Director, Sales

3 weeks ago

Canada, CA Hearst Health Network Full time

At MCG, we lead the healthcare community to deliver patient-focused care. We have a mission-driven team of talented physicians and technical experts developing our evidence-based content and innovating our products to accelerate improvements in healthcare. If you are driven to enhance the US healthcare system, MCG is eager to have you join our team. We cultivate a work environment that nurtures personal and professional growth, and this is a thrilling time to become a part of our organization. With dynamic roles that offer meaningful impact, you'll be able to fully realize your potential. Plus, you'll enjoy world-class benefits and the security, stability, and resources of our parent company, Hearst, with over 100 years of experience.

As a Director, Sales (Provider) you will be responsible for managing a team of Provider sales executives and overseeing the achievement of annual revenue targets and retention goals. This role is also responsible for mentoring and developing a team of sales executives, providing strategic direction aligned with the organization's objectives, conducting market research, and negotiating/overseeing contracts with providers and healthcare organizations to include designated markets, such as Integrated Delivery Networks (IDN), Hospital Systems, and ACOs.

You will:

  • Provide strategic direction and leadership to the sales team to achieve sales targets and goals aligned with the organization's objectives.
  • Develop and implement sales strategies, tactics, and initiatives to drive revenue growth, increase market share, and expand the provider network.
  • Consistently achieve or surpass annual revenue objectives, effectively meeting or surpassing relicense and retention benchmarks outlined within the assigned quota.
  • Forecast sales projections, analyze sales data, and generate reports to track progress, identify trends, and make data-driven decisions.
  • Consistently use and maintain metrics, pipelines, CRM tools, and quantitative feedback to manage the business effectively.
  • Collaborate with internal teams, including Account Management, Marketing, Product, Finance, and Legal, to align sales efforts with overall business objectives and ensure a seamless customer experience.
  • Lead and/or oversee meaningful and constructive responses to RFPs while working collaboratively with other internal resources.
  • Support the Provider Network Business Development Manager with conducting market research and analysis to identify market trends, competitor activities, and opportunities for growth within the provider network.
  • In partnership with the Sales Leadership team, develop and deploy strong segment-driven sales strategies, tactics, and tools that effectively identify client/prospect priorities and efficiently align the sales process accordingly.
  • Negotiate and oversee the team's contracts, pricing, and terms with providers and healthcare organizations to secure new business and maintain existing relationships.
  • Assist the Leadership Team in delineating and implementing the strategy and execution plan for Tradeshow/Industry Events, representing the organization at industry events, conferences, meetings, and MCG-sponsored events.
  • Recruit, develop, coach, and mentor individual and team performance, provide feedback, and implement performance improvement plans as necessary.
  • Set clear performance expectations, monitor individual and team performance, provide feedback, and implement performance improvement plans as necessary.
  • Provide strong leadership, direction, and support to team members, fostering a positive and inclusive work environment and promoting professional growth and development.
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