers and colleagues
Strong analytical and sales skills
Proven ability to manage multiple functions and relationships
A demonstrated ability to lead people and get results through others
50% travel required
Job Type: Full-time
Required education:
Bachelor's
Required experience:
sales: 7 years
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