Director Sales Managed Care Services 02.12


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PMCSSL Director of Sales

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Director Sales Managed Care Services 02.12

  1. 1. Contact: Stan LopataExecutive Search619.206.6800stanlopata@gmail.com"Success comes from helping others Succeed" Managed Care Services, Inc.JOB TITLE: Director, SalesREPORTS TO: Chief Operating OfficerFLSA STATUS: ExemptSUMMARYThis role is the primary market facing position responsible for acquisition sales of Utilization Review,Medical Bill Review, Field and Physician Case Management and other products within an assignedmarket niche for Managed Care Services Inc.(company). The areas in which this role will be focusedupon will be either the Insurance Carrier and Self-Insured Employer and other potential client market on anational basis. The functions of this role include qualifying prospects, presenting, selling in a consultativemanner and remaining involved in the implementation of new clients. This role will develop a salespipeline, utilizing the companys established process, along with creating and implementing effectivesales strategies for identified prospects which drive them through the sales process to closure. All activityrecords will be clearly and timely documented within the companys CRM solution, CORE VALUES • Have a “Shop Owner” Approach  We know our numbers, take responsibility for our actions and are accountable for our results. • Integrity  We do what is right each day and in every business transaction and communication to build trust and respect with each other, with our customers and with our shareholders. • Passion to Succeed  We succeed by having a “fire in the belly” and aiming high and we know that our success is based on the individual and collective talents of our employees. • Exceed Customer Expectations  We are dedicated to strong relationships with our customers by continuously improving our service and by offering innovative, cost-effective solutions. • Be Experts in our Business  We continuously strive for excellence and professionalism and are recognized experts of the business.
  2. 2. ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned. • Manages time, territory and market niche to accomplish assigned goals of new business closed, client revenue and profitability, and account maintenance activities to meet and exceed established incremental revenue expectations • Manages sales staff to achieve established goals • Maintains existing assigned client base to ensure on-going client communication with operations staff and client commitment. • Participates with management team to effectively maintain existing accounts, develop new business and address service issues • Provides accurate, complete and timely sales reporting to company management • Interface with internal departments, including but not limited to Administration, Company service delivery, Finance, Legal and Accounting • Ability to coordinate department processes with corporate strategies while meeting client business requirements • Actively participate in the implementation of new clients ensuring the what was sold is delivered, and where necessary, effectively address scope change requests from clients • Documents appropriate and timely account information for all new and existing clients within the companys Customer Relationship Management (CRM) system • Actively participates in meetings, sales meetings and professional association meetings, outside of regular business hours as required • Increases the type and utilization of services to existing clients through cross-selling opportunities • Coordinate with Operations (or other appointed personnel) validation of client reports • Acquires a complete understanding of the occupational healthcare field to include regulatory compliance issues, products available and delivered, competitive landscape and impending changes • Participates in continuing education programs on company products, services, sales training and industry compliance • Effectively follow established Interdisciplinary and cross-functional sales process • Other duties as assignedSUPERVISORY RESPONSIBILITIESQUALIFICATIONSTo perform this job successfully, an individual must be able to perform each essential duty satisfactorily.The requirements listed below are representative of the knowledge, skill, and/or ability required.Reasonable accommodations may be made to enable individuals with disabilities to perform the essentialfunctions.Ability to identify and resolve problems in a timely manner, gather and analyze information skillfully.Ability to demonstrate accuracy and thoroughness, monitor own work to ensure quality and applyfeedback to improve performance.
  3. 3. Ability to adapt to changes in the work environment, manage competing demands and is able to deal withfrequent change, delays or unexpected events.Ability to be at work and on time, follow instructions, respond to management direction and solicitfeedback to improve performanceAbility to work independentlyDetail orientedOrganizational skillsAbility to multi-taskComputer skills (Microsoft applications)Previous, successful experience working from remote/home officeProfessional demeanor and deportment befitting a senior sales personProven ability to develop strong relationships with prospects and customersExcellent written and verbal communication skillsEDUCATION and/or EXPERIENCEMinimum education: Bachelors degree in Business or Sales and Marketing preferredMust have some medical/claims background and/or equivalent experience with a proven sales trackrecordWorker’s Compensation knowledge and experience within a managed care settingTraining within the insurance industry, managed care, or related field preferredLANGUAGE SKILLSMATHEMATICAL SKILLSExcellent Math SkillsREASONING ABILITYStrong problem-solving and critical-thinking skillsPHYSICAL DEMANDSThe physical demands described here are representative of those that must be met by an employee tosuccessfully perform the essential functions of this job. Reasonable accommodations may be made toenable individuals with disabilities to perform the essential functions.While performing the duties of this job, the employee is occasionally required to stand; walk; sit; usehands to finger, handle, or feel objects, tools or controls; reach with hands and arms; climb stairs;balance; stoop, kneel, crouch or crawl; talk or hear; taste or smell. The employee must occasionally liftand/or move up to 25 pounds.WORK ENVIRONMENT
  4. 4. The work environment characteristics described here are representative of those an employeeencounters while performing the essential functions of this job. Reasonable accommodations may bemade to enable individuals with disabilities to perform the essential functions.