Centers Health Care

Philadelphia, PA

Regional Director of Sales

Posted 15 days ago

Job Description

Centers Health Care is actively seeking a Regional Director of Sales to lead our New Jersey based sales teams. The Regional Director of Sales position is a senior level position that reports directly to the Chief Sales Officer of Centers Health Care.

The Regional Director of Sales leads a key sales team, including Account Representatives and liaisons marketing Centers Health Care services and solutions to the following stakeholders:

Organized Health Systems (Bundling, Valued Based Care, ACOs, DISRIP, etc.)
Individual Institutions and Hospitals
Individual referral sources (physicians, case management)
Community organizations
Managed care organizations
Direct consumers

DUTIES:

  • Lead efforts to build market share across assigned region of responsibility
  • Build and lead a strategic account management model that yields a deeper pipeline of patients and sustainable, profitable growth.
  • Identify contracting opportunities with sales area hospitals, health systems and IDNs. Provide strategic direction for these accounts, initiate contract discussions and include/partner with other stakeholders as needed
  • Ensure that regional sales strategies and key account plans execution are consistent with area objectives and will achieve growth targets
  • Market Intelligence Leader for the region - development of real-time market insight and trending as it relates to market access, reimbursement, and overall customer dynamics
  • Hire, train and coach industry leading sales team that outpaces the competitors across each market

Performance management and leadership of regional sales organization

  • Define performance goals and expectations for the respective organization
  • Responsible for appropriate staffing and utilization of resources to include: hiring staff, recommending pay increases, performing performance reviews, training and development of staff, estimating personnel needs, assigning work, interpreting and ensuring consistent application of organizational policies.
  • Troubleshoot and support sales issues, productivity analysis, establishing business goals, and identification of new business opportunities.
  • Ensure key account strategies are effective and proven by market share growth

BASIC REQUIREMENTS:

  • Bachelors degree and at least 10 years of healthcare sales experience.
  • Ability to sell in a fast pace, multi market environment
  • Demonstrated experience working with hospitals, physicians and managed care organizations to grow business in assigned areas of responsibility
  • Well-developed skills in analyzing and reporting data in order to identify issues, trends, or exceptions to drive improvement of results and find solutions.
  • Proven success in using time management skills such as prioritizing/organizing and tracking details and meeting deadlines of multiple projects with varying completion dates.
  • Experience developing and delivering presentations to various audience levels within an organization and externally with customers (ex. medical director, head of case management, executive c-suite individuals).
  • CRM/ Salesforce experience is helpful but not required
  • Knowledge of health care reimbursement models including: Medicare, Managed Care, ACO and value-based care arrangements

MANAGEMENT REQUIREMENTS:

  • At least 5 years of management experience within a health care sales environment
  • Experience managing multiple location / market environments
  • Sales training and coaching record that includes developing team members that exceed targeted goals
  • Experience developing key account strategies that have resulted in demonstrated market share growth
  • Ability to work with other regional leaders in an effort to define, organize and achieve targeted sales goals
  • Experience developing customer solutions and implementing them across multiple markets
  • Experience working with hospital and health system leadership in an effort to improve hospital performance and patient care options

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