Under the direction of the Vice President, Sales, the Regional Sales Manager will meet and/or exceed annual sales objectives and goals by maintaining customer relationships. Through consultative selling and open communications with the client, the Regional Sales Manager will continuously assess client needs and satisfaction with current services, prepare proposals for increased services, make winning presentations, promote the company's products and services, including: complex care, cost containment, durable medical equipment, and home health, and extend the contract with potential and existing clients in the Worker's Compensation and Managed Care market. In addition, the Regional Sales Manager will work with the company's management team on prioritizing sales goals.
Summary of Role:
•Plan, develop and implement sales plan designed to obtain annual sales goals.
•Makes effective sales calls, builds relationships, and constantly seeks out new prospects.
•Lead in the development and implementation of an overall sales and marketing strategy based on effective research of the community and referral sources.
•Serve as an excellent representative of the company to referral sources, third party payers, vendors and financial institutions, all potential customers and vendors
•Coordinate and make presentations to key prospects and clients.
•Work with management to prepare, present and address RFP proposals to referral sources
•Gather information for contract negotiations, negotiate contracts, monitor and evaluate contracts, continually monitor current status of managed care in our service areas
•Understand competitive offerings including pricing, scope of offering, quality of work, marketing and sales strategies and targeted market.
•Maintain proper confidentiality at all times
•Excellent communication skills, verbal and written
•Maintenance of a neat and professional appearance.
•Manage daily operations with budgeted expenses and revenues in mind
•Comply with all applicable company policies, procedures, and patient protocols.
•Treat all information and data within the scope of the position with appropriate confidentiality and security and understand and adhere to all state and federally mandated standards regarding confidentiality and patient rights
•Seek out and coordinate networking opportunities by attending Workers' Compensation networking or other industry related meetings and functions.
•Occasional overnight travel
•Main communications vehicle with client
•Communicate industry/company information pertinent to client or internal resources
•Support the growth and development of business revenue, profitability, and growth.
•Upsells other services or more of the same
•Main point of contract for any service/operational issues
•Prepares reviews and distributes reports.
•Scheduling and coordinating monthly, quarterly, and annual meetings
•Working with staff for QA purposes
•Open line of communication to find out needs and whether company meets expectations - QA
•Actively keeping account aware of TMS' Service Offerings
•Obtaining new opportunities internally or externally
•Other duties as may be assigned
The ideal candidate will have a Bachelor's degree (MBA a plus) in Marketing, Business or a related discipline and 5 years of experience in Account Management in Worker's Compensation medical services and vocational consulting or at least 5 years of direct sales experience in another similar service-oriented field with a proven track record of success. A strong knowledge of the principles, terminology and practices of health care and risk management and Workers Compensation is preferred. The candidate must be proficient in MS Office, particularly Word and PPT; understand and utilize sales management tools, and possess excellent Internet research skills. Excellent verbal and written communication and presentation skills are a must. The ideal candidate must be able to understand TMS systems, and must be able to present complex concepts to non-technical users and convey an understanding of the practical business application solution. Further, they will demonstrate the ability to navigate and manage relationships with large, complex organizations. The ideal candidate must have the following:
•Business expertise and entrepreneurial spirit showing desire to be the best.
•Demonstrated ability to organize and plan
•Ability to communicate, establish and maintain relationships with all levels of any organization.
•Exceptional time management skills and solid follow-through skills.
•Ability to work with minimal supervision.
•Ability to deliver positive, measurable results.
•Possess excellent interpersonal skills.
•Ability to collaborate on a team level
•Ability to balance team environment with independent initiative
•Completing persuasion/negotiation and presentation skills
•Skilled in customer service relations, analysis and problem solving
•Ability to lift up to 25 lbs
•Ability to travel as needed
Company provides a competitive salary based on experience plus commission and profit sharing. Excellent benefits include: car allowance, medical, dental & life insurance, 401K with Employer Matching.