Medecision

  • Vice President, Sales Strategy & Enablement

    Job Location US-TX-Dallas
    Job ID
    2018-1603
  • Overview

    Medecision is transforming healthcare one cool app at a time!

     

    Are you the kind of person that is motivated by the challenge of a dynamic, changing market? Can you utilize and exploit progressive systems and processes to satisfy urgent business needs? Are you a good partner with your teammates; driven to execute team and individual commitments that align with business vision? Does the idea of a high visibility and high impact role in a medium sized, growing company excite you? Are you interested in being part of a team that strives to achieve high business impact, execution excellence and has a lot of fun while we are doing it? Are you ready? We are! Join us in our journey towards liberating today’s fragmented healthcare systems to Connect Care Everywhere.

     

    Medecision is looking for a Vice President, Sales Strategy & Enablement

     

    THIS JOB MIGHT BE FOR YOU, IF…

     

    The Vice President, Sales Strategy & Enablement leader will lead a core function to enable effective proposal, pitch and pricing processes delivered by our sales executives. The goal of this function is to ensure the highest quality proposals are delivered in the market, with solid strategies to win the business.

     

    This high-profile position relies on a deep understanding of sales processes, sales systems and innovative enablement solutions. The VP, Sales Strategy & Enablement will spearhead deal strategy, proposal creation and delivery, commission tracking and calculation and will be responsible for the analysis, reporting and execution for both new and existing employees and clients.  

     

    The Deal Desk management to ensure the effectiveness of our sales pursuits by:

     

    • Implementing standard processes for pitching, pricing, and contracting.
    • Administering pricing policies and working closely with legal to ensure compliance during the sales process with contracting standards and guidelines.
    • Creating, supporting and assisting the sales teams by developing and managing the sales tools required for successful pursuits. Examples are contract pricing analysis, total cost of operation analysis, competitive analysis, proposal development, RFP response strategy, and pricing.
    • Providing consistent education and feedback to the sales team on all matters involving the sales process.
    • Leading effective change management processes for sales (new deployment methods, new contract methods, new security requirements, etc.),
    • Defining and managing territory definitions, commission programs, and sales promotions.
    • Lead the developing, maintaining, and building consensus around Medecision’s point of view on the evolving marketplace and competitive landscape.
    • Play an integral role working with Finance and our Market Strategy teams in creating and executing strategic and operational initiatives related to the pricing and by deal margin tracking.
    • Price new and renewal deals and develop processes to track product performance and optimize by account margins while minding customer retention.
    • Execute advanced analytics / modeling to adjust product pricing and maintain high gross margins.
    • Conduct pricing analyses use of win/loss analysis, bundling, discounting methodologies, new verses upsell pricing, market segment pricing sensitivity.
    • Research competitor products and pricing, in concert with our Market Strategy team.This person will also be accountable for commission modeling and calculating monthly commission payments for employees. This person will be a key stakeholder in the client engagement process as this role is integral to securing our financial goals by drawing on her/his background to further pricing objectives and drive towards client satisfaction. The successful candidate will be able to work across all levels of the organization to develop and enhance a culture of sales excellence and profitability optimization at both the strategic and tactical level. This candidate must possess an extremely high level of business acumen, rooted in strong financial principles.  

     

    Reports to:  SVP, Mid-Market Sales & Account Management

    Location(s): Dallas, TX

    Responsibilities

    YOU’RE GOOD AT:

     

    • Driving Pricing Strategy development and deployment.
    • Developing, reviewing and approving pricing and deal structures, ensuring compliance with price structure, profitability and solution components. 
    • Managing requests for proposal (RFP) pricing responses and advising on deal strategy and negotiations while capturing and providing business and competitive intelligence. 
    • Tracking, analyzing and reporting metrics such as turnaround time, win rates, cycle times, average deal size, profitability and pricing compliance.
    • Developing account strategy with the account teams as well as reviewing and approving presentations, ensuring content excellence and consistency.
    • Wining business by performing pricing and estimating function to our internal/external customers by collaborating with Sales, Marketing, Finance, Legal and Executive Team members.
    • Analyzing and communicating actual performance for sales to determine if adjustments to strategy are needed.
    • Building metrics, analytics, and insight generators from core reporting for socialization of price competitiveness throughout the organization.
    • Evolving our pricing decisions through improving reporting, tools development, and pricing metrics.
    • Planning and modeling commissions for future planning, forecasting, budgeting and analysis.
    • Calculating individual employee commissions monthly and modeling the territory for individual payments.

    Qualifications

    YOU HAVE:

     

    • MBA in finance or a related business field.
    • 5+ years of deep financial modeling experience in pricing strategy and theory in the following industries and categories:
      • Pricing strategy and theory; preferably in software and SaaS business model
      • Health Industry background and experience; preferably a dual degree MHA-MPH/MBA or similar joint degree
      • Finance industry background such as M&A Banking in healthcare
    • Experience in building and administering commission programs.
    • Superior communication and presentation skills are required, must have client-facing experience and comprehensive understanding of financial management principles and profitability metrics.
    • Adept at navigating complex, high-pressure environments.
    • Self-motivated and proactive, with strong organizational and time management skills as well as strong analytical, evaluative and critical thinking skills.
    • Ability to clearly and concisely summarize complex quantitative concepts, both orally and in written communications to internal and external stakeholders.
    • Proficiency in Microsoft Office applications, particularly Microsoft Excel, Outlook and PowerPoint.
    • Proficiency in financial modeling and spreadsheet functionality is required. Must be able to manipulate data effectively and present findings to management and key stakeholders.
    • Detail oriented, exercise sound judgment and possess the confidence and interpersonal skills to communicate effectively with leadership.
    • Ability to build relationships and foster a collaborative environment with all stakeholders.
    • Self-motivated person with a positive, professional attitude, with a progressive, consistent work history.

     


     

     

    OUR CULTURE DRIVES US

    It’s not all about what we do. It’s as much about how we do it. Medecision team members show up. We consistently exemplify our 6 core values of success:

    • Execution. Service – We deliver “standing ovation” service. Speed – We are Agile. Ownership— We all take ownership and responsibility for how we deliver our promises, how we spend money, who we hire, what we build and how we help one another grow.
    • Passion. We show an infectious emotional commitment to our work because what we do is important to our customers, one another and ourselves.
    • Partnership. We are all in this together, without boundaries. Our internal/external network contains the solutions we need: we’ll continuously seek them out, use them and improve them.
    • Leadership. We are Medecision’s brand. We are experts in care management, care coordination and healthcare information and technology. We lead our clients to excellent results by providing our expertise on best practices, industry trends, solutions development and innovations. We are moving in sync with an evolving industry. There is no problem we cannot solve.
    • Innovation. We are in a constant state of discovery, inventiveness, thinking outside the box, and leading others internally and externally to do the same.
    • Candor. Medecision communicates in a sincere, direct and famil­iar way. We address conflict directly and escalate issues internally and externally to address conflict with speed and partnership.

    Join us in our quest to liberate healthcare!

     

    This description has been designed to indicate the general nature and level of work performed by an employee within this position. The actual duties, responsibilities and qualifications may vary based on assignment. Medecision is an Equal Opportunity Employer (EOE) and strongly supports diversity in the workplace.

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