Vice President, Onsite Sales

Job Id
166108
Job Location
Addison, TX
Employment Type
Full Time Regular
Industry
Health Care
Concentra
20210722T165402Z
Overview

The Vice President, Onsite Sales is responsible for leading Onsite Sales Directors to meet or exceed company goals for acquisition (occasionally retained) of new onsite clinic locations.  The position interacts with Clinical, Operations and Marketing to support the business unit.Specifically, this role identifies new business opportunities, secures, manages, and maintains business relationships with Onsite center client accounts and brokers consultants leading to expanded market share. The Vice President coaches salespeople, oversees sales reporting, and manages the RFP process. 

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Responsibilities

The Details

  • Provide management direction for the Onsite Sales Directors, which includes:
    • Meeting or exceeding sales objectives of the assigned region/accounts by promoting and selling company solutions through Concentra’s RFP or negotiated sales processes
    • Provide reporting of pipeline and forecast using C4 tool with high regard to data integrity
    • Conduct formal, consistent funnel calls to hold Sales Directors and Director of Strategic Accounts accountable for their activity
    • Coach Sales to meet or exceed specific goals for profitable revenue growth
    • Develop and implement regional and national sales These plans will focus on acquisition of new accounts and expand existing customers with Onsite clinics
    • Pursue identified customer/prospects actively engaging in the planning and sales process for new business opportunities
    • Assist in closing the sale, and developing an implementation strategy across multiple disciplines as needed (Operations, Clinical, Sales), with established inception dates 
  • Manage personal book of onsite business opportunities through entire sales cycle
  • Manage relationships with Onsite Operations and Clinical functions to ensure appropriate resources are available and focused to support selling objectives
  • Cultivate and maintain effective business relationships with customers, brokers, and consultants
  • Prepare/design/attend and participates in sales meetings and best and final responses
  • Communicate and solicit appropriate approvals on Pricing/Margin targets across multiple disciplines
  • Coordinate “set-up” of Concentra service offering/protocol and customer on-boarding to ensure smooth business transition and implementation
  • Identify, interpret, and develop customer proposal requirements and communicate accordingly with management and corporate proposal development team
  • Maintain current knowledge of industry partners, brokers, consultants, competitors, industry organizations and resources
  • Attend Industry Trade shows and related events
  • Present at highest levels of client organizational management (Senior, C suite)
  • Perform Human Resources related tasks, recruiting/staffing, managing the team’s productivity, performance and development planning, and coaching

This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.

Scope measures

  • Direct reports:  Onsite Sales Directors
  • Indirect reports:  No
  • Budget responsibility:  Yes

Travel:  Extensive (may include overnight) travel up to 50 % by land or air is required of employee in this position.

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Qualifications

Education/credentials

  • Bachelor’s degree from an accredited college or university or equivalent education and experience
  • In lieu of undergraduate degree, the ratio is 1:1 meaning one year of college equals one year of work experience and vice versa
  • Leadership and Customer Service training, Concentra training preferred

 

Job-related experience

  • Customarily has at a total of at least five or more years of experience which includes:
    • Customarily has at least five or more years of experience managing a sales team
    • Customarily has at least four or more years of either onsite account management or eight years of general health care account management experience 
    • Customarily has at least five or more years of experience in directly applicable experience in Onsite Health and Wellness Center sales and/or Operations
  • A history of success in meeting sales lead and lag indicators.  This includes successful sales activities, appointments, and wins
  • Existing onsite medical center client, broker and consultant relationships within the space a plus

 

Job-related skills/competencies

  • Concentra Core Competencies of Service Mentality, Attention to Detail, Sense of Urgency, Initiative and Flexibility
  • Ability to make decisions or solve problems by using logic to identify key facts, explore alternatives, and propose quality solutions
  • Outstanding customer service skills as well as the ability to deal with people in a manner which shows tact and professionalism
  • The ability to properly handle sensitive and confidential information (including HIPAA and PHI) in accordance with federal and state laws and company policies
  • Demonstrated general knowledge of Onsite Health Care delivery, billing, case management, network applications and state regulation standards within the Onsite Health and Wellness industry
  • Excellent oral, written and presentation communication skills
  • Proven ability to coach to build effective relationships that enable them to respond quickly to emerging customer opportunities, and provide for seamless execution of the company's business processes that exceed customer expectations
  • Ability to use technology and analysis tools (Excel, Outlook, PowerPoint, C4) to understand and apply market intelligence to sales strategy, to implement regional business plans and policies/procedures.
  • Excellent teamwork skills with the ability and willingness to support sales team approaches inclusive of strategic account selling strategies
  • Excellent interpersonal skills
  • Demonstrated sales and marketing success
  • Demonstrated customer focus approach
  • Demonstrated ability to learn and apply new knowledge
  • Basic financial analysis and ROI trend review skills
  • Demonstrated deadline orientation
  • Demonstrated organizational and project management skills
  • Demonstrated time management
  • Demonstrated sense of urgency and prioritization skills
  • Demonstrated ability to form strong internal and external relationships
  • Demonstrated attention to detail
  • Demonstrated ability to follow-through and follow-up
  • Demonstrated research and data application skills

Competitive analysis and counter response skills

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Benefits

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 M/F/Veterans/Disabled

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Talk to a Recruiter

Amanda_Glazer
Amanda Glazer
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