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Regional Director of Sales - Buffalo, United States - Centers Health Care
Description
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
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