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Summary:
The VP, Sales Operations leads the sales operations function for the Spend Management Business Unit, translating business strategy into scalable execution across distinct market segments. This leader owns the operating model, end-to-end sales processes, data and analytics, forecasting and pipeline discipline, commercial governance, and field enablement; builds and develops the Sales Operations team; and partners across enterprise Revenue Operations and other functions to clarify accountability, improve productivity, and drive growth, retention, and client value.
Responsibilities:
Sales Operations Strategy and Organizational Leadership
- Define and lead the multi-year Sales Operations strategy, operating model, capability roadmap, and service delivery approach for the Spend Management Business Unit, balancing enterprise consistency with segment-specific needs.
- Build, lead, and develop a high-performing team; assess demand, prioritize investments, and align skills and capacity to the highest-impact business priorities.
- Serve as a strategic advisor to senior leaders on sales execution, performance trends, operational risks, and capability gaps, while establishing clear decision rights, service expectations, intake processes, and accountability across Sales Operations and cross-functional partners.
Segment-Specific Sales and Account Management Enablement
- Partner with leaders across acute and non-acute markets to understand differences in clients, sales motions, account management needs, processes, and resource requirements.
- Design common standards where they improve quality and scale while enabling fit-for-purpose workflows, materials, analytics, service levels, and support by segment.
- Create transparent methods for prioritizing requests and allocating capacity so sellers and account managers know where to go for timely, current, and market-relevant tools, information, and support.
Sales Process Ownership and Operational Excellence
- Own and continuously improve the Spend Management sales operating framework from segmentation and targeting through opportunity management, proposals, pricing and packaging, contracting, implementation handoff, renewal, and expansion.
- Document standard work, roles, handoffs, approval paths, and escalation points to clarify ownership and reduce duplicate effort, manual work, and unnecessary leadership involvement.
- Establish service measures and continuous-improvement practices that increase speed, consistency, quality, and seller productivity while protecting mature GPO processes and improving less scalable service and complex-opportunity workflows.
CRM, UCP Adoption, Data Governance, and Analytics
- Lead business-unit adoption, training, user support, and process discipline for UCP and related sales technology, partnering with enterprise Revenue Operations on common lifecycle standards, workflows, reporting methods, and technology governance.
- Own business-unit accountability for data accuracy, contact management, opportunity definitions, pipeline hygiene, and adherence to enterprise standards; establish repeatable forecasting, pipeline review, and performance-management rhythms.
- Deliver trusted, business-unit-specific analytics and dashboards by market, segment, offering, and sales stage, using automation and artificial intelligence responsibly to simplify work, improve insights, and increase field productivity.
Commercial Governance and Deal Enablement
- Partner with Finance, Legal, Revenue Operations, category leaders, and commercial stakeholders to define clear workflows for pricing, packaging, eligibility, approvals, contracting, and complex deals.
- Create decision frameworks, guardrails, intake criteria, and escalation paths that support consistent commercial decisions without duplicating enterprise approval authority, and ensure market-specific requirements are understood before opportunities advance.
- Improve support for proposals, requests for proposal, presentations, deal modeling, and implementation handoffs, especially for complex or cross-category opportunities.
Commercialization, Launch Readiness, and Field Adoption
- Partner with Marketing, Commercial Learning, category teams, solution architects, and sales leaders to translate new offerings into executable field plans.
- Ensure launch plans address segmentation, targeting, market eligibility, positioning, packaging, materials, training, lead generation, adoption, and ongoing reinforcement, supported by governance for current, market-specific client presentations, proposal content, messaging, and sales resources.
- Create feedback loops that convert field and client insights into continuous improvements in offerings, processes, enablement, and adoption.
Executive Partnership and Cross-Functional Governance
- Build alignment among Spend Management sales, account management, enterprise Revenue Operations, Marketing, Commercial Learning, Finance, Legal, Product, category, analytics, and delivery partners.
- Represent Spend Management in enterprise sales and revenue operations forums, advocating for business-unit needs while supporting common standards; lead strategic business reviews, planning, operating cadences, and executive reporting.
- Identify risks, dependencies, and decisions requiring executive attention, clarify accountability, and drive cross-functional follow-through across a complex matrix.
Qualifications
- Bachelor's degree in business, healthcare administration, finance, operations, supply chain, or a related field required; master's degree preferred.
- 12 or more years of progressive experience in sales operations, revenue operations, business operations, commercial strategy, consulting, or a related discipline.
- 5 or more years of experience leading teams, functions, or large-scale programs in a complex, matrixed organization.
- Demonstrated experience designing or transforming sales operating models, processes, governance, and technology-enabled workflows across multiple sales motions, customer segments, or business models.
- Strong experience with CRM platforms, pipeline management, forecasting, data governance, analytics, and performance reporting.
- Demonstrated ability to influence senior leaders, clarify decision rights, resolve competing priorities, lead cross-functional change, and communicate complex issues with sound business judgment.
- Experience in healthcare, healthcare supply chain, group purchasing, spend management, technology-enabled services, or a related industry.
- Experience with commercialization, pricing and packaging governance, deal support, sales enablement, or solution architecture processes.
- Financial acumen and the ability to assess business impact, resource tradeoffs, return on investment, and operational risk.
- Working knowledge of artificial intelligence, automation, business intelligence, and modern sales technology, including appropriate governance and adoption practices.
- Executive presence and the ability to communicate complex issues clearly to senior leaders and cross-functional audiences.
Estimated Hiring Range:
At Vizient, we consider skills, experience, and organizational needs in our compensation approach. Geographic factors may adjust the range estimate and hires typically fall below the top range. Compensation decisions are tailored to individual circumstances. The current salary range for this role is $187,800.00 to $348,300.00.
This position is also incentive eligible.
Vizient has a comprehensive benefits plan! Please view our benefits here:
http://www.vizientinc.com/about-us/careers
Equal Opportunity Employer: Females/Minorities/Veterans/Individuals with Disabilities
The Company is committed to equal employment opportunity to all employees and applicants without regard to race, religion, color, gender identity, ethnicity, age, national origin, sexual orientation, disability status, veteran status or any other category protected by applicable law.
