• VP Sales - Managed Care / Population Healthcare

    Posted Date 1 month ago(10/1/2018 6:05 PM)
    Job ID
    2018-5228
    # of Openings
    1
    Category
    Sales & Marketing
    Type
    Full Time Regular
  • Overview

    Vice President Sales - Managed Care/ Population Healthcare 

     

    Matrix Medical Network is the leading provider of in-home, facility, community based care management services revolutionizing health-care solutions. Founded in 2000 and headquartered in Scottsdale, Arizona, with regional offices in Largo and Orlando Florida. Matrix has a national clinical organization which provides high-touch, in-home care to help health plans balance cost and revenue, grow membership and improve the quality of care. After nearly doubling in size in recent years, Matrix continues to be well positioned for continued expansion. 

     

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    The Role

     

    Reporting to the Chief Growth Officer this position will play a critical role in driving continued growth across the organization. The primary duties and responsibilities of the Vice President, Sales are to execute and drive all aspects of sales activities to health plans, ensuring that annual sales targets and product gross margins are exceeded or achieved. Focus is on developing relationships and sales with new clients. Additional responsibilities include securing new product sales with existing clients. This position is expected to work closely with Senior Executives within health plans and other risk-baring entities (ACO’s, medical groups and large employers) to ensure understanding of clients’ current and future needs and to sell  Matrix product solutions in concert with client’s business requirements. This individual will be expected to have strong relationships and to drive direct sales with C-Suite and Senior Executives within Finance, Quality, Risk Adjustment, and/or Medical Management departments. They will participate as a leader in the development of sales strategy, pipeline development and in the identification of business opportunities. In coordination with colleagues they will manage sales pipeline & cycle, market product feedback and product promotion. The ideal candidate will have a proven track record of success, be highly driven and possess the following key competencies:

    • Drive for Results/Entrepreneurial Orientation:  The ability to focus on the desired result and can be counted on to exceed goals successfully; is constantly and consistently one of the top performers; very bottom-line oriented; steadfastly pushes self and others for results.
    • Strategic Agility:  Sees ahead clearly; can anticipate future consequences and trends accurately; has broad knowledge and perspective; is future oriented; can articulately paint credible pictures and visions of possibilities and like hoods; can create competitive breakthrough strategies and plans.
    • Business Acumen and Depth of Client Awareness:  Knows how our client’s businesses work; knowledgeable in current and possible future policies, practices, trends and information affecting their organizations; knows our competition; is aware how strategies and tactics work in our marketplace
    • Communication Skills/Influencing Others:  is highly effective and persuasive in a variety of formal presentation settings; communicates effectively both inside and outside the organization (verbal and written); presents messages so that they have the desired effect.
    • Negotiating:  Can negotiate skillfully in tough situations with both internal and external groups; can win concessions without damaging relationships; can be both direct and forceful as well as diplomatic; gains trust quickly; has a good sense of timing

    Responsibilities

    • Sell Matrix Medical Network solutions to health plans and other risk-baring entities (diverse service offerings across multiple product lines including Commercial and Medicare service lines)
    • Develop and execute short and long term sales strategies to achieve outstanding business results
    • Lead and manage sales cycle from initial contact to agreement execution
      • Develop and maintain an active pipeline of prospects and generate pipeline reports periodically to effectively communicate status
      • Establish contact with key prospects and cultivate prospects through the sales cycle
      • Partner effectively with functional business owners, business development team and general counsel to effectively negotiate contracts and transition accounts to account management
      • Nurture key client relationships looking for an opportunity to cross-sell or expand sales organically
    • Deliver on sales goals on a monthly, quarterly, and annual basis
    • Ensures effective sales support and administration, including RFP/RFI management, finalist presentation development/support, marketing, communication and training
    • Maintains subject matter expertise and knowledge in Medicare, Medicaid, CMS compliance, Affordable Care Act and health care industry market trends
    • Provide prospect feedback on Matrix product offerings to internal Matrix departments and influence product road-map based upon client demand
    • Provide leadership weekly, monthly, and quarterly reports regarding sales pipeline progression including consistent CRM tracking
    • Provide intelligence regarding market trends and market needs to relevant Matrix stakeholders
    • Participate in high profile risk adjustment, quality and care management trade shows, conferences, and other industry gatherings to network with prospects, promote Matrix services and maintain client relationships
    • Become a “market voice” for Matrix’s product suite

    Qualifications

    • Bachelor of Arts / Science required; Master’s level degree preferred
    • Minimum of 10 years successful experience in health care sales, 5+ years of experience selling to Commercial, Managed Medicaid and Medicare Advantage health plans
    • Risk Adjustment, Quality, Health Assessment and Chronic Care Management Sales experience.
    • Robust list of industry networking contacts and networking strategies
    • Demonstrated positive sales growth performance YOY
    • Prior experience in cultivating and closing contracts with senior management within national and regional health plans
    • Excellent presentation and communication skills
    • Strong influencing, interpersonal and collaboration skills
    • Proven ability to pro-actively manage multiple priorities
    • Demonstrated initiative, resourcefulness and agility
    • Results driven, sense of urgency and high energy
    • The ability to find creative solutions to complex situations
    • Highest standards of personal and professional integrity
    • Depth of Industry knowledge, including CMS and it’s regulations
    • Travel requirements are 50% or greater

     

    Matrix Medical Network is a proud equal opportunity employer

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