Reports To: Growth and Marketing Director, US and Canada
FLSA Status: Exempt
FTE Status: FTE 1
Posting Date: April 9, 2021
Closing Date: Rolling process; resume review will begin May 3rd and interviewing on a rolling basis
Practice Greenhealth is the leading nonprofit membership and network organization for sustainable health care, delivering environmental solutions to more than 1,100 members throughout the United States. Founded on the principles of positive environmental stewardship within the health care community, Practice Greenhealth lends its expertise to organizations looking to create safer, healthier workplaces as well as improve the health of their patients, staff, and communities.
Working closely with Practice Greenhealth, Health Care Without Harm seeks to transform health care worldwide so the sector reduces its environmental footprint and becomes a leader in the global movement for environmental health and justice.
The Manager is a strategic sales and marketing position primarily focusing on consultative sales of health care industry organization memberships to senior health care executives in the United States and Canada. This role requires experience in successfully selling sustainability-related products and services to executives and decision-makers across a wide range of functions. An understanding of the operating environment in health care, an inquisitive mindset, and the ability to effectively articulate the business case and value proposition for sustainability is key to success in this role. Collaborating across teams and programmatic areas throughout Health Care Without Harm (HCWH), Greenhealth Exchange, and Practice Greenhealth is an essential element of the role. Responsibilities include lead qualification and management, opportunity development, relationship, and consultative sales strategy creation and execution for health care organizations ranging from one hospital to over 100. The manager is responsible for attaining an annual growth budget that steadily increases year over year, and is instrumental in the development and execution of all revenue-generating strategies for the combined organizations.
Prospecting, marketing, and sales implementation to promote the organization’s offerings with a goal to get more network partners, sponsors, and advisory services opportunities. (40% of time)
Association membership management, relationship management, and financial management to preserve and enhance the value of the organization and deliver superior customer service. (60% of time)
Implement all aspects of Practice Greenhealth’s network partner acquisition, retention efforts, and campaigns. This includes developing detailed plans, targeting specific audiences, and tracking the outcome of the various efforts.
Directly responsible for cold calls, lead qualification, and management, web conference, and meetings with senior executives and decision-makers, facilitating all aspects of the opportunity through successful close.
Manage overall customer satisfaction throughout network partner sales and support process.
Work with the Director, Growth and Marketing and Director, Member Engagement to strengthen partner (member) retention.
Assist Member Engagement team with building and managing partner relationships.
Focus primarily on the acquisition of new member organizations to grow our network while creating revenue for the organization.
Be creative and strategic with the ability to identify new opportunities on how to pitch a prospect.
Contributes to development and management of growth and marketing operating budgets
Prepares periodic sales reports showing sales revenue, projections, and areas of proposed opportunities.
Basic association membership management tasks such as periodic surveys, renewal notifications, invoice generation, problem resolution, customer service principles, service delivery, and relationship management.
Execute and manage email marketing campaigns.
Website content development, CMS (Drupal) proficiency, graphic design, and/or email marketing campaign experience a plus, but not required.
Manage pipeline software (Pipedrive) and ensure real-time and accurate record of growth activity in AMS database (NetFORUM) and Google Drive.
Write and present effectively – able to fit the message with the audience, a strong ability to get the message across, and be persuasive.
Develop a thorough understanding of all revenue products and benefits and ancillary products.
Develop a strong working knowledge of the health care industry, primarily the hospitals and health systems, as well as the larger, extended industry supply chain and other connected organizations.
Utilize and evaluate market research and adjust sales marketing strategy to meet changing market and competitive conditions.
Review and analyze sales performances against programs and plans to determine effectiveness.
Maintain a thorough understanding of industry sector sustainability activity and innovations.
Contributes to and implements strategic sales marketing plans and forecasts to achieve organizational goals.
Perform other duties as assigned or requested by the Director.
Job-Specific Competencies Required
Must have demonstrated success achieving significant revenue by developing an effective prospecting and cultivation strategy.
Fast learner with the ability to comprehend and communicate advocacy issues that affect Practice Greenhealth partners (members).
Demonstrated success developing and managing strategic marketing plans.
Experience marketing and promoting a membership organization or revenue-generating programs.
Experience developing and maintaining relationships both internally and externally (e.g. nonprofit partners, vendors, media contacts).
Flexible, adaptable, and goal-oriented with a commitment to high standards of excellence.
Demonstrated success in an entrepreneurial environment, with the ability to think strategically while executing tactically.
Creative, with the ability to identify effective and visually strong aesthetics.
Strong organizational skills with exceptional attention to detail combined with an ability to take initiative and manage multiple projects simultaneously.
Knowledge of applicable laws/policies/principles/etc.
Sales and managerial Experience.
Ability to identify sales opportunities and develop new accounts.
Ability to create sales goals for new and existing accounts.
Knowledge of business and management principles involved in strategic planning, resource allocation, production methods, and/or the coordination of people and resources.
Knowledge of principles and methods for showing, promoting, and selling products and/or services.
Knowledge of principles and processes for providing customer and personal services.
Healthcare Sustainability: Basic understanding of technical components of healthcare sustainability. Knowledge of the underlying technology and research regarding sustainability in healthcare. Knowledge of the language and terminologies used in healthcare and healthcare sustainability.
Computer/Software Skills: Ability to work with Microsoft Office products such as Word, PowerPoint, Excel, and Google products such as Google Drive and Google Documents. Previous experience with CRM software, especially AMS software.
Partner Benefits: Knowledge of partner benefits offered to each partner.
Minimum Education: BA or BS in Marketing, Business, Management or related field. Combined experience/education as a substitute for minimum education.
Minimum Experience: 3 years
Minimum Field of Expertise: Marketing, Business, Sales, Management, or related field
Preferred Education: BA or BS in Marketing, Business, Management or related field, or related to health/sustainability/corporate social responsibility
Preferred Experience: 5 years
Preferred Field of Expertise: Sales, marketing, or business in the health care operations field
What’s In It For You?
Work for an organization where the mission is inspiring and your colleagues care deeply for the mission and the network of people carrying out that mission.
Play a key role in helping drive growth, influence impact, and advance efforts to create a more sustainable health care sector and community.
Be part of an inspirational global network.
To Apply or Inquire
Health Care Without Harm and Practice Greenhealth are committed to seeking and sustaining culturally and ethnically diverse organizations, and to the principles that promote inclusive practices. We are dedicated to building a diverse staff with expertise and interest in serving the mission of the organizations in respectful ways. Health Care Without Harm/Practice Greenhealth is an Equal Opportunity Employer.
To apply, upload a cover letter along with your resume to Scott Rich, Growth and Marketing Director, US and Canada, via this link. Questions can be addressed to email@example.com. Only competitive candidates will be invited to participate further in the recruitment process. Resume review will begin on May 3rd and interviewing on a rolling basis.
About Practice Greenhealth
Practice Greenhealth is a health care membership organization that provides sustainability solutions that benefit patients and employees, communities, financial security, and the environment.