Allscripts

  • Outcomes Executive, Australia

    Job Locations AU-Adelaide
    Posted Date 4 months ago(12/12/2017 3:10 PM)
    Requisition ID
    2017-13531
    Category
    Sales
  • Overview

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    Welcome to Allscripts! Our Mission is to be the most trusted provider of innovative solutions that empower all stakeholders across the healthcare continuum to deliver worldclass outcomes. Our Vision is a Connected Community of Health that spans continents and borders. With the largest community of clients in healthcare, Allscripts is able to deliver an integrated platform of clinical, financial, connectivity and information solutions to facilitate enhanced collaboration and exchange of critical patient information.

     

    The primary responsibility of this role is the overall value and long-term success of the Allscripts' client relationship, including strategic planning, tactical execution, and issue resolution. Corporately, success in these areas will drive client retention, market share, and profitability.

     

    For the assigned set of clients:

    • Sales targets
    • Billability targets
    • Cash collections
    • Contracting
    • Revenue Tracking

     

    Responsibilities

    Client Strategy

    • Understand the client's strategic priorities and organizational goals, business objectives, challenges, and capabilities in order to develop a client-specific strategy and tactical delivery plan that incorporates:
      • Roadmap to achieve client's goals, including but not limited to operational and regulatory imperatives; e.g.:
        • Meaningful Use
        • ICD10
        • System interoperability
        • Analytics, population health, and value-based care
        • Third-party certifications (HIMSS levels, Baldridge Awards)
        • Referenceability
      • Client revenue model, budget cycle, power structure, influencers (relational heat map), and political dynamics
      • Community and local market; competitors
      • Current and future product and technical capabilities
    • Maintain rolling 30/60/90 day tactical plans, along with longer term strategic timelines

    Sales

    • Manage strategic and tactical plans to deliver Allscripts solutions that meet the client's business goals:
      • Meet or exceed the order intake target associated with book of business
      • Manage cost of sale vs. budget
      • Provide timely and accurate forecasts
      • Accurately forecast sales prospects according to product, timeline, and value
      • Communicate clearly and effectively with management regarding risks and upside
      • Identify potential business opportunities ('white space' reporting)
      • Engage executives and other key stakeholders to develop new account opportunities
      • Manage deal negotiation and contracting - Understand and align planning with client's budgeting process and timelines

    Client Outcomes/ Loyalty

    • Ensure client goals are met:
      • Regulatory or commercial programs as outlined previously (ICD10, etc.
      • Role-specific (physicians, nurses, quality staff) adoption of Allscripts products
      • Outcomes and quality measures as developed with the client
    • Support ongoing relationship surveys and KLAS reporting
    • Drive plans to achieve and maintain the client as a reference site

    Client Operational Objectives

    • Ensure product and service delivery projects are on time and on budget
    • Ensure alignment with Allscripts Support department to resolve issues promptly
    • Drive reduction of client-specific product defects
    • Achieve finance and accounting goals
      • Quarterly cash collection
      • License reconciliation
      • Term to perpetual license conversion
      • Client-specific, program-specific, or project-specific ROI
    • Manage escalated issues to resolution

    Senior Executive Alignment

    • Cultivate relationships with client executives, building credibility and trust
    • Conduct annual business review with client 'C-suite' to review progress against defined goals.
      • Provide quarterly updates throughout the year

    Marketing

    • Promote attendance and active participation in Allscripts and industry events.
      • ACE, HIMSS, and other events
      • Regional user groups
      • Educational workshops and webinars
      • Selective advisory boards and/or councils
    • Facilitate the creation of joint white papers, award nominations, case studies

    Communication / Operational Discipline

    • Develop and maintain client engagement strategy while deploying corporate standards of excellence:
      • Host regular call cadence using Allscript' standard protocols
      • Conduct quarterly business updates using Allscripts' standard protocols
      • Deploy additional capabilities as the corporation requires
    • Leverage Client Connect (Jive) and other platforms for knowledge transfer purposes
    • Contact Management
      • Ensure all required contact information in SFDC is current, accurate, and appropriate for all levels of the client organization, with particular focus on internal senior levels
      • Ensure that SFDC accurately reflects products purchased and implemented

    Qualifications

    Academic and professional qualifications:

    • Bachelor's or Graduate degrees in Business, Finance , Healthcare Administration, or relevant work experience

    Experience:

    • Approximately 10+ years’ experience with healthcare and/or financial products in a sales, services, consulting, or client management environment
    • Previous project/customer management experience
    • Strong relationship development skills
    • Strong business acumen
    • Experience working with the C-Suite
    • Ability to manage multiple projects
    • Strong team building and leadership skills
    • Strong analytical skills

     

    Travel requirements:

    • Approximately 75%

    Working arrangements:

    • Primarily works in standard office environment or in home office, with responsibility

     

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