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Regional Director of Sales

4 months ago

Buffalo, United States Centers Health Care Full time

Centers Health Care is actively seeking a Regional Director of Sales to lead our Western NY (Buffalo)/Corning 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 IDN’s. 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:

Bachelor’s 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 #J-18808-Ljbffr