Bachelor's degree in Business Management or related field
5+ years in sales/territory management/business development in healthcare or insurance
Expertise in LTSS, HCBS, Medicaid programs
Experience managing field sales teams in customer engagements
Strong communication skills for diverse group interactions
Ability to adapt in a fast-paced environment
Willingness to travel 50% of the time
Responsibilities
Oversee Medicaid and Long-Term Care field sales systems to maximize outcomes
Conduct assessments of customer-facing presentations
Evaluate territory performance and ensure compliance with policies
Mentor and coach field sales team to drive productivity
Partner with leadership to refresh customer messaging
Ensure CRM training and compliance for accurate activity recording
Communicate team objectives to promote shared goals
Develop strategies responsive to market trends
Collaborate with operations, marketing, and customer service teams
Represent the brand at conferences when necessary
Use data to enhance team effectiveness and territory prioritization
Cover internal states and open territories as needed
Develop performance scorecards
Benefits
Comprehensive health insurance coverage
Retirement savings options
Professional development opportunities
Flexible working environment
Travel reimbursement as applicable
Full Job Description
The Director of Healthcare Partnerships will build and foster relationships with strategic accounts that may have a regional/national presence and/or may have multiple lines of business with Mom's Meals, including Long-term Care (Long-term Services and Supports), Post-discharge and/or Chronic Care meals programs. Director of Healthcare Partnership leads a team of regional field-based Managers of Healthcare Partnerships. This position reports to the Vice President of Healthcare Partnerships.
The ideal candidate will be passionate about nutrition and have a relationship-oriented approach to account management, ensuring Mom's Meals is recognized as the industry leader in quality, customer service, and nutritional support and is valued as an extension of each healthcare organization in caring for its members.
This position will oversee Territory Managers in the Central region so living near a major airport is essential.
Salary Range: $136,000.00 - $160,000
Benefits include:
PTO, holiday pay and holiday of choice
401(k) match
Life insurance
Short-term disability
Health, dental and vision insurance
Maternity/paternity leave
Health savings account (HSA)
Flex spending accounts (FSA) - health and dependent
Position Responsibilities may include, but not limited to
Oversee and implement Medicaid and Long-Term Care field sales systems to maximize territory outcomes across core field sales areas of focus: meeting forecast maximizing field engagements, growth, service continuity, and overall business development
Onboard/implement new health plan accounts with Implementation Manager and broader Mom's Meals team; establish relationship, develop training materials and train account team members on service
Evaluate territory performance and monitor productivity/metrics, workload, and outputs while ensuring compliance with policies and processes and addressing issues through corrective action process as they arise
Identify opportunities for internal and external value story creation with account, including clinical data analyses, readmission/utilization/cost-savings analyses, quality improvement, case studies or others
Gain understating of healthcare partners' strategies with regard to addressing quality, social determinants of health and/or market differentiation and effectively position Mom's Meals as a strategic partner who can help deliver on organizational goals
Represent Mom's Meals at national and regional conferences, including assembling display table or booth, engaging conference attendees around our services and following up with leads or sending leads to appropriate Mom's Meals sales team colleagues
Travel regionally and nationally to call on Accounts and attend conferences
Oversee field rides and virtual assessments of customer facing presentations including in-services, customer leadership meetings, and continuing education programs.
Mentor, coach, develop, and train, and support field sales team to effectively drive productivity and results
Partner with senior leadership to continuously refresh customer service messaging ensuring consistent language used across marketing collateral, slide decks, in-services, and continuing education
Oversee field team CRM training and compliance to ensure all activities are recorded timely and consistently including customer engagements, contacts, and all other system information allowing for timely export of field data reporting
Develop and manage performance scorecard achievement of field team
Coverage of open territories as needed
Develop & deliver Quarterly Account Plan, in collaboration with Mom's Meals leadership (Sales, Marketing, Operations, Analytics, IT, other)
Continual communication and alignment with Mom's Meals leadership to meet the needs of Accounts and business
Required Skills and Experience
Bachelor's degree in Business Management or related field
Minimum 5 years combined clinical work and/or Healthcare Account Management experience, business development, or sales
Expertise in LTSS, HCBS, and Medicaid programs including Managed Medicaid, LTSS, and Medicaid FFS programs
Proven track record of setting and tracking toward milestones, follow-up, consistent documentation and timely and professional communication with stakeholders
Ability to successfully engage in pleasant and professional dialogue with partners and develop trusting, mutually respectful and mutually beneficial relationships with key accounts and internal teams
Demonstrated success at getting to the root of an issue, clarifying it and helping to create new processes with internal and external teams to improve members' and partners' experiences
Strong communication and presentation skills
Sincerity and passion for helping people
Strong Microsoft Office skills - Outlook, Word, Excel and PowerPoint
Experience with CRM, Salesforce or similar organizational sales software
Willingness to travel up to 50% of the time for day and overnight trips, both regionally and nationwide
Assemble/disassemble table and/or booth displays for conferences
Preferred Skills and Experience
Previous work with Medicaid and Medicare Advantage Managed Care plans
Knowledge of Medicaid benefit programs
Clinical background (Nurse, Registered Dietitian)
Experience with pilot program development, execution and quality (HEDIS, Stars) measures
Physical Requirements
Repetitive motions that include the wrists, hands and/or fingers
Sedentary work that primarily involves sitting, remaining in a stationary position for prolonged periods
Visual perception to perform job including peripheral vision, depth perception, and the ability to adjust focus
