Manager of Strategic Accounts

KEY OBJECTIVE:

• The Manager, Strategic Accounts will serve as a trusted partner to Hayes’ key enterprise clients by developing and fostering deep and long-lasting relationships, with the overall goal of nurturing the client relationship, protecting the integrity of our service, and driving customer loyalty.
• The Manager, Strategic Accounts is pivotal in ensuring client retention, satisfaction/advocacy, and GROWTH.

ROLE:

• Partner with Director, Strategic Accounts to strategically grow existing and new business
• Service & develop named strategic client accounts, existing and new, by utilizing service line product knowledge, understanding of each client’s locum utilization and communication of the recruitment process  
• Build relationships with strategic accounts and be point of escalation for those contacts
• Nurture & initiate client relationships by establishing an integrated network of communication & point of contacts for health systems 
• Maintain regular contact and site visits within assigned accounts and territory
• Present key results and opportunities to senior level contacts at client
• Partner with the Physician Recruitment team to maintain awareness on open jobs and physician activity
• Partner with the Director of Business Development to create, maintain and address service quality concerns
• Attend and participate in strategic conferences as well as customer events  
• Facilitate voice of customer reporting and applicable business review reporting  
• Create and develop individualized account strategies for expansion opportunities in collaboration with Director, Strategic Accounts

RESPONSIBILITIES:

• Integrated System-wide relationship
  • Understand who the key decision makers and influencers at each facility identified
  • Build new relationships with C-Suite and VP level contacts in an effort to create more integrated and global effort to meet clients need.
• Voice of Customer
  • Respond to requests, questions, issues for target clients.
    • Escalation to Director, Strategic Accounts.
  • Enhance customer service and additional attention to ensure expectations are meet and delivered
• Customize Credentialing Process
  • Work w/ MSS to establish credentialing process/expectations with each Key Account in collaboration with Director, Strategic Accounts
  • Interact around a problem file (i.e. set up conference calls)
• Strategic Visits /Conferences
  • Annual Site Visit
  • Additional visits to territory clients
  • Regional Conferences
  • Participate in client charity events and other client entertainment functions
• Business Review
  • In collaboration with Director, Strategic Accounts
  • Use Analytics and Business Intelligence Reports to create metrics and reporting around:
    • Days worked, Specialty and Site
    • Physician and Ancillary locum expense
    • Presents to placement ratio
    • Trends (credentialing timeframe, what we are doing well, what needs attention)
    • Thought leadership

QUALIFICATIONS:

• Bachelor’s Degree 
• At least 2 years of experience in provider staffing
• Experience in relationship management, business development and account management  
• Ability to travel up to 50% 
• Previous experience in a metrics driven environment with the ability to drive results  
• Proficiency with managing objections and high-level sales talk tracks
• Ability to utilize problem solving and critical thinking skills  
• Strong written and verbal communication skills, including presentation skills
• Ability to work with cross functional teams, collaborate and build positive relationships
• Willingness to assist, periodically, in on-call for travel change request