TheRegional Director, Client Salesachieves national revenue and market share growth by generating new and increased utilization of AMN's staffing within an assigned listing of partner clients, by deploying consultative selling strategies (including cross-selling), by establishing and leveraging long term relationships, by negotiating best-in-class contractual terms, and fostering effective internal partnerships.
Job Tasks:
Continually expand individual knowledge of healthcare staffing and managed services market trends, industry analyst updates, and competitive data by reviewing internal and external sources (journals, articles, studies, interactions with clients, etc) in order to more effectively serve the client as a trusted advisor, and consult on AMN's services.
Establish contact with client contacts, through phone calls and in person meetings, to present customized solutions which solve current financial, operational, and workforce planning challenges and align solutions with desired future state.
Develop and deliver presentations aligned with AMN's style and branding guidelines to communicate valued solutions to client contacts and decision makers (C-Suite, operational leaders, etc) to create new revenue streams and/or increase market share.
Present to clients the benefits of Preferred/Exclusive programs using individual expertise of market conditions, AMN service options, and future trends in order to achieve increase Preferred accounts goals and grow market share.
Following receipt of contract agreement from client, negotiate terms and rates to ensure items are compliant with AMN requirements, service standards, and competitive within the market.
Foster effective partnerships with VP and other Client Sales team members, Legal team, QS, and Billing to review and/or renew contracts to ensure accuracy, timely processing, and increased probability of a win-win client relationship.
Collaborate with AMN Account Management to efficiently resolve escalated issues varying from existing contract terms (i.e. waiving orientation or perm hire fees, client dissatisfaction, or other approvals) to ensure service excellence and client satisfaction.
Communicate regularly with AMN Recruitment and/or Account Management to educate on facility file submission process, highlight attractive opportunities, and motivate Recruiters to submit files; leading to increased conversion of orders to TOA.
Design, track, and review Annual Territory Plan, including regular meetings with VP and other Client Sales team members, to develop strategies and overcome obstacles for achieving revenue-based targets.
Actively engage in AMN cross-selling efforts by identifying viable revenue source referrals and communicating with all AMN business divisions to increase client touch points and grow market share.
Partner with cross-divisional sales team members and leaders to get approval or feedback on proposed contract terms, and coordinate to resolve client issues to ensure exceptional customer experience.
Continually benchmark and improve current vendor fill rate where applicable.
Establish long term goals for increased file flow, reduced submit to offer criteria.
Work towards goal of preferred and exclusive partnerships.
Conduct quarterly and annually business reviews.
Understand and grow knowledge of technology utilized by individual while facilitating training necessary for all internal business leaders as needed.
Generate leads and sales opportunities to our MSP team for Workforce partnerships.
Working with the RD's in their region to gain market share from partners that impact their business.
Education, Certifications & Experience
Minimum Education/Certifications:
Bachelor's degree
Minimum Experience:
5 years sales, recruiting, and/ or account management in the Staffing or Managed Services industry
