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EMR Consulting and Client Relationship Director

Virtual, USA | Navigant Consulting

  • Industry:
    Information Technologies
  • Position Type:
  • Functions:
    Business Development
    General Management
  • Experience:
    12-15 years
Job Description:
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The Electronic Medical Records (EMR) Client Executive Director is responsible for working with Navigant (Guidehouse Co.) healthcare Partners, Directors and Business Developers to develop and manage targeted EMR client opportunities for Guidehouse.The focus of this role is to grow EMR related sales pipeline and create demand for how optimized/leveraged EMR solutions can deliver to evolving business models. Your expertise EMR, analysis of the market, competitive intelligence, understanding of Navigant’s frameworks will help you develop and inform sales strategies for highly competitive and complex client opportunities. You will build and maintain strategic partnerships at all levels within the client, vendor and partner organizations. You will be part of shaping the approach, messaging the value and building a profitable area of business for this long standing top-tier Healthcare Consulting organization. You will collaborate with our highly respected health system strategy and operations experts and technology partners to leverage EMR and advance satisfaction, outcomes and efficiency for clients. You also consult with prospective clients to clearly communicate strategy and vision; develop and progress innovative sales proposals that address the specific needs of the client; accurately forecast sales opportunities; lead contract negotiations; and manage pipeline and forecast in order to consistently drive sales opportunities to closure against a sales.

Essential Functions of The Job 

You will focus on EMR sales as an expert: shaping the solution, messaging the value, supporting client pursuits, refining deliverables and ensuring high value profitable work is sourced and sold across the practice.

You will be the EMR point of contact for the practice internally and to clients externally. You will analyse the market, the client, the vendors and ancillary tools to be part of recommending client specific strategies and improve firm best practices.

You will create market facing tools and persuasive presentation that simplify the EMR optimization opportunities for Internal consultants and business developers to be more effective in selling solutions.

You will use your network and credibility to generate leads and ideas to create demand for Guidehouse EMR solutions. You will create and progress sales proposals that address the specific needs of the client organization independently and with others.

You will also build and maintain relationships with key client decision makers and vendors through consistent engagement; consulting and educating clients on Guidehouse solutions and services.

You will work with client teams as they design and execute complex EMR optimization deliverables

As a key member of the team - Most importantly you will drive contract negotiations and manage a pipeline and forecast to consistently drive growth.


At least 5 years of health care EMR solutions sales experience selling ($5M + annually)

8+ yrs. with heavy involvement selecting, building the road map and advising on the execution plan in EMR transformation focused on improving experience, capabilities, decision support, access patient and or clinician satisfaction etc. 

Experience with managing complex programs and projects ($2M+), specifically with a focus on customer service, service excellence and patient experience activities.

Significant experience in large complex healthcare systems with extensive operations and EMR/digital experience required

At least 5 years of complex sales experience managing relationships at the executive or C suite level in health systems

Demonstrated robust network with health systems (10yrs. +)

At least 8yrs. of management consulting or services experience with an emphasis on EMR optimization (Epic, Cerner, Allscripts)

12+ Yrs. experience as a leader in health system or supporting CSuite and their direct reports as a managment consulting consultant

5+ yrs. of proposal development. Strong Microsoft Business tool experience.

Travel 70% +

 Education BS degree minimally MHA, MBA preferred

Additional Requirements

The successful candidate must not be subject to employment restrictions from a former employer (such as a non-compete) that would prevent the candidate from performing the job responsibilities as described.

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