Senior Director, Client Engagement

Welcome to Ovation Healthcare!

At Ovation Healthcare, we’ve been making local healthcare better for more than 40 years. Our mission is to strengthen independent community healthcare. We provide independent hospitals and health systems with the support, guidance and tech-enabled shared services needed to remain strong and viable. With a strong sense of purpose and commitment to operating excellence, we help rural healthcare providers fulfill their missions.

The Ovation Healthcare difference is the extraordinary combination of operations experience and consulting guidance that fulfills our mission of creating a sustainable future for healthcare organizations. Ovation Healthcare's vision is to be a dynamic, integrated professional services company delivering innovative and executable solutions through experience and thought leadership, while valuing trust, respect, and customer focused behavior.

We’re looking for talented, motivated professionals with a desire to help independent hospitals thrive. Working with Ovation Healthcare you will have the opportunity to collaborate with highly skilled subject matter specialists and operations executives, in a collegial atmosphere of professionalism and teamwork.

Ovation Healthcare's corporate headquarters is located in Brentwood, TN. For more information, visit https://ovationhc.com.

Summary:

The Senior Director, Client Engagement serves as the principle executive contact with Ovation’s Spend Management members. In this role, the Senior Director is responsible for working with strategic members, specifically the C-Suite and Executive Leadership, to drive value and savings to enhance their performance, as well as expanding Ovation Healthcare’s footprint with the member and driving growth. 

The ability to travel up to 60%, including overnight travel, is required for the role.

Duties and Responsibilities:  

• Keeps the organization’s vision and values at the forefront of decision-making and action. 

• Ensures each assigned client achieves specific targets for organic growth, contract performance, compliance, conversions, renewal, savings, and strategic objectives.

• Monitors key performance metrics and report progress to senior leadership team.

• Establishes productive, professional, and consultative relationships with C-Suite, executive personnel throughout member organization, building credibility and trust through collaboration. 

• Moves strategic customers from current state to a trusted strategic partnership; formalize partnership through an agreement that is recognized across Ovation Healthcare and the account. 

• Leads executive business reviews to reinforce Spend Management value, demonstrate executed savings, and highlight progress on key initiatives. 

• Leads solution development efforts that best address customer needs, while coordinating the involvement of all necessary Ovation Healthcare personnel. 

• Proactively leads a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one-to-three-year period that leads to a clear action plan for success. 

• Builds strategic partnerships with accounts to further advance company goals of revenue and margin enhancement. 

• Develops internal processes and initiatives to drive revenue growth and enhance productivity.

• Identifies opportunities to promote and present other Ovation value added services, i.e. Leadership & Advisory, Revenue Cycle, & Technology Solutions.  

• Represents Ovation Healthcare at industry conferences and events – Provide executive presentations, as needed.

• Contributes to organizational strategy by sharing client feedback and market intelligence.

• Leads direct reports, as needed (i.e., Directors, Managers, Analysts, etc.)

• Fosters a culture of collaboration, professional development, and continuous improvement.

• Participate in prospective member (sales) presentations, as needed.

Knowledge, Skills & Abilities: 

• Extensive knowledge of the healthcare industry, supply chain, group purchasing organizations (GPOs), clinical, and business personnel 

• Excellent communication and inter-personal skills; able to present and influence credibly and effectively at all levels of the organization including the C-Suite.

• Provide consultative direction toward predetermined long-range goals and objectives, where assignments are often self-initiated. 

• Passion for results-- able to drive high standards for self; tenaciously working to meet or exceed challenging goals. 

• Ability to demonstrate financial knowledge and business acumen. 

• Exceptional Project Management, communication, negotiation, and presentation skills. 

• Proven ability to successfully manage multiple projects and timelines. 

• Working knowledge of purchased services and capital equipment planning. 

• Supply Chain Processes - Demonstrated understanding of end-to-end supply chain processes. 

• Ability to effectively negotiate with a record of accomplishment of results. 

• Demonstrated ability to calculate figures and amounts such as savings, rebates, fees, and percentages, as well as analyze statistical and financial data. 

• Ability to understand and follow spreadsheets and contract language. 

• Strong organizational, problem-solving, and analytical skills; able to manage priorities and workflow with minimal direction. 

• Versatility, flexibility, and a willingness to work within constantly changing priorities with enthusiasm. 

• Ability to initiate tough conversations, effectively manage internal politics, and handle conflict in a healthy, relationship-building manner. 

• Must demonstrate executive presence and emotional intelligence, remaining calm and confident in challenging situations. 

• Ability to successfully manage a team.

• Intimate understanding of all internal functions of both Ovation Healthcare and the accounts assigned. 

• Proven ability to identify and capitalize on cross-selling and upselling opportunities.

• Excellent time management skills with ability to use independent judgment effectively. 

• Ability to execute, both independently and as a collaborate member of various teams and committees. 

Work Experience, Education, and Certifications: 

• Bachelor’s degree in business or management related field, MBA preferred. 

• Demonstrated understanding of group purchasing organizations and supply chain processes, acquired through 7+ years of experience.

• Minimum 5+ years of strategic account management experience.

• Skilled in coaching and mentoring leaders to build organizational bench strength.

• Sales experience- prospecting, pipeline development, conversion not required but helpful. 

• Value analysis experience not required, but helpful. 

• Project management experience or knowledge. 

• Experience working with data analysis and visualization tools such as Microsoft PowerBI, Tableau, Microstrategies

• Experience with Excel, Word, Outlook, and PowerPoint 

• CRM (Salesforce) experience preferred. 

• Ability to execute responsibilities in a hybrid work environment. 

Travel Requirements: 

• Travel up to 60%, including overnight travel, is required for the role. 

WORKING CONDITIONS AND PHYSICAL REQUIREMENTS:

• Reliable high-speed internet connection is required for all remote/hybrid positions. 

• Must have access to stable Wi-Fi with sufficient bandwidth to support video conferencing, cloud-based tools, and other online work-related activities. 

• A HIPAA-compliant work environment is required, including a secure workspace free from unauthorized access or interruptions, no use of public Wi-Fi unless connected through a secure company-provided VPN, and

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