Director of Sales - Onsites- East Coast

Concentra•Lockhart, FL

1d•Onsite

About The Position

The Director of Sales for Onsites is responsible for identifying new business opportunities, securing, managing and maintaining business relationships with Onsite health and wellness center client accounts, brokers and consultants leading to expanded market share. The director meets sales growth objectives in accordance with Concentra onsite sales policies, practices, procedures and applicable regulations. In addition, the director will achieve objectives related to sales and growth of Concentra’s complete service offering.

Requirements

Bachelor’s degree in in public health, healthcare administration or business from an accredited college or university or equivalent education and experience
In lieu of undergraduate degree, the ratio is 1:1 meaning one year of college equals one year of work experience and vice versa
Customarily has at least five or more years of directly applicable experience in Onsite Health andWellness Center sales and/or Operations
Demonstrated general knowledge of Onsite Health Care delivery, billing, case management, network applications and state regulation standards within the Onsite Health and Wellnessindustry
Must be able to travel by Airplane/Car within the East Coast Region
Concentra Core Competencies of Service Mentality, Attention to Detail, Sense of Urgency, Initiative and Flexibility
Ability to make decisions or solve problems by using logic to identify key facts, explore alternatives, and propose quality solutions
Outstanding customer service skills as well as the ability to deal with people in a manner which shows tact and professionalism
The ability to properly handle sensitive and confidential information (including HIPAA and PHI) in accordance with federal and state laws and company policies
Basic financial analysis and ROI trend review skills
Demonstrated excellent written and verbal communication skills
Demonstrated deadline orientation
Demonstrated organizational and project management skills
Demonstrated time management
Demonstrated sense of urgency and prioritization skills
Demonstrated ability to form strong internal and external relationships
Demonstrated attention to detail
Demonstrated ability to follow-through and follow-up
Demonstrated research and data application skills
Competitive analysis and counter response skills

Nice To Haves

Advanced degree in public health, healthcare administration or business preferred
Concentra leadership and customer service training.
Existing onsite medical center client, broker and consultant relationships within the space a plus

Responsibilities

Develop and execute strategy to expand market share through new customer prospects and/or existing accounts with significant growth opportunity
Weekly Business Unit General Capabilities presentation delivery in person, via webex and/or phone conference
Grow and maintain select existing customer relationships as identified collaboratively with VP Onsite Sales and National Onsite Leadership Team
Maintain a Sales Funnel with expected values within each sales stage
Meet minimum quarterly/annual revenue goals established by Senior Management
Identify and pursue new customer opportunity and is articulate Concentra’s full onsite scope of service with a focus on securing and growing new account revenue
Lead Onsite Customer Strategy and Pursuit approval calls. Go/No Go Calls.
Close/Finalize the sale, develops an implementation strategy across multiple disciplines as needed (Operations, Clinical, Sales), with established inception dates
Communicate and solicit appropriate approvals on Pricing/Margin targets across multiple disciplines
Coordinate “set-up” of Concentra service offering/protocol and customer on-boarding to ensure smooth business transition and implementation
Establish “open channel” communication with Concentra Management and service providers to create free flowing customer/market information
Coordinate sales/support activity with market/local leadership across multiple territories as needed
Submit weekly activity reports to designated management personnel via CRM system access
Submit Monthly Productivity reports to designated management personnel via CRM system access
Interpret and deliver various customer related outcome data
Identify, interpret and develop customer proposal requirements and communicate accordingly with management and corporate proposal development team
Maintain current knowledge of industry partners, brokers, consultants, competitors, industry organizations and resources
Pursue and maintain key industry thought leaders (consultancies, brokerage houses) relationships and endorsements
Attends Industry Trade shows and related events
Present at highest levels of client organizational management (Senior, C suite)
Must be able to travel by Airplane/Car within the East Coast Region