Vice President-Client Partnerships

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The Role

The Vice President - Client Partnerships (VP-CP) is responsible for the success of Nordic client partnerships and sales.  This position will collaborate with other leaders on company strategy and overall business operations and vision for Nordic.  The VP-CP is responsible for leading and managing their regional account team to achieve Nordic’s strategic goals.  

Key Responsibilities

The Vice President – Client Partnerships will have the following key responsibilities which include, but are not limited to:

Sales Leadership

• Drives sales activity to achieve established sales targets and strategic initiative goals

• Defining, monitoring and acting upon sales metrics to ensure regional team performance

• Utilizes CRM to forecast revenue, manage sales pipelines and actively track and measure the effectiveness of sales activities and outcomes

• Demonstrating a high sense of urgency, ability to independently drive opportunities, and bring new clients and opportunities to Nordic

• Drives on end-to-end sales excellence through continuous process improvement and individual development of sales talent

• Actively participates in sales process to guide staff and assist in closing key opportunities

• Develop business development organizational strategies by contributing information, analysis, and recommendations to functional strategic thinking and direction; establishing regional objectives in line with organizational objectives

• Providing feedback to internal cross-functional teams on market trends based on client interactions

• Representing Nordic at industry conferences and events

• Collaborating with Client Partnerships leadership to construct and execute on sales organization business plan - including budget, hiring plans, marketing strategies, and organizational design

• Maintaining industry expertise in challenges facing healthcare organizations and how Nordic’s solutions are aligned to solve problems and bring value to the organization

• Managing pivotal relationships with third party HIT vendors

Team Leadership

• Providing day-to-day management and team leadership, including responsibility for performance management, recruitment, and ongoing professional development

• Empowering team to independently manage their client base while also keeping a pulse on individual sales activities to ensure high value opportunities are being pursued and accounts properly managed

• Mentoring and developing team members in client engagement, value-based selling, opportunity development and opportunity management

• Coaching team members on prospecting, account strategy, proposals, and client meeting preparation

• Developing effective relationships as indicated by internal measures and partnering collaboratively with other internal teams to support the needs across the organization while ensuring teams operate at maximum efficiency

• Leading internal initiatives to enable continuous improvement of the department

• Working on projects that may be assigned on an ad hoc basis and may assist other corporate initiatives as necessary

• Accountable for the account management function & consistency within and across region

Client Engagement

• Serving as the primary executive contact for clients and prospects within and across regions

• Developing new relationships and growing long-term relationships; serving as a trusted advisor and escalation point to Nordic clients and prospective clients

• Ensures account prospecting within and/or outside of region is successful.

• Using industry expertise to provide consultative thought leadership to client partners in sales and ongoing account management conversations

• Participating in strategic account plan development and implementation for region across all Nordic business lines

• Leading and co-leading calls and onsite visits with clients to identify and develop opportunities

• Listening carefully to client’s needs and challenges, and work in collaboration across Nordic’s business lines to effectively develop solutions that successfully meet client’s expectations and needs

• Speaking clearly to Nordic’s differentiators in the industry and to each business line services and their value

• Successfully guide and/or develop customized written proposals and presentations.

• Identifying and managing new opportunities and solutions to the benefit of the healthcare organizations and Nordic’s continued evolution

• Assists team with account prospecting for accounts within and/or outside of region

• Liaising between clients and internal teams to ensure the timely and successful delivery of Nordic solutions

• Guiding management of client escalations, identifying solutions to address the situation, and how Nordic can prevent future escalations

• Ensuring that our clients are satisfied with Nordic’s services and executive-level support based on per client ratings and feedback

Skills and Experience

• Bachelor’s Degree or equivalent experience, postgraduate degree or equivalent preferred

• 10+ years of related experience as a leader of a team, division, large project or department

• 7+ years of demonstrated success in leading and developing a high-performance client services and sales team in IT healthcare preferred

• Demonstrated ability to set strategic direction, develop compelling and sustainable customer relationships, and work cohesively with the entire organization to deliver results

• Proven skill in conceptualizing both problems and solutions, identifying key impacts, and experience converting concepts into actions in a way that is compelling for clients and actionable by the team

• Demonstrated skills working with client partners at the executive levels

• Must demonstrate and embody Nordic’s maxims

• Ability to adapt quickly to changes in the work environment and to alter approach or method to successfully lead change

Additional Details

• Willingness to travel up to 80% of the time