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Director of Sales
WoundTech
Sales & Business Development
Posted on Aug 15, 2024
Director of Sales
The Role
As Director of Sales, you will report to Woundtech’s Chief Growth Officer. You will be part of a high energy, results driven Leadership team and play a meaningful role as we continue to expand Woundtech, the nation’s leading provider-delivered wound care organization. You will provide leadership, direction and coaching to the Client Success Representatives reporting to you.
You will be charged with developing and implementing strategies for your team that grow new and existing MSO/IPA/Provider relationships and leveraging those relationships to positively impact revenue growth and ensure performance to goal. You will create and implement bottom-up strategies that will focus your team and create greater depth in Woundtech’s client base.
Responsibilities
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Responsible for focusing and managing sales team towards key business goals and objectives, including net referral and start of care targets
Develop and execute strategies for effective client management across complex healthcare environments and payer matrixes that involve multiple decision points across health plan, MSO, and IPA’s
Utilizing data and quantitative assessment, evaluate and review performance of sales team, coaching to maximum outcome
Implement sales strategies to increase referrals, starts of care, and Woundtech market share across the Region
Conduct regular ride along visits with team, mentor and coach sales team towards skills and goal achievement
Analyze referral mix, market conditions, business volume/mix and competition.
Provide leadership, set team expectations, coach up low performing team members, conduct weekly, monthly, and quarterly sales meetings,
Ensure the appropriate value levers are in place to drive positive patient, client and Woundtech outcomes.
Participate in client facing Quarterly Business Reviews and monthly case reviews
Ensure sustained growth by supporting and expanding your team’s client base and referral sources including health plans, MSOs, IPAs, hospital case managers, and provider offices
Drive adoption and utilization of CRM across Client Success organization, ensuring that CRM is leveraged to its fullest extent
Participate as a senior member of the national Woundtech Growth Leadership Team, working cross-functionally with Finance, Operations, Clinical, Product, Analytics, HR, and the Executive Leadership Team
Partner with Chief Growth Officer to develop and execute annual strategic plan/budget and prepare quarterly sales updates to ensure achievement of established sales goals.
In collaboration with the Chief Growth Officer, develop and implements annual sales budget and quarterly/annual incentive plans
Support implementation of value-based contracts with new payer clients
Interview, hire, train, lead and inspire
Develop and manage growth initiatives in collaboration with the Regional Clinical Operations team
Requirements
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Experience in leading, training and driving a sales team through the referral to start of care process, or similar revenue delivery system
Extensive knowledge of value-based, risk focused primary care arrangements (MSO, IPA) and expert level understanding of risk stratification and matrixes across health plan, MSO, and IPAs
Experience leading sales team and demonstrated revenue growth in a mid-stage, evolving and/or changing healthcare services business
Demonstrated record of outstanding organizational and problem-solving skills, a mentor to your team and trusted partner to your colleagues and clients
Demonstrated record of positive professional team playing attitude, adaptability to shift priorities and multi-task; flexible, positive, self-motivated, and willing to go the extra mile to get the job done
Must exhibit strong leadership ability, strategic insight, sales capability and exercise mature judgment and diplomacy.
Strong process orientation - you understand how to successfully bring together and manage the internal team necessary to successfully problem solve internally and externally to and quickly resolve concerns/blocks
Ability to lead a sales team using a strategic, data, and process driven approach
Proven track record of meeting sales goals, comfortable with a quota and metrics driven objectives.
Proficient with Salesforce, ability to inspire adoption of CRM by team members
Ability to execute on a sales leadership vision of delivering best-in-class wound care
Resourceful self-starter with a solution-oriented mindset and work approach, a willingness to contribute to many different types of tasks to get things done in a rapid-paced and high intensity performance focused environment
Mature decision making, strong interpersonal and relationship building skills
Team player in the truest sense, possessing effective communication, collaboration, empathy, adaptability, and conflict resolution skills. Focus on accountability, supportiveness, and a strong commitment to inclusive decision-making and alignment with Woundtech HEART Values—Honesty, Empathy, Accountability, Respect, Teamwork
Communicates in a clear and understandable manner, in both verbal and written communication.
Qualifications
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Bachelor’s degree
MBA or MHA preferred.
5+ years of experience leading healthcare ancillary services, payer (health plan, MSO, IPA), or health care provider sales and account management teams of 10+ high performing professionals
Proficient in Outlook, Word, Excel, and PowerPoint
Executive presence, strong written, presentation and podium skills
Ability to travel up to >50% of the time
Woundtech provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.