Directs the activity of assigned marketing and sales staff and provides sales related support to market/branch management to ensure area sales and profit targets are achieved or exceeded. Identifies and manages high dollar prospects within an assigned area, makes sales calls, prepares/delivers sales presentations and gathers/organizes information for use in proposal/contract pricings. Works closely with Senior Management and other personnel to ensure achievement of overall division/service line sales objectives. Responsible for the supervision, orientation and development of the division/service line marketing and sales team improve selling effectiveness. 1. Directs the activities of assigned sales staff and provides sales related support to market/branch management to ensure area sales and profit targets are achieved or exceeded. Manages division/service line sales personnel and activities to meet/exceed assigned sales target. Gathers, organizes, and analyzes internal/external market and service line data to develop and drive strategies and tactics to achieve budgets. Collaborates with service line leaders to optimize opportunities and address challenges. 2. Manages, develops and trains sales team and oversees their activities. Implements appropriate sales structure and prioritize key customers in accordance with market sales plan.3. Assess market and establishes with management and territory staff sales strategy goals and tactics. Identifies high dollar prospects within an assigned area. Prioritizes accounts to comply with corporate sales plan and makes contact with appropriate management levels within client organizations.4. Develops and executes area specific annual strategic plan/budget and prepares quarterly sales updates to ensure achievement of established sales goals and compliance with established budgetary constraints. Manages sales time and resources according to plan.5. Makes sales calls on targeted managed care organizations, accounts, facility and physicians/physician groups as appropriate. Prepares/ delivers sales presentations which effectively address client needs and follows up to provide additional information, answer questions, resolve outstanding issues, and close sales.6. Gathers/organizes informationorganizes information on targeted accounts for use in proposal/contract pricings as necessary. Forwards pricing related information to appropriate management staff to ensure consistency/profitability and tracks actual sales against account targets.7. Maintains accurate target lists and territory management systems records. Ensures staff territory assignments are appropriate. Ensures sales staff is kept abreast of assigned product lines/services.
Manages professional or supervisory employees. Hires, trains, conducts performance reviews, and directs the workflow of designated staff.
Makes decisions within approved operating plans and objectives and within functional policies and precedents. May manage budget for large and/or complex projects or programs.
Sets direction and resolves problems. Resolves increasingly complex customer complaints or problems.
Interacts primarily with direct reports, supervisor, customers, peer managers, supervisors peers, patients and physicians.
Bachelors degree or equivalent working knowledge.Requires knowledge of Business Administration or Marketing as typically obtained through completion of a Bachelors Degree in Marketing, Business, or a health related science (e.g., nursing, pharmacy, etc.) or the equivalent.
Current, valid state drivers license.
Minimum of five years health care and related industry sales experience, or the equivalent required. Prior demonstrated experience to lead and manage others is required. Ability to provide leadership to and direct a team of sales and marketing representatives. Broad knowledge of the Medicare/Medicaid regulations, insurance, case management, hospice, self-insured and managed care marketplace and marketing/sales techniques required. Excellent interpersonal, organizational, presentation, communication, and data/analytics skills and computer literacy also required. Significant technical and moderate managerial experience, typically gained through 4 to 7 years relevant experience
Additional related education and/or experience preferred.
You want to change the health care industry – one life at a time. You belong here. You’re excited to be part of the dramatic changes happening in the health care field. In fact, you thrive on change. But you also understand that excellent, compassionate patient care is the true measure of the success of these changes. You belong at Banner Health. Our award-winning, comprehensive health system includes 23 hospitals in seven western states, primary care health centers, research centers, labs, a network of physician practices and much more. Throughout our system, skilled, compassionate professionals use the latest technology to change the way care is provided. If you’re looking to be a key contributor to a forward-looking organization, you’ll experience a wide variety of professional advantages: •Our vision for changing the future of health care gives you the opportunity to leverage your abilities to achieve something historic. •Our expansive system offers you an unmatched variety of clinical settings – from large urban trauma center to small rural hospital, ambulatory to home health. Our system also includes hospitals specializing in cancer, heart health and pediatrics. •Our many loc...ations also translate into a broad selection of exciting and rewarding lifestyle options – from the big city to the wide-open spaces. •Our commitment to healthcare innovation means you always have the latest technologies at your fingertips to help you provide the finest care possible. •The size, success and growth of our system provide you with the stability and options to pursue your desired career path. •Our competitive compensation and comprehensive benefits offer you options to complement your unique needs.