Hybrid Director, Sales

at MCG Health

• Job title: Director, Sales
• Job type: Full Time
• Experience level: Lead
• Salary: $149,100 - $208,700 per year
• Degree requirement: Bachelor's Degree
• Location requirements: Hybrid, United States

About the role

• Director of Sales managing Provider sales executives and achieving revenue targets for MCG Health. Fostering team development and strategic direction in healthcare innovations.

Responsibilities

• 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 achieves or surpasses 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 uses and maintains 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.
• Appropriately leads and/or oversees meaningful and constructive responses to RFP/s 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.
• Assists 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.
• Work collaboratively with the Associate Director of Sales Operations, which includes support with project management, business analysis, forecasting, and process improvement initiatives as needed.

Requirements

• Bachelor's degree in business administration, marketing, healthcare administration, or a closely related field is required.
• At least 10 years' experience in enterprise software sales, in progressively responsible roles, demonstrating a strong track record of exceeding sales targets and driving revenue growth required.
• At least 5 years of experience effectively leading and managing sales teams, including coaching strategic selling with sales executives required.
• Significant knowledge of the managed care, case management, or revenue cycle and healthcare industry required
• Knowledge regarding the use and role of guidelines by providers is required.
• Advanced proficiency in sales analytics, CRM tools, and Microsoft Office suite required.
• Ability to travel up to 30% of the time to client sites, trade shows, and MCG-sponsored events is required.

Benefits

• Remote work
• Medical, dental, vision, life, and disability insurance
• 401K retirement plan; flexible spending and health savings account
• 15 days of paid time off + additional front-loaded personal days
• 14 company-recognized holidays + paid volunteer days
• 8 weeks of paid parental leave + 10 weeks of paid bonding leave
• LGBTQ+ Health Services
• Pet insurance
• Check out more of our benefits here: https://www.mcg.com/about/careers/benefits/