Director Outreach

Professional Case Management•Santa Fe, NM

2d•$110,300 - $174,500

About The Position

Put your talents to work at PCM! Whether you work in our Home Care, Clinical Research, Impairments, or Catastrophic Care division, you will support our mission to deliver care and other services that enhance the quality of life of our clients. Be a part of our dynamic client-focused team and make a difference in your career! In this role, you will collaborate closely with the marketing and clinical teams to gain a deep understanding of our clients and offerings. You will oversee the daily field management of Regional Homecare Outreach Specialists and Community Homecare Outreach Representatives, ensuring the growth of Professional Case Management’s client population. This position will manage markets in Nevada, New Mexico, & Colorado and will require extensive travel to these locations. Market Assignments are subject to change.

Requirements

Bachelor's degree in business, marketing, or a related field from an accredited college or university; MBA or equivalent preferred.
Over 5 years of experience successfully meeting targets while managing B2B and/or B2C salespeople in a complex sales environment with a long sales cycle, ideally in a geographically diverse region.
Proven ability to drive the sales process from planning to closing.
Strong business acumen and industry expertise.
Excellent mentoring, coaching, and people management skills.
Demonstrated success in accessing difficult-to-penetrate accounts by effectively engaging with all levels of personnel to reach key decision-makers.
Proven track record of maintaining and deepening long-term relationships with accounts, resulting in low-volume, high-value transactions.
Strong critical thinking skills in the sales process, with the ability to identify untapped opportunities and assist the team in capitalizing on them to achieve goals.
Ability to translate analytical insights from the sales operations team into actionable tactics.
Experience using CRM systems to understand and manage team activities and results.
Experience in home health care, pharmaceuticals, durable medical equipment, hospice, hospitals, rehab, and community-based organizations.
Demonstrated organizational skills, flexibility, assertiveness, and team orientation.
Proficient in Microsoft Office Suite (Word, Excel, PowerPoint) and CRM software (Salesforce, HubSpot, etc.).
Demonstrated ability to communicate, present, and influence credibly and effectively at all levels of the organization.
Ability to elicit cooperation from a wide variety of sources, including senior management and other departments.

Responsibilities

Drive growth and achieve referral and authorization targets through effective sales team management.
Lead all elements of Territory Management including customer targeting, prospecting, selling, closing, implementing and following up with targeted accounts and leads
Proactively make suggestions and implement actions leading to continual improvement of individual and team performance
Manage day-to-day field operations of B2B and B2C representatives to ensure the growth of Professional Case Management’s client population in assigned markets.
Execute the strategic business plan to expand the company's customer base and ensure a strong market presence, with local customization as needed.
Coach and monitor the performance of sales representatives, including in-market ride-alongs and managing adherence to their quarterly plans.
Take ownership in finding solutions to issues and opportunities.
Foster and maintain strong, long-lasting stakeholder relationships (internal and external to PCM) by partnering with them and understanding their needs, including Authorized Representatives, medical providers, PCM clinical and marketing personnel.
Present referral, authorization, and activity metrics, along with realistic forecasts, to the business.
Identify market shifts and competitive dynamics and propose solutions to address new needs.
Oversee performance management and ensure full staffing.
Provide EEOICPA program expertise to support your team and educate health care providers on the program.
Coach the team on ways to educate potential clients, their families, and friends on enrolling in the EEOICPA program and maximizing their benefits, including leading presentations and seminars as required.
Ensure completion of administrative responsibilities for the team and yourself (Salesforce compliance, training, expense reports, weekly and quarterly reports, quarterly plans, etc.).
Ensure the communication and implementation of company policies within the sales department, while upholding PCM values
Perform additional duties as assigned by the VP of Outreach.
Travel approximately 75% within the region.