AVP Enterprise Sales (53926)

AVP, Enterprise Sales

Department: Sales / Commercial
Reports To: Chief Commercial Officer or VP, Sales
FLSA Status: Exempt
Location: Remote / Nashville, TN

Position Summary

The AVP, Enterprise Sales is responsible for driving profitable growth across a defined portfolio of strategic and enterprise customers through a combination of new business development and strategic account management. This role serves as both a growth leader and trusted business partner, with responsibility for identifying and securing new enterprise opportunities while strengthening, expanding, and retaining existing customer relationships.

The AVP will develop deep relationships with senior decision-makers, understand customers' business strategies and challenges, and connect NDC's capabilities to solutions that create measurable value for both the customer and NDC. The role will work cross-functionally across Sales, Operations, Finance, GPO Services, Supply Chain, Data & Integration, and other teams to deliver an exceptional customer experience and ensure successful execution of strategic initiatives.

Success requires a strong commercial mindset, executive presence, disciplined account planning, and the ability to balance new customer acquisition with long-term account growth and retention.

Key Responsibilities

Business Development & New Customer Acquisition

• Develop and execute a strategic business development plan for assigned markets, channels, and target accounts.
• Identify, qualify, and pursue new enterprise-level opportunities that align with NDC's growth strategy.
• Build and maintain a healthy pipeline of qualified prospects and opportunities.
• Establish relationships with senior executives and key decision-makers within prospective customers.
• Lead the full sales cycle from initial engagement and discovery through solution development, proposal, negotiation, and close.
• Develop compelling business cases and value propositions that demonstrate NDC's ability to improve customer growth, efficiency, profitability, and operational performance.
• Partner with internal subject matter experts to develop customized solutions for complex customer needs.
• Maintain accurate pipeline, opportunity, activity, and forecast information within NDC's CRM.
• Consistently achieve annual new-business and revenue goals.

Strategic Account Management

• Serve as the senior commercial relationship owner for an assigned portfolio of strategic and enterprise customers.
• Develop comprehensive account plans identifying customer priorities, key stakeholders, risks, growth opportunities, and strategic initiatives.
• Establish strong relationships across multiple levels of the customer's organization, including executive leadership.
• Develop a deep understanding of each customer's business model, growth strategy, financial drivers, operational challenges, and competitive environment.
• Conduct regular strategic business reviews focused on performance, opportunities, risks, and future initiatives.
• Maintain proactive communication with customers and ensure NDC is viewed as a strategic partner rather than simply a service provider.
• Identify customer risks early and coordinate appropriate internal resources to protect the relationship.
• Maintain high levels of customer retention and satisfaction.

Organic Growth & Account Expansion

• Identify opportunities to expand NDC's relationship with existing customers through additional products, programs, services, capabilities, or business units.
• Develop and maintain an opportunity pipeline within assigned strategic accounts.
• Partner with customers to identify opportunities that improve efficiency, reduce cost, increase revenue, or solve emerging business challenges.
• Lead commercial discussions and negotiations related to account expansion and new programs.
• Coordinate internal resources to develop and execute account-growth strategies.
• Achieve annual organic growth goals for assigned accounts while maintaining appropriate margin and profitability.

Customer Advocacy & Cross-Functional Leadership

• Serve as the voice of the customer within NDC and ensure customer priorities and concerns are appropriately understood across the organization.
• Coordinate cross-functional resources to support major customer initiatives, implementations, business expansions, and strategic projects.
• Partner closely with operational account management teams to ensure customer issues are addressed quickly and effectively.
• Escalate significant service, pricing, contractual, operational, or relationship issues when necessary while maintaining commercial ownership of the customer relationship.
• Ensure commitments made during the sales process are effectively transitioned to implementation and operational teams.
• Maintain visibility into major customer issues and ensure they do not create unnecessary retention or growth risk.

Commercial & Financial Management

• Understand the economics and profitability of assigned accounts and prospective business.
• Partner with Finance and Commercial leadership to evaluate pricing, margin, contract terms, and deal structure.
• Negotiate agreements that balance customer needs with NDC's financial and strategic objectives.
• Monitor account performance against revenue, margin, retention, and growth expectations.
• Identify potential revenue leakage, pricing opportunities, or commercial risks and work with appropriate teams to address them.
• Maintain disciplined forecasting for new business and organic growth opportunities.

Market & Strategic Leadership

• Maintain a strong understanding of healthcare distribution, GPOs, supply chain trends, customer needs, competitors, and evolving market dynamics.
• Provide customer and market intelligence to NDC leadership to inform commercial and product strategy.
• Identify emerging market opportunities and recommend new solutions, capabilities, or partnerships.
• Represent NDC at industry events, customer meetings, conferences, and other external forums.
• Contribute to the continued evolution of NDC's enterprise sales and strategic account management practices.

Performance Objectives

Performance will be measured through a balanced combination of new business development, organic growth, customer retention, profitability, and strategic account execution.

Key measures may include:

• New business revenue and/or gross profit
• Qualified pipeline development and pipeline conversion
• Organic revenue and gross-profit growth within assigned accounts
• Customer retention
• Strategic account plan execution
• Customer relationship health
• Margin/profitability performance
• Forecast accuracy
• Expansion opportunities identified and closed
• Successful transition and launch of new customers/programs

Qualifications

• Bachelor's degree in Business, Healthcare, Supply Chain, Marketing, Finance, or related discipline preferred.
• 8+ years of progressive experience in enterprise sales, business development, strategic account management, or a related commercial role.
• Demonstrated success managing complex, enterprise-level customer relationships.
• Proven ability to develop new business and expand existing strategic accounts.
• Experience within healthcare distribution, medical products, healthcare supply chain, GPOs, or a related industry strongly preferred.
• Experience negotiating complex commercial agreements with senior customer stakeholders.
• Strong financial and business acumen with the ability to understand pricing, margin, profitability, and customer economics.
• Demonstrated ability to influence cross-functional teams without direct authority.
• Strong executive presence and communication, presentation, negotiation, and relationship-management skills.
• Ability to manage multiple complex accounts and opportunities simultaneously.
• Experience with CRM systems and disciplined pipeline/account-management processes.

Leadership Competencies

Enterprise Mindset – Understands the broader business and makes decisions that optimize outcomes for both NDC and its customers.

Customer Focus – Builds deep customer relationships and translates customer needs into meaningful business solutions.

Commercial Acumen – Understands how NDC creates value and balances revenue growth, margin, customer value, and long-term partnership.

Strategic Thinking – Looks beyond immediate transactions to identify opportunities, risks, and long-term growth potential.

Results Orientation – Establishes clear goals, maintains accountability, and consistently delivers measurable outcomes.

Influence & Collaboration – Mobilizes resources across NDC to solve problems and deliver customer outcomes without relying on direct authority.

Executive Presence – Builds credibility with senior internal and external stakeholders and effectively navigates complex business discussions.

Role Allocation

The role is intentionally designed as a hybrid commercial position, with approximately:

50% – New Business Development
Prospecting, pipeline development, solution selling, new customer acquisition, negotiations, and closing new enterprise business.

50% – Strategic Account Management & Growth
Executive relationship management, account planning, retention, organic growth, strategic initiatives, and coordination of NDC resources around key customers.