Director of Sales (ASCD)

Who We Are:

Managed Health Care Associates, Inc. (MHA) provides care communities access, solutions, and insights to help them run their businesses more effectively. Our members include post-acute providers across the care continuum, including long-term care, home infusion, specialty pharmacies, senior living, and other group living facilities. Our team of associates is passionate about our common mission of helping people age with grace and championing our core values of being Curious Learners, Selfless Advocates, and Relentless Finishers.

Who We’re Looking For:

The Director of Sales is a results-oriented sales leader responsible for overseeing and enhancing the sales team nationally, paying close attention to structure, processes, and metrics all to drive member retention, portfolio expansion and new business acquisition to aid in continued sales growth and member retention.  The Director of Sales is also responsible for developing strategic initiatives for targeted markets and helping to achieve long term success as Alternate Site Care Delivery Market continues to grow. 

The Director will develop and maintain trusted relationships with key member pharmacies and internal shared services such as trade relations, operations, finance, and legal to ensure a consultative partnership that extends beyond the scope of a traditional GPO. The Alternate Site sales team provides unparallel member support, competitive contracts, technology applications, as well as Business Reviews, all designed to help our members leverage cost savings and efficiencies.

 

What You’ll Be Doing:

Sales Account Management

• Manage division of sales associates responsible for Alternate Site Care Delivery business.
• Drive revenue growth within Region through the identification and pursuit of upsell and cross-sell opportunities.
• Negotiate and close contracts with clients, ensuring favorable terms and pricing.
• Develop and execute sales plans that meet or exceed revenue and profitability goals.

Client Relationship Management

• Build and nurture strong, long-term relationships with accounts, ensuring high levels of satisfaction, loyalty, and retention.
• Support sales associates through explanation of their targets, goals, challenges, and work to provide tailored solutions.
• Regularly meet with Associates and client stakeholders to review performance and uncover new opportunities for growth.

Strategic Planning & Execution

• Develop and execute account strategies for regions and territories on products that align with both client objectives and company goals.
• Lead efforts to identify new business opportunities within existing accounts, upselling and cross-selling services/products to expand the relationship.
• Produce reports that track and analyze account performance by territory and product, providing detailed reporting and recommendations to executive leadership.

Team Leadership  

• Manage a team of sales professionals to ensure performance targets and client satisfaction standards are met.
• Plan and facilitate ongoing education and training for the Sales team to ensure professional development and compliance.
• Work closely with cross-functional teams (e.g., Marketing, Operations, Product) to ensure seamless execution of client projects and initiatives.
• Facilitate collaboration with internal stakeholders to ensure that clients' needs are met on time and with the highest quality.
• Contribute towards team compensation and incentive programs that motivate the sales team to achieve their sales targets.
• Responsible for budgeting and forecasting and T&E management.
• Follow company policies, legal regulations, and the governance/compliance program, including the Standards of Business Conduct and Employee Handbook.

 

Competencies:

• Direct sales and sales management experience
• Revenue management
• Analytic and strategic skills
• Strong communication and interpersonal skills
• Team building and management
• Results driven and innovative
• Technical proficiency

 

What You’ll Bring To The Table:

• Bachelor’s degree or business, MBA or other directly applicable advanced degree preferred
• 5+ years of directly related leadership experience in Pharmaceutical, Healthcare, or GPO
• Successful track record managing the achievement of sales results and business development
• Knowledge of Home Infusion and Specialty Pharmacy preferred
• Excellent planning, analysis, organization, comm