Director, Healthcare Sales

PURPOSE:    

Lead a team of territory managers to drive increase in Revenue and RMR (Recurring Monthly Revenue) in assigned region by maximizing current book of business, expanding partner network, and responsible for maximizing growth and financial targets, customer retention, customer satisfaction and driving profitable growth.

OPPORTUNITY:

Manage the territory management sales function for Connect America family of companies throughout the assigned geography which will include working closely with cross-functional departments such as Fin Ops, Order Management, Contracts, Pricing management and Marketing.

The Director, Healthcare Sales Eastern Zone, is responsible for all sales related activities within their assigned regional geography and will be fully responsible to lead, direct and motivate their assigned sales territory manager team in order to achieve the predefined sales quota and achieve their incremental annual sales growth targets. 

You will develop the team of high-performance sellers that will consistently deliver on their sales quotas and other key performance indicators. Role will develop new strategies and specialized sales plans to attract new customers; Lead expansion of existing strategic partnerships to drive expansion with State and Federal Government business to include other Payor opportunities, as well as the B2B channel within their assigned regional geography.

This role reports directly to the Chief Commercial Officer within the Connect America family of companies.

RESPONSIBILITIES:

• Manage the team of Territory Management sales function in the assigned regional geography in order to maximize sales, volumes, and revenues and to ensure the right organization and structure is in place for delivering the objectives.
• Develops and drives credibility and long-term relationship with current customers in the regional geography through a team of dedicated Territory Managers, to fulfill long-term sales objectives.
• Defines and executes the commercial and distribution strategy in conjunction with sales leadership, product, marketing, and senior management. Manages the distribution network within regional geography through healthcare, entrepreneurial, government, payer, and program reseller channel mix according to the agreed criteria.
• Responsible for creating and implementing the sales plan, incl. forecast and AOP (Annual Operating Plan), monitoring the sales effort and performance against budget and to take proactive corrective actions, to contribute to overall business plan.
• Ensures that effective training programs and processes are in place and that staff are properly trained, performance measurements provided to personnel and timely positive and corrective feedback given.
• Oversees the effective cross functional integration of territory managers with operations, contract, billing, and service activation functions.
• Effectively collaborates with the entire sales organization to include the sales operations team, CRM administrator and contracts retention.
• Develops expense budget for regional geography; accountable for managing department within planned spending targets
• Works with team of Territory Managers to develop a detailed account strategy. 
• Leads, directs, and motivates the sales team to achieve the predefined sales volume and profit goals and is responsible for people management, including development, goals setting and performance management.
• Ensures Territory Managers meet and exceed established KPI (Key Performance Indicators) to include call volume, meeting expectations, funnel accuracy and management and CRM adherence.
• Has the authority and accountability to negotiate contracts and prices within the limits of the sales plan and sales policy.
• Gains and maintains market information and knowledge to obtain and maintain the targeted market shares in all assigned states within regional geography.

SKILLS AND EXPERIENCE:

• Bachelor’s degree with 5+ years of management-level experience in government or channel sales or equivalent. 
• Broad knowledge of Medicare\Medicaid (government) and payer sales involving complex, multi-year contracts with a long sales cycle.
• Significant Home Healthcare market perspective and understanding of post-acute, longitudinal care management processes.
• Demonstrated success in leading a successful sales team that consistently surpassed sales quotas and KPIs.
• Budget development experience required. 
• Strong business and financial acumen with ability to close
• Superior relationship building skills with a Coach\Player mindset.
• Ability to lead a cooperative project team effort.
• SalesForce.com a plus