Vice President, Client Development

Position Summary

The Vice President, Client Development will shape the vision and strategy for the Client Development team, leading a team of Client Development Executives in strategic selling to hospital and health system executives through intricate enterprise sales cycles. You will craft and execute a robust sales strategy to ensure consistent business growth and surpass our goals.

Essential Responsibilities/Duties

• Shape the vision and strategy for the Client Development team, providing purpose, motivation, and direction.
• Coach and lead Client Development Executives through various activities to identify, qualify, develop, and sell complex specialty pharmacy services and solutions.
• Establish clear sales metrics and benchmarks, ensuring progress and expediting the sales process.
• Formulate and execute a sales strategy to expand market share partnerships for Clearway Health.
• Create compelling sales presentations to executive and senior leaders within health systems.
• Create proposals and business terms based on data analysis and pro forma delivered by Clearway Health analysts and strategists.
• Lead negotiations on contract terms and pricing with client input from Legal, Finance, and the Senior Vice President of Client Development.
• Ensure market penetration of target opportunities.
• Develop and maintain an active and accurate pipeline, representing and reporting an accurate 12-month projected sales forecast monthly.
• Maintain the customer relationship management program to accurately reflect sales pursuits and pipeline updates.
• Build relationships with consultants, channel partners, and industry contacts to continually bolster the sales pipeline.
• Lead conference and industry event sales strategy to cultivate new potential client relationships and promote Clearway Health's services and solutions effectively.

Education & Experience

• A bachelor's degree from a four-year college or university is required.
• 10+ years of sales experience and 5+ years of sales leadership-related experience in the hospital or health system setting is required.
• Pharmacy or Specialty Pharmacy experience is preferred.

Knowledge & Skills

• Extensive track record in enterprise hospital and health system sales, including managing senior executive relationships.
• Proven success in building and leading national sales teams.
• Accurate forecasting of sales opportunities with regular delivery of forecast and pipeline updates and reports.
• Demonstrated ability to collaborate with diverse business unit leaders, including executive leadership and various stakeholders.
• Exceptional executive presence and strong communication skills for engaging with senior client executives and effective collaboration with internal and external teams.
• Substantial finance acumen, understanding data analysis, pro formas, business terms, and contract creation.
• Demonstrated negotiation skills with a track record of closing multi-million-dollar contracts ($10M+).
• Experience navigating CEO and hospital/health system Board-level approvals for contract signatures.
• Exceptional ability to balance strategic and tactical planning amidst competing priorities in a fast-paced healthcare environment.
• Confidence, high energy, and self-motivation, showcasing leadership skills, good judgment, and innate team leadership ability.
• Familiarity with CRM software, EMRs, and other pharmacy systems.

Special Working Conditions

• Travel will average 40% of the time, with increased travel for conferences.

Pay

The current annual compensation range for this position is $175,000 - $219,000. The actual rate within this range that you will be offered will depend on a variety of factors including geography, skills and abilities, education, experience, and other relevant factors. In addition to a competitive base salary, this role is eligible to participate in the company’s bonus program as part of its comprehensive and rewarding benefits package. This opportunity offers a compelling combination of compensation and performance-based incentives designed to recognize and reward contributions.