Regional Sales Director

Job Description

Job Description

Responsibilities

The Regional Sales Director is responsible for meeting and exceeding gross enrollment goals for their assigned region through sales plan development and management of B2B and B2C sales activities.

Territory: California (San Bernardino/Sacramento)

This role offers a competitive base salary with additional commission opportunity.

Sales Strategy, Plan Development and Reporting – 40%

• Build relationships with internal stakeholders. Create partnerships with operations, clinical, financial, and compliance teams responsible for growth.
• Develop sales, referral channel, and market strategies to drive leads. Strategy to be developed for the region and centers in alignment with the region priorities and national sales strategies.
• Develop and implement annual, quarterly, and monthly sales plans with focused channels/accounts, strategies, initiatives, and tactics to achieve referral partner and participant growth targets.
• Integrate and align sales plans with InnovAge sales systems and to optimize sales team performance.
• Analyze, identify, and grow priority referral channels to maximize referral partner productivity.
• Monitor sales territories for centers and staff to ensure that markets have optimal performance coverage.
• Manage weekly and monthly reporting and accurate forecasting to company leadership of KPIs.
• Monitoring of sales/enrollment funnel for health and viability of leads likely to convert.
• Build a brand within assigned region without existing market share.

Sales Management, Supervision, and Talent Development – 60%

• Monitor individual sales team member performance and administer performance management protocols to drive growth and personal development of staff.
• Develop quarterly and monthly sales plans with Outreach Specialists to achieve gross enrollment goals.
• Implement Sales Bonus Plan and administration of plan for targets and performance payout.
• Reinforce national sales trainings with sales teams to maximize performance.
• Develops and maintains a funnel of qualified leads and referral sources including maintaining accurate records of all sales and prospecting activities utilizing company Customer Relationship Management tool.
• Helps set the tone of the department to ensure morale, team-work and a positive employment culture of the organization is maintained.
• Coach and mentor center Outreach Specialists on sales approaches, best practices, and tactics to improve channel/source engagement and sales productivity growth.

Travel

• Travel to referral partner and InnovAge worksite locations 50% with 10-20% overnight travel. Increased presence (80-100%) on site at InnovAge buildings during start up period through maturity

REQUIRED

• Bachelor’s degree in business, marketing, health care administration or related field from an accredited college/university
• Requires state issued driver’s license, personal transportation, good driving record and auto insurance as required by law.
• 11+ years' total related experience, iincluding 5+ years demonstrated success leading sales teams and delivering on business sales objectives.
• Must have experience supervising staff in multiple facilities and the ability to communicate via various methods.
• Experience with CRM database systems and sales tracking software, i.e. Microsoft Dynamics, Sales Force, Playmaker, etc.
• Proven ability to interact effectively with senior executives.
• Able to manage a cross-functional team effectively.
• Experience in developing sales strategies and performance management metrics.
• Exceptional verbal and written communication skills.
• Leadership ability, entrepreneurial attitude and a good team player.
• Strong training and presentation skills.
• Excellent negotiation and sales skills.
• Able to work under pressure and deadlines

PREFERRED

• Master of Business Administration or related master level degree
• Experience in aging and long-term care services
• 3 years of Medicare Advantage/Managed Medicaid/Commercial Health Plan sales experience

The pay offered for the position will take into consideration the candidate’s geographic region, job-related knowledge, skills, experience, and internal equity, among other factors. InnovAge offers a comprehensive benefit package which includes medical, dental and vision insurance, short and long-term disability, life insurance and add, supplemental life insurance, flexible spending accounts, 401(k) savings, paid time off, and company paid holidays.