The Regional Sales Director is responsible for managing a direct to consumer sales organization within FL, AL, MS for the UnitedHealth Care Nursing Home Plan and Optum Care Model . The Regional Sales Director will be responsible for managing a team of sales representative ("SAM's") in those markets. The Regional Sales Director is accountable for generating new membership ("gross adds") consistent with the budget and the revenue assumptions by month ("member months")
If you are located in Florida, you will have the flexibility to work remotely* as you take on some tough challenges.
Primary Responsibilities:- Manage the day to day activity of a market sales team, with an expected number of direct reports not to exceed eight full time employees
- Develop and executes an annual sales plan, and monitors results based on monthly performance
- Provide senior market leader with assistance, reports and other items as requested, and functions as a member of the market leadership team
- Oversee compliance with the Medicare Marketing Guidelines
- Manage the implementation and adherence with the CCM direct to consumer sales model
- Lead the market internal customer relationship management meeting (CRM Meeting) for the site, which includes developing and driving cross functional action plans, ensuring issues are resolved and documented, and same store account plans are in place
- Utilize the MAP process to establish, discuss and monitor direct report's performance, create development plans, and implement corrective action measures as appropriate and described in Optum performance management guidelines
- Recruit, hire and assist with the training of sales personnel
- Provide day to day direction to SAMs and assigned management personnel
- Manage CRM tool (bConnected) in accordance with departmental policies and metrics
- Oversee the implementation process consistent with the organization's Implementation Process as outlined in salesforce.com. Ensure new SNF launch metrics are achieved
- Conduct weekly 1/1 with direct reports to facilitate and monitor performance
- Provide month end report to RVP of Sales and action plan for subsequent month
- Conduct face to face contact with SNF personnel to address concerns and present the Optum CCM value proposition
- Provide compliance oversight and ensure all assigned sales personnel abide by the Medicare Marketing Guidelines
- Serve as subject matter expert for market(s)
- Professional Development
- Engages in on-going self-development planning that builds personal leadership skills, organizational knowledge and expands knowledge within the industry
- Seeks opportunities to network with colleagues, share experiences, willingness to provide direct support, solicit feedback and exchange ideas
- Develops and achieves professional growth goals, objectives and reviews with supervisor
- Practices UnitedHealth Groups Mission, Vision and Values
You'll be rewarded and recognized for your performance in an environment that will challenge you and give you clear direction on what it takes to succeed in your role as well as provide development for other roles you may be interested in.
Required Qualifications:- Appropriate state health insurance licensure and UHC Certifications within 90 days of hire date or able to obtain
- 2+ years of managing a sales organization
- Lead management software knowledge and preview experience
- Proven managing a salesforce utilizing a standard model, including the use of a CRM (salesforce.com, Siebel, or a similar product) to drive decisions
- Proven intermediate user level in Microsoft Word, PowerPoint and Excel
- Proven ability to work a variety of hours, early morning, evenings and weekends, as required by various sales activities
Preferred Qualifications:- Knowledge of healthcare industry
- Technical knowledge of the healthcare industry, especially long term care Medicaid and Medicare
- Proven budgeting expertise
- Proven management of a direct to consumer staff
- Proven exemplary oral and written communication skills
- Proven time management skills
- Proven to use of technology to improve efficiency
- Proven critical listening and thinking skills
- Proven decision making/problem solving skills
- Proven territory planning and management skills
- Proven negotiation skills
- Proven presentation skills
- Proven sales Management Skills
- Proven ability to work effectively independently and within a team environment
*All employees working remotely will be required to adhere to UnitedHealth Group's Telecommuter Policy
Pay is based on several factors including but not limited to local labor markets, education, work experience, certifications, etc. In addition to your salary, we offer benefits such as, a comprehensive benefits package, incentive and recognition programs, equity stock purchase and 401k contribution (all benefits are subject to eligibility requirements). No matter where or when you begin a career with us, you'll find a far-reaching choice of benefits and incentives. The salary for this role will range from $75,000 - $160,000 annually based on full-time employment. This role is also eligible to receive bonuses based on sales performance. We comply with all minimum wage laws as applicable.
