Sales Director-Occupational Healthcare
Concentra, Inc, Nashville, Tennessee, United States, 37247
Overview
JOB SUMMARY:
The Sales Director will directly manage the performance of the Account Executives (AEs) and will be assigned specific territories to oversee. Additionally, the Sales Director will be responsible for the smooth transition of Regional, National and Integrated Sales strategies and programs into the local territories commensurate with Company directives and, in accordance with Concentra policies, practices, and procedures and applicable regulations.
The Sales Director ensures the delivery of exceptional customer service by self and the center colleagues by putting all customers (internal and external) first and displaying:
A healing focus
A selfless heart
A tireless resolve
Responsibilities MAJOR DUTIES AND RESPONSIBILITIES:
Manage and direct the territory management process of multiple Account Executives to ensure they achieve assigned revenue targets. Territory Management includes, but is not limited to, prospecting and closing new business, growing existing client business, building market and account strategies, conducting competitive analysis, giving sales presentations, and working with center staff to ensure proper account management and to address customer related center operational issues.
Continuously monitor and evaluate sales performance and execution. Serve as a coach and trainer to the sales team to ensure that each team member has the proper skills and knowledge to perform at the highest level. Personally participate in continuing education and training programs on company products, services, industry standards and compliance.
Participate and attend leadership meetings, sales meetings and professional association meetings inside/outside of regular business hours, as required.
Provide accurate and complete sales productivity reports to sales management in a timely manner.
Participate in budget process and assist in developing sales and marketing plans for Medical Centers, Customer Worksite Medical Units and related service lines.
Work with Operations Management to ensure optimum pricing and profitability. Central Billing. Work with Central Offices (CBO) to ensure appropriate billing and reimbursement for services rendered.
Participate in the recruitment and retention of Account Executives utilizing Concentra Training Guidelines. Conduct Interviews, Hiring, Coaching, Counseling and Disciplinary Actions according to established policies and procedures in conjunction with the Human Resources Department.
Guardian and Promoter of the corporate culture and brand.
Assists Account Executives in the preparation and presentation of proposals.
Provide accurate competitive analysis in all markets covered.
Controls expenses to meet budget guidelines.
This role will cover the TN, KY and Savannah territory.
WORKING CONDITIONS:
Travel within Territories of responsibility
Medical Center
Office
Qualifications JOB-RELATED SKILLS/COMPETENCIES:
Excellent interpersonal skills
Excellent oral and written communication skills
Tactful and diplomatic communication style
Demonstrated sales and marketing success
Demonstrated customer focus
Guardian of the brand
Attentive to building and maintaining strong relationships
Influence skills
Ability to overcome objections and opposition
Demonstrates consistent, effective prospecting
Recovers easily from rejection
Possesses supportive beliefs - Belief in product and service
Effective performance assessment and management skills
Ability to supervise, evaluate, coach, and develop staff
Ability to lead a team effectively with successful experience in conflict resolution, team building, interpersonal relationships, mentoring and motivating colleagues
Ability to display high degree of inspiration for team members to retain focus of providing highest levels of customer satisfaction
Ability to effectively resolve difficult disputes and business challenges using highly refined functional, partnering and leadership skills
Possesses an outstandingly warm, positive, energetic and professional demeanor
Actively listens
Effective presenter in group or individual settings
Excellent critical thinking, deductive reasoning and decision making skills
Financial acumen and its application
Demonstrated excellent analytical and problem-solving skills
Demonstrated computer skills (Word, Excel, PowerPoint, Lotus Notes, CRM Platform)
EDUCATION/CREDENTIALS:
4 year college degree.
Successful completion of the Account Executive training program consisting of Employee Orientation, Center Training, Product Knowledge and Field Territory Training following Concentra Training Guidelines or an Account Executive in good standing for the previous one (1) year period.
Reliable automobile with valid driver's license and current automobile insurance
JOB-RELATED EXPERIENCE:
7-10 years of Sales related experience
Management experience preferred
Additional Data Employee Benefits
401(k) Retirement Plan with Employer Match
Medical, Vision, Prescription, Telehealth, & Dental Plans
Life & Disability Insurance
Paid Time Off
Colleague Referral Bonus Program
Tuition Reimbursement
Commuter Benefits
Dependent Care Spending Account
Employee Discounts
We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation, if required.
*This job requires access to confidential and sensitive information, requiring ongoing discretion and secure information management*
Concentra is an equal opportunity employer that prohibits discrimination, and will make decisions regarding employment opportunities, including hiring, promotion and advancement, without regard to the following characteristics: race, color, national origin, religious beliefs, sex (including pregnancy), age, disability, sexual orientation, gender identity, citizenship status, military status, marital status, genetic information, or any other basis protected by federal, state or local fair employment practice laws.
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The Sales Director will directly manage the performance of the Account Executives (AEs) and will be assigned specific territories to oversee. Additionally, the Sales Director will be responsible for the smooth transition of Regional, National and Integrated Sales strategies and programs into the local territories commensurate with Company directives and, in accordance with Concentra policies, practices, and procedures and applicable regulations.
The Sales Director ensures the delivery of exceptional customer service by self and the center colleagues by putting all customers (internal and external) first and displaying:
A healing focus
A selfless heart
A tireless resolve
Responsibilities MAJOR DUTIES AND RESPONSIBILITIES:
Manage and direct the territory management process of multiple Account Executives to ensure they achieve assigned revenue targets. Territory Management includes, but is not limited to, prospecting and closing new business, growing existing client business, building market and account strategies, conducting competitive analysis, giving sales presentations, and working with center staff to ensure proper account management and to address customer related center operational issues.
Continuously monitor and evaluate sales performance and execution. Serve as a coach and trainer to the sales team to ensure that each team member has the proper skills and knowledge to perform at the highest level. Personally participate in continuing education and training programs on company products, services, industry standards and compliance.
Participate and attend leadership meetings, sales meetings and professional association meetings inside/outside of regular business hours, as required.
Provide accurate and complete sales productivity reports to sales management in a timely manner.
Participate in budget process and assist in developing sales and marketing plans for Medical Centers, Customer Worksite Medical Units and related service lines.
Work with Operations Management to ensure optimum pricing and profitability. Central Billing. Work with Central Offices (CBO) to ensure appropriate billing and reimbursement for services rendered.
Participate in the recruitment and retention of Account Executives utilizing Concentra Training Guidelines. Conduct Interviews, Hiring, Coaching, Counseling and Disciplinary Actions according to established policies and procedures in conjunction with the Human Resources Department.
Guardian and Promoter of the corporate culture and brand.
Assists Account Executives in the preparation and presentation of proposals.
Provide accurate competitive analysis in all markets covered.
Controls expenses to meet budget guidelines.
This role will cover the TN, KY and Savannah territory.
WORKING CONDITIONS:
Travel within Territories of responsibility
Medical Center
Office
Qualifications JOB-RELATED SKILLS/COMPETENCIES:
Excellent interpersonal skills
Excellent oral and written communication skills
Tactful and diplomatic communication style
Demonstrated sales and marketing success
Demonstrated customer focus
Guardian of the brand
Attentive to building and maintaining strong relationships
Influence skills
Ability to overcome objections and opposition
Demonstrates consistent, effective prospecting
Recovers easily from rejection
Possesses supportive beliefs - Belief in product and service
Effective performance assessment and management skills
Ability to supervise, evaluate, coach, and develop staff
Ability to lead a team effectively with successful experience in conflict resolution, team building, interpersonal relationships, mentoring and motivating colleagues
Ability to display high degree of inspiration for team members to retain focus of providing highest levels of customer satisfaction
Ability to effectively resolve difficult disputes and business challenges using highly refined functional, partnering and leadership skills
Possesses an outstandingly warm, positive, energetic and professional demeanor
Actively listens
Effective presenter in group or individual settings
Excellent critical thinking, deductive reasoning and decision making skills
Financial acumen and its application
Demonstrated excellent analytical and problem-solving skills
Demonstrated computer skills (Word, Excel, PowerPoint, Lotus Notes, CRM Platform)
EDUCATION/CREDENTIALS:
4 year college degree.
Successful completion of the Account Executive training program consisting of Employee Orientation, Center Training, Product Knowledge and Field Territory Training following Concentra Training Guidelines or an Account Executive in good standing for the previous one (1) year period.
Reliable automobile with valid driver's license and current automobile insurance
JOB-RELATED EXPERIENCE:
7-10 years of Sales related experience
Management experience preferred
Additional Data Employee Benefits
401(k) Retirement Plan with Employer Match
Medical, Vision, Prescription, Telehealth, & Dental Plans
Life & Disability Insurance
Paid Time Off
Colleague Referral Bonus Program
Tuition Reimbursement
Commuter Benefits
Dependent Care Spending Account
Employee Discounts
We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation, if required.
*This job requires access to confidential and sensitive information, requiring ongoing discretion and secure information management*
Concentra is an equal opportunity employer that prohibits discrimination, and will make decisions regarding employment opportunities, including hiring, promotion and advancement, without regard to the following characteristics: race, color, national origin, religious beliefs, sex (including pregnancy), age, disability, sexual orientation, gender identity, citizenship status, military status, marital status, genetic information, or any other basis protected by federal, state or local fair employment practice laws.
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