Principal, Non-Acute Spend Management Sales

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Principal, Non-Acute Spend Management Sales based in the United States.

The Principal will drive business development, revenue growth, and market expansion across non-acute healthcare spend management accounts.This senior commercial role focuses on identifying high-value opportunities, building executive relationships, and increasing client adoption of spend management <solutions.You> will serve as a subject matter expert and trusted advisor to healthcare leaders across complex non-acute care organizations.The position combines consultative selling, strategic account development, market intelligence, and cross-functional <leadership.You> will influence C-suite decision-makers by connecting operational challenges with compelling value propositions and measurable financial outcomes.The role offers significant visibility and the opportunity to shape new services, go-to-market strategies, thought leadership, and growth initiatives.Success requires deep non-acute healthcare expertise, strong commercial judgment, executive presence, and a proven record of closing complex opportunities.

Accountabilities

Drive new business development and revenue growth across non-acute spend management accounts, identifying penetration opportunities and increasing bookings.

Serve as a spend management subject matter expert, influencing internal teams and cross-functional resources to strengthen client value and service delivery.

Build and maintain trusted relationships with C-suite and senior healthcare executives by understanding their priorities, delivering relevant insights, and securing commitment to solutions.

Identify and qualify prospects and pull-through opportunities among complex provider organizations, developing compelling value propositions tailored to their needs.

Own regional sales activity and growth performance, maintaining accountability for bookings, profitability, executive relationships, and overall sales outcomes.

Develop and manage robust sales pipelines aligned with business targets, including prospecting, opportunity qualification, account planning, and closing activities.

Create and deliver persuasive presentations and business cases to senior executives, clearly demonstrating operational, financial, and ROI benefits.

Develop and execute go-to-market strategies, territory plans, and account strategies to expand market penetration and accelerate growth.

Prospect within new and existing provider organizations and interpret market intelligence to identify emerging opportunities and client needs.

Coordinate contracting and implementation activities, ensuring a smooth transition from sales through delivery in collaboration with internal teams.

Maintain accurate CRM records, including provider contacts, active opportunities, account plans, and sales activity.

Contribute to the development and launch of new consulting services and products while supporting thought leadership, innovation, and broader business development initiatives.

Lead and influence cross-functional teams, bringing together commercial, operational, clinical, and subject-matter resources to deliver successful client outcomes.

Requirements

Relevant bachelor’s degree preferred; an advanced degree is desirable.

10+ years of relevant experience in sales, business development, consulting, category management, supply chain, or a closely related field.

Proven track record of generating new business and revenue growth, including identifying, pursuing, negotiating, and closing new client opportunities.

Demonstrated success in complex, consultative sales environments involving long sales cycles, multiple stakeholders, and senior decision-makers.

Deep knowledge of the non-acute healthcare market is required, including physician practices, ambulatory surgery centers, long-term care and skilled nursing facilities, and/or other non-acute care settings.

Established relationships with healthcare executives and C-suite leaders, with demonstrated ability to influence and sell at the executive level.

Experience developing and executing go-to-market strategies, territory plans, account strategies, and sales pipelines.

Familiarity with clinical and operational functions that interact with supply chain, such as perioperative services, nursing, pharmacy, clinical operations, or related areas, is preferred.

Leadership and people-management experience, with the ability to lead cross-functional teams and influence stakeholders without direct authority.

Strong commercial acumen, including the ability to develop compelling value propositions, build business cases, negotiate complex agreements, and communicate financial and ROI impact.

Exceptional presentation, communication, negotiation, relationship-building, and executive engagement skills.

Highly self-directed, strategic, and results-oriented, with the ability to manage multiple priorities in a complex healthcare environment.

Willingness and ability to travel regularly and respond quickly to client needs, sales opportunities, and business priorities throughout the year.

Benefits

• Salary: $156,500–$290,100 per year, with compensation determined based on skills, experience, organizational needs, and geographic factors.
• Incentive compensation: Eligibility for an incentive compensation plan in addition to base salary.
• Healthcare and wellness: Comprehensive benefits designed to support employees' health and well-being.
• Professional development: Opportunities for personal and professional growth in a collaborative and inclusive environment.
• Career growth: Exposure to senior healthcare executives, complex commercial opportunities, and strategic initiatives across the non-acute healthcare market.
• Work arrangement: Virtual/remote position based in the United States.
• Travel: Regular travel is expected to support clients, sales opportunities, and business priorities.