Vice President of Sales (Navigator)

Who We Are:

Managed Health Care Associates, Inc. (MHA), provides care communities with 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, and specialty pharmacies, as well as senior living and other group living facilities. Our team of associates are passionate about our common mission of helping people age with grace, and champion our core values of being Curious Learners, Selfless Advocates, and Relentless Finishers.

Who we’re looking for:

You’re engaged and self-motivated with a superior analytical approach to solving problems, constantly driving for improvement and innovation. Your strong communication and organizational skills make you an excellent team player that adds meaningful contributions to our collaborative and fast-paced work environment. As curious learners, we question the status quo and so should you.

What You’ll Be Doing:

The Vice President of Food Sales is responsible for leading and executing Navigator’s national foodservice sales strategy, with direct accountability for revenue growth across a $3B portfolio. Overseeing three or more Sales Directors and their teams, this role drives performance across key customer segments, including healthcare foodservice, long-term care, and other institutional markets. The VP owns the end-to-end sales function, including strategy development, forecasting, territory design, training, performance analytics, and process optimization, with a strong focus on the food distribution and services industry. This highly analytical revenue generation, leader ensures the sales organization is aligned with company goals, customer needs, and market dynamics by developing and executing growth strategies, managing team performance, and optimizing sales operations in collaboration with FP&A and executive leadership. Additional responsibilities include refining sales processes (pricing, promotions, product positioning, and account segmentation), driving team productivity through training and metrics, and partnering with the VP of Operations and cross-functional teams to ensure service excellence. The VP also maintains strategic relationships with GPO members, foodservice distributors, and manufacturers, while delivering data-driven insights to improve overall sales effectiveness.

Navigator is the United States’ largest full-service GPO exclusively focused on senior living.  Navigator members have access to a full range of programs, tools, and services to support you in achieving your business goals. Our experienced specialists will provide insights and expertise to address your challenges. Navigator is a subsidiary of MHA.  For more information, visit:  http://www.navigatorgpo.com

 

Responsibilities - What You’ll Bring to the Table:

Sales Planning & Forecasting

• Forecasting & Budgeting Management – Designs, implements, and manages sales forecasting, planning, and budgeting processes with a focus on quality, consistency, and integration across organizational functions.

Sales Leadership & Strategy

• Strategic Sales Leadership – Provides leadership and counsel to senior executives, aligning sales objectives with business goals and guiding a vision that supports both short- and long-term growth.
• Team Development & Execution – Builds, trains, and manages a high-performing sales team capable of executing company strategies and delivering results.
• Customer-Centric Sales Strategy – Leads the sales strategy with a focus on customer value and the unique strengths of the company’s services and support.

Sales Operations & Performance Management

• Quota & Resource Alignment – Equitably assigns sales quotas and ensures financial objectives are aligned across all channels and resources.
• Performance Analytics – Tracks and analyzes KPIs (growth, win/loss rates, upsells, renewals, quota attainment) to identify opportunities for individual and team improvement.

Sales Enablement & Process Improvement

• Process Optimization Partnership – Collaborates with senior leaders to improve sales processes and drive operational efficiency.
• Productivity Optimization – Enhances sales productivity through effective territory management, refined customer segmentation, and streamlined sales workflows.

Requirements:

• Bachelor’s degree required; MBA or other relevant advanced degree preferred.
• 10+ years of senior sales leadership experience,