Regional Account Manager

Position Summary

The Regional Account Manager (RAM) is a relationship driven, consultative sales professional physically representing VGM to members within a geographic region of the United States. The RAM’s primary functions are to:

• drive retention of current VGM members,
• build service offerings with these members,
• develop and maintain vendor partner relationships,
• and prospect to obtain new members and expand VGM membership.

The RAM prospects large and small HME providers and other recognized customers within their assigned territory to grow VGM’s brand, membership portfolio, and revenue year over year. The RAM develops and maintains executive-level relationships, delivers business reviews, leads on-site customer visits and executive meetings, and serves as the executive escalation point for customer issues.

The RAM also creates and executes account growth plans, forecasts account revenue and growth opportunities, manages contract renewals and strategic negotiations, monitors customer health, risks, and retention strategies, coordinates internal resources to support customer initiatives, and drives adoption of VGM products, programs, services and vendor assimilation.

Success requires a self-starter with strong communication skills, in-depth knowledge of VGM’s offerings, a commitment to high-quality customer service, and the drive to close sales and surpass membership goals. This fast-paced, remote role requires frequent (weekly) travel.

Reporting Accountability

Senior Vice President of Account Management

Working Location: Territory assigned: NE United States, must reside within assigned territory

Hours: Full-time: 40 hours/week but will require off -hour member appointments, outings, and engagements. Position will require frequent overnight travel.

Key Responsibilities

The Regional Account Manager is responsible for generating membership and building relationships while retaining and building current membership and increasing revenue for VGM. Goals are provided with expectations to meet and/or exceed.

• Recommend products and services to members based on their needs
• Assist in onboarding of new members and provide ongoing support
• Deliver business reviews with members
• Develop and maintain executive-level relationships
• Create and execute account growth plans
• Coordinate internal resources to support customer initiatives
• Manage contract renewals and strategic negotiations
• Monitor customer health, risks, and retention strategies
• Serve as executive escalation point for customer issues
• Drive adoption of VGM products, programs, services and vendor assimilation
• Forecast account revenue and growth opportunities
• Lead on-site customer visits and executive meetings
• Strengthen current and develop new VGM vendor partner company relationships
• Coordinate ongoing education on current issues relevant to members (i.e. webinars, presentations, web-based courses)
• Author timely communications (i.e. eNewsletter) to keep members informed of the latest VGM and industry news, events and initiatives
• Maintain the CRM; update contacts, track activities, manage opportunities and maintain client record
• Manage a discussion board on the member portal to allow for peer-to-peer networking
• Support members with questions and issues – know how and when to refer them for support elsewhere
• Help to maintain departmental databases and spreadsheets for tracking purposes, including accruing status and resourcing information and monthly reports
• Organize meetings and member trainings
• Answer phone and email inquiries timely and accurately
• Participate in marketing and industry educational events (i.e. seminars, trade shows)
• Travel and meet with current and prospective members and vendors weekly
• Represent VGM at tradeshows and industry events, etc., initiating relationship building and generating business leads to follow-up on.
• Prepare and facilitate presentations when appropriate.
• Maintain a positive, results oriented work environment, building partnerships and model teamwork, communicating to others in an open, balanced and objective manner

Key Metrics/KPIs

The RAM’s performance will be measured against the following key metrics:

• Revenue Growth (% YoY)
• Customer Retention
• Number of Business Reviews Completed On-Time
• Strategic Initiative Completion Rate
• New Service Adoption
• Vendor Purchases Growth

Position Qualifications

Crucial to success in the role is the proven ability to be a business and sales partner, forging relationships with members and colleagues built on reliability, trust and respect, promoting the ability to have in-depth business conversation.

In addition, qualified candidates must have/be

Education/Experience:

• Bachelor’s degree preferred
• 3+ years professional sales and/or account management experience required

Skills and competencies:

• Multi-year experience in the healthcare profession, preferably HME
• Relationship driven with the competence to build a membership community through the demonstrated traits of involvement in professional networking groups and the ability to attract new members and bond with these members
• Sound interpersonal, verbal and written communication skills required for the purpose of developing and delivering presentations as well as creating, composing and editing written materials
• Client focused approach to work
• Possess the ability to be independent in much of their function and to reach out when help is needed
• Recognized proficiency to work well with others across the organization; demonstrating the ability to work cooperatively and build consensus
• Proven attention to detail, follow-through skills, and problem-solving skills
• Strong organizational and time management skills to prioritize heavy workloads to meet time sensitive deadlines
• Solid working knowledge of Excel and Tableau and relevant software such as MS-office: Word, PowerPoint etc.)
• Maintain a professional appearance and provide a positive company image to industry personnel and public alike

Physical Requirements:

• Operation of office equipment and using technology efficiently such as computers, phones, misc. office equipment
• Regular overnight travel via car and plane
• Working at a physical desk, moving about a home office as needed for work
• Visual abilities to include reading, distance vision and peripheral vision

This job description reflects the general duties of the job but is not a detailed description of all duties which may be inherent to the position. Reasonably related additional duties may be assigned to the individual Associate.

VGM Group, Inc. provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, pregnancy, national origin, disability, genetic information, military or veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.

Equal Opportunity

Employer

This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights (https://www.eeoc.gov/poster) notice from the Department of Labor.