The Regional Sales Director is responsible for meeting and exceeding gross enrollment goals for their assigned region through sales plan development and management of B2B and B2C sales activities.

Territory: Florida (Tampa/Orlando)

This role offers a competitive base salary with additional commission opportunity.

Sales Strategy, Plan Development and Reporting – 40%

• Build relationships with internal stakeholders. Create partnerships with operations, clinical, financial, and compliance teams responsible for growth.
• Develop sales, referral channel, and market strategies to drive leads. Strategy to be developed for the region and centers in alignment with the region priorities and national sales strategies.
• Develop and implement annual, quarterly, and monthly sales plans with focused channels/accounts, strategies, initiatives, and tactics to achieve referral partner and participant growth targets.
• Integrate and align sales plans with InnovAge sales systems and to optimize sales team performance.
• Analyze, identify, and grow priority referral channels to maximize referral partner productivity.
• Monitor sales territories for centers and staff to ensure that markets have optimal performance coverage.
• Manage weekly and monthly reporting and accurate forecasting to company leadership of KPIs.
• Monitoring of sales/enrollment funnel for health and viability of leads likely to convert.
• Build a brand within assigned region without existing market share.

Sales Management, Supervision, and Talent Development – 60%

• Monitor individual sales team member performance and administer performance management protocols to drive growth and personal development of staff.
• Develop quarterly and monthly sales plans with Outreach Specialists to achieve gross enrollment goals.
• Implement Sales Bonus Plan and administration of plan for targets and performance payout.
• Reinforce national sales trainings with sales teams to maximize performance.
• Develops and maintains a funnel of qualified leads and referral sources including maintaining accurate records of all sales and prospecting activities utilizing company Customer Relationship Management tool.
• Helps set the tone of the department to ensure morale, team-work and a positive employment culture of the organization is maintained. 
• Coach and mentor center Outreach Specialists on sales approaches, best practices, and tactics to improve channel/source engagement and sales productivity growth.

Travel

• Travel to referral partner and InnovAge worksite locations 50% with 10-20% overnight travel. Increased presence (80-100%) on site at InnovAge buildings during start up period through maturity

REQUIRED

• Bachelor’s degree in business, marketing, health care administration or related field from an accredited college/university
• Requires state issued driver’s license, personal transportation, good driving record and auto insurance as required by law.
• 11+ years' total related experience, iincluding 5+ years demonstrated success leading sales teams and delivering on business sales objectives.
• Must have experience supervising staff in multiple facilities and the ability to communicate via various methods.
• Experience with CRM database systems and sales tracking software, i.e. Microsoft Dynamics, Sales Force, Playmaker, etc.
• Proven ability to interact effectively with senior executives.
• Able to manage a cross-functional team effectively.
• Experience in developing sales strategies and performance management metrics.
• Exceptional verbal and written communication skills.
• Leadership ability, entrepreneurial attitude and a good team player.
• Strong training and presentation skills.
• Excellent negotiation and sales skills.
• Able to work under pressure and deadlines

PREFERRED

• Master of Business Administration or related master level degree
• Experience in aging and long-term care services
• 3 years of Medicare Advantage/Managed Medicaid/Commercial Health Plan sales experience

The pay offered for the position will take into consideration the candidate’s geographic region, job-related knowledge, skills, experience, and internal equity, among other factors. InnovAge offers a comprehensive benefit package which includes medical, dental and vision insurance, short and long-term disability, life insurance and add, supplemental life insurance, flexible spending accounts, 401(k) savings, paid time off, and company paid holidays.