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 of Sales is a results-oriented sales leader responsible for overseeing and enhancing the sales team nationally, paying close attention to structure, processes, and metrics all to drive member retention, portfolio expansion and new business acquisition to aid in continued sales growth and member retention. The Director of Sales is also responsible for developing strategic initiatives for targeted markets and helping to achieve long term success as Alternate Site Care Delivery Market continues to grow.
The Director will develop and maintain trusted relationships with key member pharmacies and internal shared services such as trade relations, operations, finance, and legal to ensure a consultative partnership that extends beyond the scope of a traditional GPO. The Alternate Site sales team provides unparallel member support, competitive contracts, technology applications, as well as Business Reviews, all designed to help our members leverage cost savings and efficiencies.
What You’ll Be Doing:
Sales Account Management
- Manage division of sales associates responsible for Alternate Site Care Delivery business.
- Drive revenue growth within Region through the identification and pursuit of upsell and cross-sell opportunities.
- Negotiate and close contracts with 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 accounts, ensuring high levels of satisfaction, loyalty, and retention.
- Support sales associates through explanation of their targets, goals, challenges, and work to provide tailored solutions.
- Regularly meet with Associates and client stakeholders to review performance and uncover new opportunities for growth.
Strategic Planning & Execution
- Develop and execute account strategies for regions and territories on products 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.
- Produce reports that track and analyze account performance by territory and product, providing detailed reporting and recommendations to executive leadership.
Team Leadership
- Manage a team of sales professionals to ensure performance targets and client satisfaction standards are met.
- Plan and facilitate ongoing education and training for the Sales team to ensure professional development and compliance.
- 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.
- Contribute towards team compensation and incentive programs that motivate the sales team to achieve their sales targets.
- Responsible for budgeting and forecasting and T&E management.
- Follow company policies, legal regulations, and the governance/compliance program, including the Standards of Business Conduct and Employee Handbook.
Competencies:
- Direct sales and sales management experience
- Revenue management
- Analytic and strategic skills
- Strong communication and interpersonal skills
- Team building and management
- Results driven and innovative
- Technical proficiency
What You’ll Bring To The Table:
- Bachelor’s degree or business, MBA or other directly applicable advanced degree preferred
- 5+ years of directly related leadership experience in Pharmaceutical, Healthcare, or GPO
- Successful track record managing the achievement of sales results and business development
- Knowledge of Home Infusion and Specialty Pharmacy preferred
- Excellent planning, analysis, organization, communication, and presentation skills
- Proven track record of building a Sales team, hands-on leadership experience.
- Strategic big-picture thinker with a proven ability to drive step-changes in an emerging business
- Requires an excellent understanding of standard business practices related to Sales & Marketing Operations processes and systems (lead generation, campaign results tracking, sales process, CRM applications, reporting, forecasting, territory management and sales quotas)
- Skilled communicator, able to distill complex issues to straightforward concepts
- Strong collaboration, teamwork, and partnership skills
- Demonstrated ability to work in a team environment that requires quick turnaround and quality output
- Proficient in Microsoft programs including Excel, PowerPoint, Outlook, Word, Teams.
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 compa
ny 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)
