Business Development Manager
Taylor Healthcare is
looking for highly motivated and high-energy Business Development Manager to grow our Healthcare business.
This is a virtual position and will be supporting our Mid-Atlantic and Northeast region of the United States. The
BDM will be responsible for new business development across all Taylor solution sets.
Generate new business and drive major expansion business with current clients.
Will work closely within our established GPO relationships in pursuing new business
for Taylor Healthcare.
Deliver compelling and
memorable value-based messaging to key decision makers and influencers (Hospital Executives/CXO’s, Supply Chain/Procurement,
CIO’s, Physician Leaders and hospital committees).
Provide aggressive and
professional sales lead follow-up and follow-through.
objectives (quota attainment, reporting, and communication).
Ensure that sales metrics
are exceeded and well documented in CRM.
Holistically own and
lead the sales process from beginning of sales process to negotiating and closing contracts.
Coordinate RFP responses, prepares pricing and proposals and other aspects of the sales
process on a regular basis.
Participate in team
projects that support goals and objectives.
Train and educate sales
team members within territory.
Work as a team member
with other departments to secure customer expectations are met. Facilitate meetings as needed with these departments as part
of the sales process.
Provide accurate forecasts to closure using
sales process milestones.
Create a comprehensive
Sales Strategy through four key areas: Lead Generation, Qualification, Recommend and Close.
Continually gather and analyze market data and industry trends.
Consistently develop comprehensive competitor knowledge.
Create and refine value messaging for products based on circumstances within each territory.
Define specific methods for delivering value messaging within each market.
Work with prospects on a strategic level, understanding both short term and long term
goals. Build value messaging based upon each prospect’s unique needs.
Proficient at demonstrating software solutions focused on value rather than feature/function.
Consistently and accurately maintain a solid timeline of customer activities within
an on-line CRM tool.
Work with sales support and marketing teams
to assure you have the materials prospects need.
Use phone-based cold
calling technique to secure meetings. Employ multiple methods to gain leads.
Research contacts and visit prospective customers to determine their business needs. Follow the sales process and
maintains face to face contact with prospects to ensure successful closure of funnel opportunities.
Successfully motivate and direct a team of additional resources to work effectively with
you to win business. Such resources include product specialists, sales support, marketing, professional services, R&D.
Help design and participate in key client events such as tradeshows and product demonstrations.
Stay current on best practices and industry standards.
Minimum of 3 years in Healthcare sales required.
Must have a Consultative Sales approach capable of navigating a complex sales process 6-12
Ability to travel a
minimum of 50% of the work week on average.
and interpersonal skills. Excellent story telling ability. Excellent listener.
Extensive experience delivering compelling and memorable presentations to executives, supervisors and end users.
Professional appearance and presentation.
Persistence, Determination and Patient through entire sales process
Experience selling to new prospects and matching the prospects needs to the value we can provide.
Experience with handling objections and demonstrated tenacity to show value and close
large software sales in healthcare.
3 + years of successful
sales to Hospitals or IDN’s within an assigned geographic territory.
3+ years’ experience within the healthcare communications industry.
Demonstrated successful sales experience utilizing a sales process, such as Miller Heiman, Challenger Sales, Consultative
Documented experience meeting or overachieving
Experience effectively utilizing an on-line
Proficient with more than one software product
line or major module.
Savvy in MS software applications such as
Outlook, Word, Excel, PowerPoint and other various software applications used as required.
Healthcare Experience and industry knowledge required.
Bachelor’s degree is required; MBA a plus.
Salesforce.com experience is a plus.
If interested please apply directly - http://app.jobvite.com/m?3kfSJjwY
Apply Now Job ID 146713
Date posted 02/05/2018
Responsible for the day-to-day operations of the Peoplesoft Materials
Represent Lahey Health Supply Chain functions in the implementation, upgrade and testing of Inventory
and Purchasing systems, including implementation of the PeopleSoft Materials Management System. Manage the item master file
data and procedures to ensure that required information is accurately and securely maintained. Provide responsive information
in the form of reports and statistical presentations to management and others with authorized access. Implement new programs
and systems using product and usage data to support all business and functional areas. Provide day-to-day guidance and direction
for all resources assigned to Supply Chain in regards to information systems and inventory control functions.
Essential Duties & Responsibilities including but not limited to:
1. Work with the Director
of Purchasing and the SR MMIS Administrator to implement the Supply Chain software systems which best meet the needs of these
functions and the best strategic interest of Lahey Health (currently PeopleSoft SCM 9.0). Keep the team members informed,
motivated and enthusiastic during technical delays and informational delays in other business areas during the implementation
process. Work with subcommittees assigned to specific project tasks.
3. Maintain data integrity of item master
file, including price updates, item adds, part # changes and interface data (for example, for Epic and Pyxis). Provide cross
reference data for conversions.
4. Receive and resolve Help Desk Remedy tickets for Peoplesoft Supply Chain issue
5. Monitor processes of systems including, but not limited to: Peoplesoft, GHX, Pyxis. Provide resolution
to issues as needed. Maintain and build queries as needed to allow for data extraction using the PeopleSoft query manager
6. Respond to Senior Management, Supply Chain, Finance and clinical and hospital manager requests for information
by designing/creating processes and reports, producing some on request and some on automatic schedule.
in the budget process by researching supply records to identify misappropriated dollars and assisting managers in requisition
adjustments to charges.
8. Submit requests to the Director of Purchasing for updates and hardware modifications
to the PeopleSoft materials management system.
9. Participate in Lahey Health system expansion and integration
projects. Participate as a member of the Supply Chain team on a variety of MMIS and non-MMIS programs and issues.
10. Trains new staff at Lahey Health in the use of the PeopleSoft materials management information system. Communicates
changes and updates to all system users.
11. Organizational Requirements:
- Maintains strict adherence
to the Lahey Health Confidentiality Policy.
- Incorporates Lahey Health Guiding Principles , Mission Statement and Goals
into daily activities.
- Complies with all Lahey Health Policies. Complies with behavioral expectations of the department
and Lahey Clinic.
- Maintains courteous and effective interactions with colleagues and patients.
an understanding of the job description, performance expectations, and competency assessment.
- Demonstrates a commitment
toward meeting and exceeding the needs of our customers and consistently adheres to Customer Service standards.
in departmental and/or interdepartmental quality improvement activities.
- Participates in and successfully completes
- Performs all other duties as needed or directed to meet the needs of the department.
Degree or equivalent education and experience.
Licensure, Certification, Registration: None
Knowledge & Abilities: Supervisory/management skills for managing resources at diverse levels across functional areas
(project specific). Ability to manage and balance conflicting priorities. Demonstrated negotiation skills with internal resources,
external vendors and executive levels. Ability to conceptualize, analyze and evaluate large data sets. Manipulate data using
pivot tables, VLOOKUP and other Excel tools.
Experience: Seven years experience with materials management information
systems. Direct Healthcare inventory control experience. Must be able to act independently, take a proactive approach to problem
solving and issue resolution and work well with all levels of the organization.
Please apply directly online at http://www.laheyhealth.org/engage-with-us/careers.
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This position is responsible for ensuring the successful implementation of National Group
Purchasing Organization (NGPO) contracts with a view toward maximizing cost savings through contract utilization. The Contract
Administrator is also responsible for identifying regional contract opportunities, that compliment the NGPO portfolio, and
negotiating with suppliers to bring meaningful cost savings to the membership via contract uptake. Successful performance
in this position requires the ability to deal effectively with vendors, members, and the NGPO.
Administrator will work collaboratively with Account Management, Analytics, Finance, and other Contracting team employees
to support members with their contracting initiatives.
Identify, implement, and monitor opportunities to aggregate member
purchasing volume and negotiate improved pricing under the terms of NGPO contracts
Analyze marketshare, conversion, benchmarks and cross reference
data for use in contract negotiations
supported data for contract decisions
contracts with vendors, build strategic relationships to bring value to the Yankee membership
Work with Yankee membership to identify the best contract
choices; evaluate multi-source NGPO contracts based upon quality, representation, and cost
Identify regional contracts that compliment the NGPO portfolio
opportunities, negotiate and execute final contract pricing, and implement contract uptake to increase cost savings to the
new vendors for potential contracts for all Yankee Alliance membership (includes but not limited to screening vendors that
are soliciting contracts)
opportunities to maximize savings through a competitive bid process
Monitor existing contract volume and payment of administrative fees
Conduct business partner reviews to monitor contract uptake
Manage process to improve
penetration and performance of business partners in member facilities
Resolve service or pricing issues related to contracts on behalf of membership
Analyze off contract spend and work with the Director of
Contracting to identify opportunities for new Yankee Alliance contracts
Bachelor’s degree, or comparable experience, and minimum five
years hospital purchasing experience preferred
Experience working for a medical supplier or in the medical insurance industry desirable
Bachelor’s degree in Business Administration or an industry-related
Thorough knowledge of NGPO and regional contracting processes
Thorough understanding of supply chain
and product issues in departments such as Materials Management, Pharmacy, Food Service, OR, Imaging, Cardiology, Facilities
Management, and Laboratory
Excellent interpersonal and presentation skills, ability to communicate with members and vendors
Good customer service
Strong organizational and analytical skills
Strong negotiation skills a must
Ability to work in
a team environment
Flexibility, ability to work under pressure with short deadlines
Strong working knowledge
of Excel, PowerPoint, Word,