Who We Are:
Managed Health Care Associates, Inc. (MHA) provides care communities 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, specialty pharmacies, senior living, and other group living facilities. Our team of associates is passionate about our common mission of helping people age with grace and championing our core values of being Curious Learners, Selfless Advocates, and Relentless Finishers.
Who We’re Looking For:
The Director, Strategic Accounts, will lead top accounts in Navigator business unit, focusing on member retention and portfolio expansion to drive sales growth. They will manage and expand relationships with key, high-value clients and drive the strategic direction for the company's top-tier accounts, ensuring excellent customer satisfaction while also achieving sales targets and business growth. The role requires exceptional relationship-building skills, advanced sales acumen, and a deep understanding of client needs to ensure a win-win outcome for both the client and the company. The Director supports long term care facilities by providing consultative services with the goal of improving operational efficiency across various markets, including on-site long-term care operators.
The Director will also implement new services, foster innovation, and execute initiatives to enhance member services. They will lead quarterly Member Business Reviews with their members to conduct discovery, identify member needs, and provide insights to bring value and assist the member to drive better patient and business outcomes. They will work closely with executive teams, track progress on key projects, and collaborate with internal teams (trade relations, operations, finance, legal) and manufacturers/wholesalers to ensure effective communication and partnerships.
What You’ll Be Doing:
Strategic Account Sales
- Drive revenue growth within assigned strategic accounts through the identification and pursuit of upsell and cross-sell opportunities.
- Negotiate and close high-value contracts with key clients, ensuring favorable terms and pricing.
- Develop and execute sales plans that meet or exceed revenue and profitability goals.
Client Relationship Management
- Build and nurture strong, long-term relationships with key strategic accounts, ensuring high levels of satisfaction, loyalty, and retention.
- Act as the primary point of contact for top-tier clients, understanding their goals, challenges, and needs to provide tailored solutions.
- Regularly meet with senior client stakeholders to review performance and uncover new opportunities for growth.
Strategic Planning & Execution
- Develop and execute account strategies that align with both client objectives and company goals.
- Lead efforts to identify new business opportunities within existing accounts, upselling and cross-selling services/products to expand the relationship.
- Track and analyze account performance, providing detailed reporting and recommendations to executive leadership.
Team Leadership & Collaboration
- Work closely with a team of account executives and sales professionals to ensure performance targets and client satisfaction standards are met.
- Work closely with cross-functional teams (e.g., Marketing, Operations, Product) to ensure seamless execution of client projects and initiatives.
- Facilitate collaboration with internal stakeholders to ensure that clients' needs are met on time and with the highest quality.
Market Intelligence
- Stay current on industry trends, competitor activities, and market conditions to provide strategic insights to clients and the company.
- Provide feedback to product and marketing teams to help shape future offerings based on client needs and market demands.
Training, Compliance & Operational Excellence
- LTC Education & Training: Plan and facilitate ongoing education and training for the Navigator Sales team to ensure professional development and compliance.
- Adherence to Policies & Compliance: Follow company policies, legal regulations, and the governance/compliance program, including the Standards of Business Conduct and Employee Handbook.
- Reporting Violations & Remediation: Report policy violations and assist in remediation efforts for internal control failures.
Competencies:
- Direct sales and sales management experience
- Revenue management
- Analytic and strategic skills
- Strong communication and interpersonal skills
- Results driven and innovative
- Technical proficiency
What You’ll Bring To The Table:
- BA/BS degree required, preferably in business
- 8-10 years’ experience in sales and sales management
- 2-3 years’ direct sales experience with emphasis on major national accounts, and experience managing an outside sales team preferably in food services, health care, pharmaceutical or medical products industries.
- Ability to coordinate a high level of activity under a variety of conditions and constraints.
- Proven ability to manage and grow revenue for large, strategic accounts
- Strong analytical and strategic thought leadership skills with the ability to plan and execute at the tactical level
- Superb communications (written and oral) and interpersonal skills required
- Ability to build and manage teams, develop consensus and collaboration across multiple, cross-functional teams
- Results driven, possess insight and ability to provide direction and innovation to daily responsibilities.
- Strong working knowledge of Microsoft Office applications and client-server, web-based applications capabilities.
What’s Good To Know:
Why Join MHA:
MHA continues to lead by providing purpose-driven and value-based solutions, which preserve the dignity and grace people deserve, regardless of age. Let us be the best place you’ll ever work!
Our associates enjoy the following benefits, and you can, too!
Staying Healthy
- Comprehensive medical, dental, vision and prescription plans with FSA/HSA options individual and family options
- Teledoc access
- Fitness Reimbursement
- Commuter Benefit Plan
- Employee Assistance Program (EAP)
Enjoying Time-Off
- Paid vacation
- Your birthday is a day off and a floating holiday
- Paid Parental Leave
Planning for the Future
- 401K with a match
- Employee Stock Purchase Plan
- Life Insurance, short-term & long-term disability insurance
- Financial and legal advisors
- Perks and Benefits Discounts
Learning Continuously
- Tuition Reimbursement
- E-learning programs
- Ongoing Team Trainings
Making an Impact
- Paid volunteer time-off
- Donation matching
The Company
Managed Health Care Associates, Inc. (MHA) is a leading health care services and technology company that offers a growing portfolio of services and solutions to support the diverse and complex needs of the post-acute health care provider. MHA provides expertise in Group Purchasing, Managed Care and Payer Contracting, Reimbursement Management, Specialty Pharmacy Solutions, Pharmaceutical Data Analytics, Consultant Pharmacy Software and Legislative Advocacy. Through the delivery of innovative health care services and solutions, MHA helps members increase operational efficiency, maximize business growth, and provide optimum care for their patients.
Founded in 1989, MHA was purchased by Roper Technologies, Inc. in 2013. Roper Technologies is a constituent of the S&P 500, Fortune 1000. The Company operates market-leading businesses that design and develop vertical software and technology enabled products for a variety of niche markets. To learn more please visit www.mhainc.com.
Managed Health Care Associates, Inc. is an Equal Opportunity Employer and ensures its employment decisions comply with principles embodied in Title VII, the Age Discrimination in Employment Act, the Rehabilitation Act of 1973, the Vietnam Veterans Readjustment Assistance Act of 1974, Executive Order 11246, Revised Order Number 4, and applicable state regulations.
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)
