Headquartered in Grand Rapids, MI, SpendMend is the leading provider of tech-enabled solutions to optimize the cost cycle for the healthcare industry. The Company serves more than half of the top 100 IDN’s and is a market leader in profit recovery services utilizing its tech-enabled platform to generate cost savings for hospitals by identifying instances of payment errors, contract non-compliance and contract optimization utilizing patented software to drive immediate results. SpendMend is an industry leader in Pharmacy 340B compliance and has recently, through acquisition, added revolutionary Pharmacy Procurement and Analytics SAAS solutions to the portfolio. SpendMend has grown into one of the largest cost cycle management platforms in the industry through strong organic growth as well as strategic M&A, completing six acquisitions since 2018.

Our mission is to positively impact patient care by delivering value to our healthcare clients through innovative cost-saving solutions, insightful transaction analysis, and improved process visibility.

In this position the Director, Client Management will be responsible for SpendMend’s client relationship with large project customers, this could include hospitals, IDN’s or Group Purchasing Organizations (GPO’s). This position will be responsible for developing a strategic alliance with client leadership to design and develop a portfolio of services related contracts and services to maximize SpendMend’s relationship.  

You will position yourself as a trusted advisor, offering strategic insights and tailored solutions to address the unique complexities of the healthcare environment.

The Director, Client Management is responsible for selling and supporting in a way that leverages SpendMend’s unique cost cycle solution portfolio. This includes our efforts in reaching the C-Suite, leveraging dedicated sales and subject matter experts.

The ideal candidate will have extensive experience and understanding of the Healthcare organizations as well as in sales and strategic account management within the Health Care field. The candidate must have an executive presence and outstanding communication and analytical skills. The candidate will have a history of successful sales results, capacity for consultative selling, and the ability to execute on a platform selling approach.

Expectations/Responsibilities:

Client Relationship Management:

• Develop and nurture strong relationships with GPO leadership and key decision-makers, including Finance, Pharmacy, and Supply Chain leaders.
• Serve as the primary point of contact for leadership and member organizations, ensuring high client satisfaction.
• Collaborate closely with sales teams to share insights and coordinate account management efforts.
• Monitor implementation success and facilitate rapid issue resolution by engaging with internal stakeholders.
• Lead quarterly business reviews (QBRs) with clients, fostering deeper relationships and identifying new opportunities.
• Act as the liaison between SpendMend and GPO members, including C-suite executives such as CFOs, CSCOs, and CPOs.

Sales and Revenue Growth:

• Identify and coordinate new opportunities with operational leaders, department leaders, supply chain, finance, and pharmacy leaders.
• Expand existing accounts and develop new business opportunities within the Regional GPO membership.
• Achieve growth objectives, focusing on Annual Contract Value (ACV).
• Collaborate with sales and subject matter experts to create effective team-selling strategies.
• Work with accounts to accelerate the sales process and foster client loyalty.

Strategic Account Planning:

• Understand clients’ goals, challenges, and opportunities to create and execute strategic account plans.
• Develop comprehensive account reports and maintain opportunity roadmaps.

Product Knowledge and Consultation:

• Build deep expertise in SpendMend’s solution portfolio to provide informed, consultative advice to clients.
• Demonstrate proven understanding of healthcare  complexities and offer insights that address client challenges.

Contract Negotiation and Renewals:

• Proactively manage contract renewals and expansions.
• Lead contract negotiations, ensuring quality outcomes for both the client and SpendMend.

Market Intelligence

• Stay informed about industry trends, competitor activities, and regulatory changes impacting healthcare systems.
• Share market insights with internal teams to enhance product offerings and strategy.
• Represent SpendMend at industry meetings and events.

Cross-Functional Collaboration

• Work with internal teams, including marketing, product, and operations, to align strategies and deliver seamless solutions.
• Ensure that insights from client interactions are effectively communicated across the organization.

Educational Engagement

• Educate clients about SpendMend’s offerings and how they address the unique needs of the healthcare environment.
• Deliver presentations and training sessions to build awareness and adoption of solutions.

Leadership and Influence

• Mentor and guide internal teams, fostering a culture of collaboration and excellence.
• Serve as a role model by demonstrating leadership, integrity, and a client-first approach.

Adaptability and Innovation

• Adapt to the fast-evolving healthcare landscape, staying ahead of trends and suggesting innovative solutions to meet client      needs.
• Actively contribute to the improvement of internal processes and offerings based on client feedback and market demands.

Passion for Problem-Solving

• Approach challenges with a problem-solving mindset, identifying practical and impactful solutions.
• Collaborate with clients to address their most pressing issues, reinforcing trust and partnership.

Ethical and Mission-Driven Alignment

• Align with SpendMend’s mission to improve patient care and hospital efficiency.
• Demonstrate a commitment to ethical practices and delivering value to healthcare organizations.

Desired Experience

• Experience in account management or corporate accounts, representing diverse product lines to financial, operational, and clinical stakeholders; software and service sales experience is a plus.
• Proven track record of organic growth through developing both new and existing clients and cross-selling products/services.
• Familiarity with the Regional GPO landscape and IDN structures, with a history of success in sales and strategic account      management within healthcare.
• Strategic thinker with technical fluency and the ability to quickly understand and articulate the value of SpendMend’s      technology.
• Consultative selling experience with data-driven and ROI-focused methodologies.
• High emotional intelligence (EQ) with the ability to cultivate executive-level relationships.
• Proficiency in Microsoft Office Suite and CRM tools, preferably Microsoft Dynamics.

Requirements:

• Bachelor’s Degree in business, sales, or a related field. MBA is a plus.
• 2-5 years’ experience as a Key Account Manager or in a similar role within the medical, pharmaceutical or software industry, preferably selling to healthcare systems.
• 5 years’ minimum experience working with IDNs, healthcare reimbursement and healthcare costs
• Successful track-record of healthcare sales experience to IDNs and GPO’s
• Experience leading value-based contract negotiations

Additional Details

• Travel: Ability to travel as needed.
• Location: Northeast Territory (Yankee Alliance).

This is a unique opportunity for a driven professional with a passion for healthcare, an entrepreneurial spirit, and the ability to deliver value by addressing the complex needs of hospitals and healthcare systems.