VP, Client Sales and Account Management

Job Description

The VP, Client Sales and Account Management achieves revenue and market share targets by defining and managing budget, growth, and operational plans for AMN's staffing and managed services (including cross-selling), by designing and implementing strategic initiatives and action plans, by (cultivating profitable client relationships), and by leading and developing an engaged Client Sales and Account Management organization.

Responsibilities:

• Continually expand individual knowledge of healthcare staffing and managed services market trends, industry analyst updates, and competitive data by reviewing internal and external sources (journals, articles, studies, interactions with clients, etc.) to educate Account Managers (AMs), Regional Directors (RDs).
• Lead and participate in change management efforts to support the organization's transformation within technology, branding, and process improvement.
• Sponsor, lead, and/or participate as a subject matter expert in large projects; within the department or cross-functionally.
• Partner with Leaders of AMs, RDs, and Workforce Solutions teams to identify/generate leads, develop sales plans, structure account planning, and plan responses to Request For Proposals amongst other critical contributions to secure Direct, Preferred, and Master Service Provider (MSP) staffing agreements.
• Develop framework for Annual Territory Plan and conduct ongoing review with sales leaders and sales team members to develop strategies and overcome obstacles for achieving key performance indicators.
• Travel with other sales leaders to attend client meetings, deliver presentations, and to build relationships with potential and existing customers.
• Work with Leader of new sales to enhance productivity by assisting both new and experienced RDs to generate new sales activity, overcome objections, improve Key Performance Indicators, and foster better overall collaboration between the new sales team and the larger AMN organization.
• Identify potential cross-selling opportunities to support regional sales team as they cultivate viable prospects to increase client touch points and grow market share.
• Lead Contracts Administration team that facilitates all contract language review, approval, and escalations of contract term negotiations.
• Collaborate with cross-divisional sales leadership to support RDs/AMs and oversee resolution of escalated issues varying from existing contract terms to ensure service excellence and client satisfaction.
• Communicate regularly with cross-divisional sales leadership to highlight attractive opportunities.
• Collaboration with Recruitment leaders on fulfillment strategies for new and existing customers and job orders aimed to drive strong fill rates.
• Evaluate and hire new Client Sales, Account Management, and Support team members utilizing interviews and competency assessments to identify those most likely to fit the role and development into high performers.
• Responsible to Client Marketing Spend and mix management including conferences, digital, advertising, social media, and internet.
• Conduct one-on-one meetings with leaders and team members to meet goals by coaching, mentoring, inspiring, engaging, and motivating based on individual production levels and support needs.
• Track team and division wide performance metrics to determine points of escalation and develop strategies to ensure goal achievement.
• Foster effective partnerships with Client Sales and Account Management team members, Recruitment, Client Contracts, Legal, Credentialing, Billing, and Marketing to ensure revenue growth and client service excellence.

Minimum Education/Certifications:

• Bachelor's Degree preferred

Minimum Experience:

• 7-10 years sales, recruiting, or account management experience in a service industry.
• Experience within the client function of a business strongly preferred.
• Client facing experience strongly preferred.
• 7-10 years managing direct reports.

Preferred Experience

• Healthcare staffing and managed services industry.
• Experience leading large, diverse teams.

Our Core Values

Respect • Passion • Continuous Improvement • Trust • Customer Focus • Innovation

At AMN Healthcare, our diversity, equity, and inclusion philosophy is grounded in the belief that we should respect all voices, seek different perspectives, and succeed when we act together as a positive force for all of humanity. AMN Healthcare strives to foster a workplace of belonging where all team members can be their authentic selves, where we can apply our collective skills to innovate solutions that empower the future of care. AMN Healthcare is an equal opportunity employer.

Pay Rate

$132,000 - $165,000 Salary

Final pay rate is dependent on experience, training, education, and location.

This position may include additional compensation such as bonus or commission. Please ask your recruiter for more information.