Director of Sales

“Pay scale information is not necessarily reflective of actual compensation that may be earned, nor a promise of any specific pay for any selected candidate or employee, which is always dependent on actual experience, education, qualifications, and other factors.  A full review of our comprehensive pay and benefits will be discussed at the offer stage with the selected candidate.”

Summary

The Director of Sales provides proactive, strategic leadership for assigned Teams and is responsible for development of multi-year growth targets and solutions.  This role focuses on managing, mentoring, and scaling a fully functional TPA sales team encompassing new self-funded sales, pull through sales and strategic relations for all consulting relationships. This position will oversee both tactical and strategic build Standard Operating Procedures (SOPs), and increase company revenue in alignment with annual goals.

Essential Duties and Responsibilities include the following. Other duties may be assigned.

• Evaluate TPA marketplace to identify trends and create innovative opportunities for business growth and diversification

• Develop and execute multi-year growth strategies to grow the sales and existing client pipeline
• Routinely present strategic plan to leadership for analysis and evaluation, and when needed for presentation to Senior Leadership Team.

• Develops and motivates a high performing team of sales executives, to drive business growth through new client development, existing client expansion, and client retention

• Work with sales directors in support of deployment of adopted strategies, including but not limited to education/training, refining consultative messaging and quantifying impact on territory plan, etc.;

• Provide direction and management over teams to monitor the quality of products and services being offered to the client.  

• Develop and maintain solid business relationships with clients and consultants at the executive and key decision-maker levels.  Determine where to make “focused investments” for each account.

• Develop financial and pricing models to support the presentation of business and clinical scenarios to clients, illustrating different benefit strategies and advantages of adoption.

• Research and analyze market trends and competitive practices to ensure Sales strategy is placed in context of client’s industry and marketplace.

• Fosters ongoing mutually beneficial relationships with key stakeholders within the healthcare industry;

• Responsible to ensure appropriate visibility of strategy and/or solutions within the national and regional consultant community

• Collaborate with other leaders across Verdegard to drive success

• Maintains the positive branding of MedImpact within the healthcare industry;

• Develops all enterprise level training programs related to sales, account management and subject matter experts that support the sales function.

• Other duties as assigned.

Supervisory Responsibilities        

Manages assigned staff in the segment area. Responsible for the overall direction, coordination, and evaluation of the unit. Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems. Supports and enforces all company policies and procedures in a fair and consistent manner, taking corrective action whenever necessary.

Education and/or Experience

BA/BS Degree or equivalent; plus 10 years’ related experience; 10 years of SME in respective area(s); (or equivalent combination of education and experience); and 8 years supervisory experience; Supervisory experience may be substituted with 10 years of MedImpact experience plus an appropriate external leadership training program and internal mentorship with a seasoned leader at the Director level or above that must be  completed within 12 months in new position.

Computer Skills

Intermediate to advanced skill set in MS Office; Word, Excel, PowerPoint, Project and Outlook.

Certificates, Licenses, Registrations

Licensed Health & Life Insurance Broker with active credentials in all 50 states

Other Skills and Abilities

• Proven expertise in identifying, qualifying, and closing complex, high-value self-insured and level-funded group health opportunities.

• Skilled at positioning Third-Party Administrator (TPA) solutions, cost-containment strategies, reference-based pricing (RBP), and tailored PBM integrations to brokers and enterprise clients. 

• Excellent interpersonal skills, written and verbal communication and group presentation skills.   

Reasoning Ability

• Ability to apply common sense understanding to carry out detailed but uninvolved written or oral instructions.  Ability to deal with problems involving a few concrete variables in standardized situations.

Mathematical Skills

• Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals.  Ability to compute rate, ratio, and percent and to draw and interpret bar graphs.

Language Skills  

• Ability to effectively present information in one-on-one and small group situations to customers, clients, and other employees of the organization.

Competencies To perform the job successfully, an individual should demonstrate the following competencies:

Business Acumen

Directing Others

Organizational Agility

Conflict Management

Drive for Results

Political Savvy

Customer Focus

Innovation Management

Strategic Agility

Decision Quality

Managerial Courage

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to sit and talk or hear. The employee is regularly required to stand; walk; use hands to finger, handle, or feel and reach with hands and arms. The employee must occasionally lift and/or move up to 25 pounds. Ability to maintain clear near visual acuity at approximately 20 inches or less (i.e., “close vision”) to accurately read fine print, view computer screens, and handle small objects. Requires adequate color vision and depth perception to support safety and precision in detail-oriented tasks.

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

This position may regularly be exposed to or encounter moving mechanical parts, high, precarious places, fumes, or airborne particles, toxic or caustic chemicals, outdoor weather conditions, risk of electrical shock or vibration. The noise level in the work environment is usually moderate (examples: business office with computers and printers, light traffic).

Work Location

This position works on-site at the San Diego Headquarters or other company location (or from a remote location with management approval based on business requirements). Must provide adequate support to internal clients; be available for regular interactions and coordination of work with other employees, colleagues, clients, or vendors; as well as be available to facilitate effective decisions through collaboration with stakeholders.

Working Hours

This is an exempt level position requiring the incumbent to work the hours required to fully accomplish job responsibilities and meet deadlines for work deliverables. The individual must have the flexibility to work beyond traditional hours and be able to work nights, weekends or on holidays as required. Work hours may be changed from time to time to meet the needs of the business. Typical core business hours are Monday through Friday from 8:00am to 5:00pm.

Travel

This position requires domestic travel of up to 50% of the time.

• Medical / Dental / Vision / Wellness Programs

• Paid Time Off / Company Paid Holidays

• Incentive Compensation

• 401K with Company match

• Life and Disability Insurance

• Tuition Reimbursement

• Employee Referral Bonus