Regional Sales Director

InnovAge•Philadelphia, PA

4h•Onsite

About The Position

The Regional Sales Director is responsible for meeting and exceeding gross enrollment goals for their assigned region through sales plan development and management of B2B and B2C sales activities. This role offers a competitive base salary with additional commission opportunity. InnovAge is dedicated to empowering seniors to live independently, allowing them to age in their own homes and communities safely. InnovAge offers an alternative to nursing homes through its Program of All-inclusive Care for the Elderly (PACE), which provides enrolled seniors with customized healthcare and social support at PACE Adult Day Health Centers. These centers are staffed by medical professionals who are committed to creating personalized care plans for each participant. At InnovAge, our team members are our greatest asset and have a significant impact on the lives of our participants every day. When you join InnovAge, you'll work alongside talented, respectful, and passionate colleagues within a patient-centered care model. InnovAge is committed to equal opportunity and affirmative action, and we strive to create a diverse and inclusive workplace. We consider all qualified candidates for employment without discrimination based on race, color, religion, sex, sexual orientation, gender identity/expression, national origin, disability, protected veteran status, pregnancy, or any other protected status.

Requirements

Bachelor’s degree in business, marketing, health care administration or related field from an accredited college/university
Requires state issued driver’s license, personal transportation, good driving record and auto insurance as required by law.
11+ years' total related experience, including 5+ years demonstrated success leading sales teams and delivering on business sales objectives.
Must have experience supervising staff in multiple facilities and the ability to communicate via various methods.
Experience with CRM database systems and sales tracking software, i.e., Microsoft Dynamics, Sales Force, Playmaker, etc.
Proven ability to interact effectively with senior executives.
Able to manage a cross-functional team effectively.
Experience in developing sales strategies and performance management metrics.
Exceptional verbal and written communication skills.
Leadership ability, entrepreneurial attitude and a good team player.
Strong training and presentation skills.
Excellent negotiation and sales skills.
Able to work under pressure and deadlines

Nice To Haves

Master of Business Administration or related master level degree
Experience in aging and long-term care services
3 years of Medicare Advantage/Managed Medicaid/Commercial Health Plan sales experience

Responsibilities

Build relationships with internal stakeholders.
Create partnerships with operations, clinical, financial, and compliance teams responsible for growth.
Develop sales, referral channel, and market strategies to drive leads.
Develop and implement annual, quarterly, and monthly sales plans with focused channels/accounts, strategies, initiatives, and tactics to achieve referral partner and participant growth targets.
Integrate and align sales plans with InnovAge sales systems and to optimize sales team performance.
Analyze, identify, and grow priority referral channels to maximize referral partner productivity.
Monitor sales territories for centers and staff to ensure that markets have optimal performance coverage.
Manage weekly and monthly reporting and accurate forecasting to company leadership of KPIs.
Monitoring of sales/enrollment funnel for health and viability of leads likely to convert.
Build a brand within assigned region without existing market share.
Monitor individual sales team member performance and administer performance management protocols to drive growth and personal development of staff.
Develop quarterly and monthly sales plans with Outreach Specialists to achieve gross enrollment goals.
Implement Sales Bonus Plan and administration of plan for targets and performance payout.
Reinforce national sales trainings with sales teams to maximize performance.
Develops and maintains a funnel of qualified leads and referral sources including maintaining accurate records of all sales and prospecting activities utilizing company Customer Relationship Management tool.
Helps set the tone of the department to ensure morale, team-work and a positive employment culture of the organization is maintained.
Coach and mentor center Outreach Specialists on sales approaches, best practices, and tactics to improve channel/source engagement and sales productivity growth.