Membership Development and Engagement Director

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Job description

Community Hospital Corporation (CHC), a DFW Top 100 Employer, is looking for a Director, Membership Development and Engagement responsible responsible for operational tasks associated with the GPO membership sales prospects and current membership. The ideal candidate will have a proven track record in collaborating, customer facing contact, assessing value, and fostering membership engagement.

This is an exciting onsite role at our beautiful corporate offices located in Plano between Legacy West and Grandscape. At CHC we enjoy an outstanding work environment, comprehensive health and welfare benefits including paid fitness facility membership, tuition reimbursement, a generous PTO allowance, free covered parking, and a great company culture.

This position works closely with the VP, Business Development, analytics team, implementation and VP, Supply Chain Operations. The Director, Membership Development and Engagement will work collaboratively to regularly monitor and research member needs, ensure quality and effective prospect communications, engagement and retention levels.

MAJOR RESPONSIBILITIES:

Support and Implement Membership Growth Initiatives:

Assist and collaborate with developing and implementing a strategic plan for membership growth, focusing on attracting new members and increasing member retention

Monitor industry trends, opportunities and challenges related to membership growth.

Attend introductory meetings with prospective clients to understand current structure, operational tools utilized and data capabilities

Liaison Activities with intellemark:

Prospect Qualification

Establish a process for identifying and validating expected data files and associated spend for pursuit of prospect data

Establish a process for lead follow up on prospects that have gone through the sales process and have not provided next steps decision

Assist with establishing and operationalizing implementation offerings/parameters based on prospects ability to provide data, supply chain spend, size, class of trade etc. i.e. GPO Lite, Full Membership Access

Comprehensive review of preliminary cost analysis results prior to Webex scheduling

Participate in Sales presentations by coordinating a pre Web-Ex touchpoint and attend presentations as needed

Establish and execute a standardized executive summary process and template to be shared with prospects after the cost savings sales presentation

Manage Member Information, Data and Systems:

Collaborate with the Implementation Specialist and Operations Specialist to map, clean up, and manage workflows and data integrations across the portal and CRM systems.

Collaborate with Business Development to establish a method with intellemark to update and maintain lead tracking database (Salesforce) with relevant information on targeted clients, contacts, and opportunities.

Copies of Sales Presentations placed into the Salesforce account record at time of presentation

Event Representation and Planning:

Manage State Hospital Association 'SHA' relationships by attending conferences, visiting SHA's as required for business meetings and presentations, administration of executed contracts.

Collaborate on strategy development for conference engagement, industry/trade organizations, and memberships/sponsorships.

Attend industry events for networking and relationship building.

Create and Manage Membership Key Performance indicators (KPIs) and Timelines Related to Membership and Program Success

Collect feedback via surveys and other interactions from prospects that ultimately did not sign an agreement with Supply Trust and sharing the feedback appropriately within the organization to collaborate on plans enhance the experience

Collaborate with the Account Management Team to report on member success initiatives and improvement plan/roadmap.

Develop tools and dashboards within Salesforce that provide the ability to track and report status of sales activity.

Own the NDA and GPO access contract modification and renewal process which includes address changes, facility additions, access fee modifications, removal of facilities, tracking renewal dates, obtaining amendments and coordinating execution with account managers

Analyze membership data to identify opportunities for program enhancements and new initiatives

Prepare reports and presentations on membership growth metrics, campaign and recruitment performance, and market insights

Tracking and reporting sales estimated savings to the onboarding identified savings, projected to actual revenue

RFP Response Development:

Collaborate to identify project opportunities, strengthen current business ties and prospect relationships

Collaborate and develop project pursuit strategies and position Supply Trust for new business opportunities to attempt to win business before Requests for Proposals are issued.

Actively engage in proposal strategy development, manage the RFP process and write proposals for identified pursuits.

Create Exceptional Membership Experience:

Evaluate and propose prospecting process changes to improve sales cycle timeline

Facilitate an internal team contract review process prior to sales submitting the contract request to legal

Establish and manage the process to transition accounts from sales to implementation

Requirements

Education and Experience

Bachelor's degree in supply chain, business administration or other relevant discipline.

Minimum of 3 years of experience in healthcare supply chain or, if no degree is held, 5-7 years of healthcare supply chain.

Consultative sales experience in the healthcare industry or similar experience preferred

The ability to interact with senior leadership

Working knowledge of hospital operations and GPO offering

Demonstrated experience with a membership or audience business development role preferred.

Recent experience with Salesforce preferred

Skills and Knowledge

Strong strategic thinking and creative problem-solving abilities

Excellent communication skills, both written and verbal, with the ability to craft compelling messages

Strong client-facing skills and group presentations

Proficiency with Salesforce CRM system or transferrable skills

Proficiency in Microsoft Office products and knowledge of materials management information systems.

Strong quantitative and analytical skills with the ability to analyze data and trends

Ability to support productive business relationships

Ability to define realistic, specific goals and objectives and to prioritize objectives

Ability to communicate and relate well with others

Listens actively

Communicates clearly

Shares information appropriately

Keeps others well informed

Responds in a timely manner to messages/requests

Ability to write professional emails

Ability to work independently and support multiple projects simultaneously

Familiarity with group purchasing organizations, programs and processes

Benefits

At CHC we enjoy an outstanding work environment, covered parking, comprehensive health and welfare benefits including paid fitness facility membership, tuition reimbursement, a generous PTO allowance, and a great company culture.

Comprehensive health and welfare benefits package is offered as part of total compensation:

Health Care Plan (Medical, Dental & Vision)

Retirement Plan (401k, IRA)

Life Insurance (Basic, Voluntary & AD&D)

Paid Time Off (Vacation, Sick & Public Holidays)

Wellness Resources and other benefits

CHC is a tobacco and drug free workplace. We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

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