National Director, Sales

ChenMed hiring for National Director, Sales jobs in Miami, FL, US

We’re unique.  You should be, too.

We’re changing lives every day.  For both our patients and our team members. Are you innovative and entrepreneurial minded? Is your work ethic and ambition off the charts?  Do you inspire others with your kindness and joy?

We’re different than most primary care providers. We’re rapidly expanding and we need great people to join our team.

The National Director, Sales is an essential leader on Chemed’s national growth team. The incumbent will collaborate on the development and alignment of Chemed’s sales objectives nationally. The National Director, Sales is responsible for consistently deploying national strategies to field sales leaders in a defined geographic area.

The incumbent in this role must oversee that strategic and business objectives are met by designated field sales teams; implements initiatives to grow and develop revenues through new membership sales, manages relationships with key managed care plan executives and Field Marketing Organizations (FMOs) leaders and become sales point of contact for Plan Presidents and other key ChenMed executives.

The National Director, Sales position manages a team of Regional Sales Directors who are focused on growing new patient acquisition with local Market Managers and internal sales team, managing market-level relationships with payor sales leaders and brokers, and providing outstanding customer service in a defined geographic area.

ESSENTIAL JOB DUTIES/RESPONSIBILITIES:

• Directs national sales development activities and coordinates sales distribution by establishing territories, quotas and goals in defined geographic area. Guides the growth of divisional sales revenue to meet and exceed annual sales targets. Manages divisional sales budget.
• Manages the identification, prioritization and winning of new member relationships, as well as the retention and growth of our current clients; supports the consistent execution of company sales initiatives in defined geographic area.
• Fosters and maintains strong relationships with key payer executives and looks to build new partnerships while focused on improving existing relationships. Participates in monthly, quarterly and annual Joint Operating Committee Meeting with payers to drive membership growth.
• Ensures Regional Sales Directors are committing to sales forecasts, strategic planning and collaborative initiatives with career and independent agents in defined geographic area.
• Builds corporate strategy, in partnership with other Sales Center of Expertise (COE) team members and key leader responsible to consistently communicate strategy to field sales leaders in defined geographic area.
• Oversees and manages sales performance of Regional Sales Directors in defined geographic area. Holds sales professionals accountable to the required level of sales activity and client relationships to ensure achievement of business performance targets and standards. Adjusts as needed.
• Implements and manages field support tools, including  systems which capture sales activity, sales pipelines and account assignments; training programs; productivity initiatives; account and territory planning methodologies and customer communication tools.
• Attracts, recruits, hires, develops, motivates and retains high-impact sales leaders capable of meeting/exceeding sales quotas. Monitors performance and acts, as necessary, to ensure timely resolution of performance and personnel issues.
• Spends time in the field, with both Regional Sales Directors and Market Managers on sales calls and provides coaching and training as necessary to enhance sales consistency and effectiveness.
• Responsible to continually improve sales performance of sales team while identifying ways to lower overall cost of acquisition and improve effectiveness.
• Leads field forecasting of annual, quarterly and monthly sales goals ensuring realistic and achievable projections. Establishes individual and team performance targets that align with overall business goals.
• Evaluates, investigates and settles sales matters, questions, concerns and complaints by engaging key stakeholders and ensuring timely responses and resolutions.
• Collaborates with field marketing personnel to ensure the allocation of marketing resources is maximized.
• Performs other duties as assigned and modified at manager’s discretion.

KNOWLEDGE, SKILLS AND ABILITIES:

• Highly developed business acumen and insight, especially in regard to managed care plans, Medicare Advantage, Field Marketing Organizations and Value-Based Care industries.
• Proven history of superior sales results and sales management experience in health insurance, Medicare Advantage or Value-Based Care space.
• Demonstrated leadership, client management and project management skills
• Excellent negotiation, presentation, written and oral communication skills
• Resourceful, self-directed, team player who demonstrates sound business judgment
• Demonstrated ability to build long-term and sustainable relationships and business partnerships with clients at all levels
• Must possess a high-level of integrity and strong work ethic with the flexibility and tenacity to thrive in a fast-paced, everchanging environment
• Exceptional customer/client focus with a commitment to first class customer service; energized initiative; excellent technical capacity and performance management knowledge and skills
• Highly analytical; metric and data driven proficiencies
• Results-driven with a proven ability to make strong connections and overcome rejection to achieve results
• Proficient in Microsoft Office Suite products including Word, Excel, PowerPoint and Outlook, plus a variety of other word-processing, spreadsheet, database, e-mail and presentation software
• Ability and willingness to travel locally, regionally and nationally up to 60% of the time
• Spoken and written fluency in English; Bilingual a plus
• This job require use and exercise of independent judgement

EDUCATION AND EXPERIENCE CRITERIA:

• BA/BS degree is Sales, Marketing or a closely related field required OR additional experience above the minimum may be considered in lieu of the required education on a year-for-year basis
• A minimum of 10 years’ progressive work experience in a sales and/or sales force management/leadership role required; in healthcare, a health network, Field Marketing Organization or related sector strongly preferred
• National sales strategy development and deployment experience preferred
• Experience directly managing a sales team, building out marketing and sales plans and  establishing KPIs required
• Experience overseeing sales events, including implementation and facilitation desired
• Pharmaceutical and/or Direct Marketing Organizations (DMO) (i.e. Amway, Avon, MaryKay, etc.) sales experience a plus
• This position requires possession and maintenance of a current, valid drivers license.
• Experience with Health plan provider groups a strong plus