Director of Sales Talent

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ChenMed
Published
January 11, 2021
Location
Miami, Florida
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Director of Sales Talent

Location Miami, Florida, United States of America Category Sales Job Id R0013267

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ChenMed is transforming healthcare for seniors. We provide big answers to big problems in health care delivery.  ChenMed is a full-risk primary care market leader with an innovative philosophy, unique physician culture and end-to-end customized technology. These things allow us to provide world-class primary care and coordinated care to the most vulnerable population – moderate- to low-income seniors who have complex chronic diseases.
                                                                                                                                                        

Through our innovative operating model, physician-led culture and empowering technology, we are able to drive key quality and cost outcomes that create value for patients, physicians and the overall health system.  Our model allows us to practice medicine the way it should be practiced. By recruiting focused physicians and reducing their doctor-to-patient ratios, we increase patients’ “face time” during each monthly appointment and help foster stronger doctor-patient relationships. Our model also drives and enhances compliance with treatment plans.

As a result of our efforts, our patients realize lower hospital admissions. Their overwhelming response to our approach is reflected in our aggressive, organic growth and net promoter scores in the low to mid 90s, which is unheard of in any industry. Read more about our results and the value of the ChenMed model.

As a company, we are making a difference in the lives of seniors and the health care system overall.

The Director, Sales has the overall responsibility for ensuring the development and successful delivery of ChenMed’s sales objectives.  The incumbent in this role ensures that strategic and business objectives are met by the sales teams; implements initiatives to grow and develop the region’s revenues through new membership sales, oversees sales activities and assures high-levels of customer service and top renewal rates. He/She manages a team of sales professionals who are focused on growing new and existing customer business, driving product usage, preventing reversals, managing accounts and providing outstanding customer service.

ESSENTIAL JOB DUTIES/RESPONSIBILITIES:

  • Develops and manages content for all sales related training
  • Accountable for development of all sales talent across the enterprise
  • Facilitates
  • Oversee all SOP and related training with regards to sales and sales related activities
  • Directs sales development activities and coordinates sales distribution by establishing territories, quotas and goals. Guides the growth of sales revenue to meet and exceed annual sales targets. Manages 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.
  • Fosters and maintains relationships with payer partners to build new partnerships and improve existing partnerships. Participates in monthly, quarterly and annual Joint Operating Committee Meetings, sales forecasting, strategic planning and collaborative work with career and independent agents in the region.
  • Socializes the corporate strategy, in partnership with the Sales Center of Expertise (COE), to the sales teams in each market within the region.
  • Oversees and manages sales performance, holds sales professionals accountable to the required level of sales activity and client relationships to ensure the achievement of business performance targets and standards.
  • 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 staff 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 the region’s sales professionals on sales calls and provides coaching and training as necessary to enhance their sales 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.

At ChenMed,  If you are an innovative, entreprenuerial minded, over-achiever who is extremely passionate in helping people and revolutionizing Healthcare again, we are that dynamic and exciting company you are looking for!

After applying, we encourage you to "follow" us on LinkedIn (ChenMed) as well! This way you can stay informed and up to date on what’s happening around our organization and start your path to becoming part of our FAMILY!

  • High business acumen and insight
  • Demonstrated ability to build long-term and sustainable relationships and business partnerships with clients at all levels
  • Proven history of superior sales results and sales management aptitude
  • Excellent negotiation, presentation, written and oral communication skills
  • Must possess a high-level of integrity and strong work ethic with the flexibility and tenacity to thrive in a fast-paced, everchanging environment
  • Results-driven with a proven ability to make strong connections and overcome rejection to achieve results
  • 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
  • Demonstrated leadership, client management and project management skills
  • Resourceful, self-directed, team player who demonstrates sound business judgment
  • 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

EDUCATION AND EXPERIENCE CRITERIA:

  • Bachelor degree is Sales, Marketing or a closely related discipline
  • A minimum of 8 years’ progressive work experience in a sales and/or sales force management/leadership role required; in healthcare, a health network, managed care, or related sector strongly preferred
  • Preferred experience with Medicare Advantage Training
  • 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
  • Experience with Health plan provider groups a strong plus
  • Experience leading sales training
  • Preferred experience with selling and working through progressive sales leadership roles

The Director, Sales has the overall responsibility for ensuring the development and successful delivery of ChenMed’s sales objectives. The incumbent in this role ensures that strategic and business objectives are met by the sales teams; implements initiatives to grow and develop the region’s revenues through new membership sales, oversees sales activities and assures high-levels of customer service and top renewal rates. He/She manages a team of sales professionals who are focused on growing new and existing customer business, driving product usage, preventing reversals, managing accounts and providing outstanding customer service.

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