Recruitment Case Study

The Challenge

Recruit a Vice President Sales with Healthcare Revenue Cycle Experience

Our client, a provider of outsourced accounts receivable management services for hospitals and health systems, wanted to upgrade their sales team. Their current Vice President of Sales had been with the company for twenty years and the CEO felt that in order to grow sales significantly, the company needed a fresh perspective. The new VP would need significant experience designing and implementing sales programs and processes as well as deep domain experience in healthcare revenue cycle. Ideally, this person would also have prior experience directing a hospital patient accounting function.

Action

Over the past several years, we had completed over ten searches for sales executives in the healthcare revenue cycle space. We knew the major players in the industry and had established relationships with many of them. Because our client was a smaller organization, $28M, we had to identify possible candidates who we thrive in an environment that was more limited in resources than some of the larger firms. The ideal candidate would also require a change agent mentality in an organization that traditionally embraced change cautiously. To ensure that we covered all possible angles, we performed fresh research to identify the sales leaders at all of the healthcare revenue cycle firms that serviced the provider market. We then reached out to possible sales leaders.

Results

The candidate identification and interview process was completed in eight weeks. The new sales Vice President had accepted the offer by the end of week nine and was starting his first day with our client twelve weeks after the search began.

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