Director Managed Care Sales

Cleveland Clinic

20d•Remote

About The Position

At Cleveland Clinic Health System, we believe in a better future for healthcare. And each of us is responsible for honoring our commitment to excellence, pushing the boundaries and transforming the patient experience, every day. We all have the power to help, heal and change lives — beginning with our own. That’s the power of the Cleveland Clinic Health System team, and The Power of Every One. Join the Cleveland Clinic team where you will work alongside passionate caregivers and provide patient-first healthcare. Here, you will receive endless support and appreciation while building a rewarding career with one of the most respected healthcare organizations in the world. As Director of Managed Care Sales, you will drive local, regional, and national growth strategies for the Cleveland Clinic enterprise. You will build and maintain relationships with clients and prospects, lead new sales for the Employer Solutions portfolio, and manage $30+ million in annual deals. In this role, you will develop strategic sales plans and provide leadership to a high-performing sales team, directly or through matrixed relationships, while upholding the Cleveland Clinic brand as a trusted and innovative healthcare provider. A caregiver in this position works remotely from 8:00 a.m. -- 5:00 p.m. This role requires travel to Cleveland Clinic locations across the U.S., particularly Main Campus, as well as client and conference travel.

Requirements

Bachelor's degree
Seven years of business development and management experience including three years of sales experience in medical community
Strong understanding of benefit decision process and implementation at large, self-funded employers
Acute understanding of the economics and market forces of the health care industry in addition to demonstrated ability in marketing
Excellent oral and written communication skills, strong organizational, negotiation, collaboration and time management skills
Ability to effectively communicate to a large, diverse audience
Travel up to 50%.

Nice To Haves

Master’s Degree
Five years of health plan product development, sales and management experience
Life, Accident and Health (LAH) insurance licensure through state of employment
Experienced sales leader
Strong interpersonal skills, excelling in relationships with high-level leaders, employers, and channel partners
Knowledgeable in complex healthcare and benefits ecosystems
Skilled in managing large-scale, long-term contracts

Responsibilities

Lead all sales and account management activities for local, regional and national growth strategies.
Manage the sales and account management staff towards results-driven performance.
Establish sales and revenue targets by product line that can be clearly defined, tracked and measured by achieving key results toward annual performance goals.
Motivate team to meet and exceed these goals.
Plan, prepare, implement and monitor the operational budget for the department.
Annually develop and vets a viable and sustaining strategic sales plan.
Develop prospective client lists and direct promotional activities and awareness programs to increase interest for strategic products/programs.
Plan and organize client specific tactical and developmental activities, including working with distribution channel partners, payers, brokers and benefit consultants.
Research and identify potential strategic market opportunities.
Gather and share competitive intelligence on competitor offerings and trends in the employer benefit space.
Drive awareness of Cleveland Clinic offerings to the community at large.
Work closely and influence HR leadership at Fortune 500 corporations, their benefit consultants and health plans.
Develop close and long-lasting relationships with clients and prospects.
Ensure new programs are developed and represented in accordance with Cleveland Clinic goals and objectives.
Effectively collaborate with integrated structures, internal and external to Cleveland Clinic to foster strong relations with Institute physicians, Cleveland Clinic leadership and other employer leadership for program development and delivery.
Actively participate in local and national speaking engagements and program video segments, as appropriate.
Participate at trade fairs, seminars and educational conferences where networking and marketing/sales opportunities exist.