director sales representative White Plains, NY
Job description
JOB SUMMARY:
The purpose of this role is to sell the RestorixHealth (“RXH”) value proposition into strategic payers, lead a team driving regional payer sales, and close revenue generating contracts (including commercial, at-risk, fee for service, and value based) for the Post Acute Division. Key focal points for this position will be to serve as the point person for RXH to large and regional payors. The Director is expected to exercise independent judgment in the day-to-day management of the organization's sales, contracting and managed care activities. This position will involve working with all areas of the organization to ensure the RestorixHealth value proposition is best aligned to its mission and core values.
PRIMARY RESPONSIBILITIES:
1. Ensures achievement of stated revenue targets both individually and that of the Team through RXH value proposition sales negotiations with large/strategic Commercial HMO/PPO payers, Medicare Advantage Plans, Medicaid Managed Care plans, community-based plans and other identified payer targets.
2. Apply sales financial acumen by providing timely and accurate forecasts of payer sales prospects and various reimbursement models in order to achieve positive revenue outcomes in supporting the growth of the RXH Post Acute Division.
3. Demonstrated ability to lead a team of individuals to drive revenue growth through strong contract negotiations skills, payer relations, and innovative/alternative payment models.
4. Build and maintain meaningful executive and senior level relationships with payor networks and work collaboratively with all stakeholders in the sales/contracting process.
5. Develop and manage close working sales relationships with payer affiliated groups such as TPAs, wound provider groups, and risk bearing entities.
6. Identify, analyze, and close all incoming potential and annual proposals from new and/or existing Payers.
7. Successfully sell within matrixed organizations and collaborate with other sales channels to generate net new business.
8. Conduct training and education for best practices pertaining to Insurance/reimbursement matters, as requested. Create and distribute training materials in collaboration with the RXH Learning and Development team, as needed.
9. Communicate with the Senior Management team regarding the viability of the plan/fees,
emerging industry trends, anticipating implications and/or identifying opportunities, and collaborating with Senior Management team to develop and manage strategic plans for payer sales activities.
10. Actively engage in national and state association advocacy and lobbying efforts related to needs in managed care regulations and government program reimbursement.
11. Ensures regional compliance with local, state, and federal regulations and standards.
12. Performs other related duties as assigned.
ADDITIONAL RESPONSIBILITIES:
- Deep understanding of selling value prop into post-acute healthcare organizations, HME/DME market providers/solutions, and HME/DME products.
- Strong multi-tasking skills to lead projects, initiatives, and deliver revenue/growth results.
- Continuously work towards the Company’s goal and vision while promoting a positive company culture.
- Read, adhere, and uphold The Company’s Policies and Procedures.
- Participate in quality improvement programs and Team meetings as necessary.
- BA/BS degree in Business, Healthcare, or comparable degree in a related field; MBA preferred.
- Skilled in Microsoft Office
- Have 12+ years of experience in payer sales and alternative payment contracting.
- At least 5+ years managing a payer sales team in post-acute care/DME.
- At least 2+ years of experience in the home health care space highly preferred.
- Expert healthcare reimbursement experience preferred.
- Proven ability to achieve revenue and gross margin expansion goals.
- Experience successfully calling on C-Suite level executives.
- Ability to travel frequently, hold a valid driver’s license in good standing.
- Self-starter
- Technical Skills – Product/job knowledge, strategic prospecting skills, rapport building in-person and over phone, cooperation, requires minimal supervision, post-sale relationship management.
- Computer Skills - Exceptional skills in MS Suite with a strong proficiency in Excel including pivot tables. Gain an understanding of technologies being scoped and currently connected to RXH.
- Accountability, Ethics, and Integrity - Holds self and others to maintain core values of RXH for measurable high-quality, timely, and cost-effective results; maintains principles, sets priorities, and delegates work; accepts responsibility for mistakes; complies with established control systems and rules.
- Oral & Written Communication – Speaks/writes clearly and persuasively in positive or negative situations; listens and gets clarification; responds well to questions; demonstrates group presentation skills; participates in meetings; advanced public speaking skills.
- Skilled in written/oral communication both internal and external to Restorix
- Ethics - Treats people with respect; keeps commitments; inspires the trust of others; works with integrity and principles; upholds organizational values.
- Integrity - Behaves in an honest, fair, and ethical manner; shows consistency in words and actions; fosters a high standard of ethics and instills mutual trust and confidence; serves as a role model for others and performs actions that demonstrates their values.
- HIPAA – Responsible for understanding and abiding by HIPAA policies and procedures.
PHYSICAL REQUIREMENTS:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
This position requires periods of time in which sitting, standing, use of hand and foot motion, vision, hearing, summarizing, focusing with frequent interruptions along with other physical, sensory, and cognitive sensory functions are required.
Note: The above is intended to describe the general content of and requirements for the performance of this job. It is not construed as an exhaustive statement of duties, responsibilities or requirements and may change at any time.
The Company is an Equal Opportunity Employer (EEO). All qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, gender identity, gender expression, sexual orientation, national origin, age, disability, or protected veteran status.
