Vice President Enterprise Sales

Vice President Enterprise Sales

What you will be doing:

The Vice President, Enterprise Sales is a senior regional commercial leader accountable for accelerating Premier’s enterprise growth agenda by expanding market presence, securing strategic new business relationships, and advancing high-value opportunities with prospective GPO members, health systems, hospitals, IDNs, and other priority healthcare customers.

This executive role serves as the opportunity owner and primary commercial lead for assigned strategic pursuits, shaping regional market strategy, engaging senior decision-makers, orchestrating internal resources, and translating Premier’s enterprise value proposition into differentiated, customer-specific strategies that support growth, membership expansion, and long-term value creation.

The Vice President, Enterprise Sales operates as a strategic dyad partner to the Regional Vice President, Account Management, and regional territory leaders, ensuring new business development, GPO retention support, account strategy, customer transition planning, and long-term partnership objectives are tightly aligned across the region.

Success in this position requires executive presence, disciplined pipeline leadership, rigorous sales cycle execution, deep healthcare market fluency, and the ability to influence cross-functional stakeholders across sales, account management, advisory services, technology, finance, legal, marketing, implementation, and customer success to deliver a coordinated enterprise customer experience from pursuit through transition.

Key Responsibilities

Regional New Business Strategy & Enterprise Sales — 45%

Own strategic new business development within an assigned region, with an emphasis on pursuit of prospective GPO members. Priority focus on flagship health systems, hospitals, IDNs, and other priority healthcare customers.

Develop and execute a regional market penetration strategy aligned with enterprise sales priorities, regional account management strategy, and Premier’s overall growth objectives.

Identify, qualify, and pursue high-value enterprise opportunities that support net new revenue, bookings, GPO membership growth, and regional market expansion.

Personally lead complex, executive-level sales pursuits from prospecting through close, including prospect strategy planning, stakeholder relationship mapping, discovery, solution positioning, proposal development, negotiation, and contracting.

Build trusted relationships with C-suite and senior-level decision-makers, including CEO, CFO, COO, CIO, CMIO, supply chain, clinical, operational, and strategy leaders.

Serve as the opportunity owner and primary lead for assigned strategic pursuits, coordinating internal resources and driving accountability across the sales cycle.

Translate Premier’s enterprise value proposition into compelling, customer-specific business cases that address strategic, financial, operational, clinical, and competitive priorities.

Dyad Partnership with Regional VP, Account Management — 35%

Serve as the new business dyad partner to the Regional Vice President, Account Management to ensure a coordinated regional growth strategy across prospective and existing customers.

Partner closely with the Regional Vice President, Account Management to understand regional market dynamics, customer priorities, competitive threats, whitespace opportunities, and relationship networks.

Align pursuit strategies with regional account plans to ensure new customer acquisition efforts complement broader account management, retention, expansion, and customer success objectives.

Partner with Account Management to support GPO retention efforts, serving as opportunity owner to ensure standard retention processes are followed while positioning Premier’s differentiated value with GPO membership.

Coordinate with the Regional Vice President, Account Management on market intelligence, executive relationship mapping, regional growth priorities, and customer transition planning.

Support a seamless handoff from closed new business opportunities to account management, implementation, and customer success teams to promote long-term customer value and relationship continuity.

Represent Premier as a coordinated regional leadership presence with prospective customers, reinforcing alignment between sales commitments, account management strategy, and ongoing customer partnership.

Sales Cycle Execution — 15%

Build, manage, and advance a robust regional pipeline of strategic new business opportunities aligned to assigned revenue and growth objectives.

Develop account-specific pursuit strategies, competitive assessments, stakeholder maps, win themes, executive messaging, and deal plans.

Structure compelling proposals, ROI narratives, financial models, and executive presentations that demonstrate Premier’s differentiated value.

Apply disciplined sales methodology and deal management practices to improve pipeline quality, sales velocity, forecast accuracy, and close rates.

Maintain accurate pipeline, forecast, opportunity, and customer activity documentation in CRM systems, including Salesforce.

Cross-Functional Influence & Go-to-Market Partnership — 5%

Partner with sales leadership, account management, advisory services, technology, solution leaders, finance, legal, implementation, marketing, and other stakeholders to align pursuit strategy and customer messaging.

Influence internal teams without direct reporting authority to marshal the right expertise, resources, and executive support for priority regional opportunities.

Provide regional field intelligence, customer feedback, and competitive insights to inform go-to-market strategies, product positioning, solution development, and marketing campaigns.

Represent the voice of the prospective customer and regional market in internal planning discussions.

Share best practices, pursuit learnings, market trends, and competitive insights with peers and leadership to improve enterprise sales effectiveness.

​Required Qualifications

Work Experience:

Years of Applicable Experience - 12 or more years Education:

Bachelors (Required)

Preferred Qualifications

Skills:

Executive presence with the ability to engage credibly with C-suite and senior healthcare leaders.

Developed deep C-suite relationships within the market or territory the candidate has served.

Advanced consultative and strategic selling skills with demonstrated ability to lead complex enterprise pursuits.

Consultative sales experience with the ability to uncover customer needs, shape solution strategies, and create executive-level value narratives.

Strong ability to build regional market strategies, identify whitespace opportunities, and convert executive relationships into new business opportunities.

Ability to operate effectively as a dyad partner with regional account management leadership.

Strong understanding of account management, customer success, implementation, and long-term customer value drivers.

Exceptional negotiation, influence, and relationship-building capabilities.

Strong financial and business acumen, including the ability to develop ROI models, business cases, and executive-level presentations.

Deep understanding of the healthcare provider market, including health systems, hospitals, IDNs, GPOs, procurement processes, and competitive dynamics.

Ability to work cross-functionally and influence internal stakeholders without direct authority.

Strong pipeline management, forecasting, account planning, and CRM discipline.

Excellent written, verbal, and presentation communication skills.

Ability to operate independently, exercise sound judgment, manage competing priorities, and advance multiple complex opportunities simultaneously.

Experience:

A minimum of 15 years of experience in enterprise sales, with a clear focus on B2B sales to the healthcare market