Director of Sales - Onsites- East Coast

Concentra is recognized as the nation’s leading occupational health care company.

With more than 40 years of experience, Concentra is dedicated to our mission to improve the health of America’s workforce, one patient at a time. With a wide range of services and proactive approaches to care, Concentra colleagues provide exceptional service to employers and exceptional care to their employees.

The Director of Sales for Onsites is responsible for Identifying new business opportunities, securing, managing and maintaining business relationships with Onsite health and wellness center client accounts, brokers and consultants leading to expanded market share. The director meets sales growth objectives in accordance with Concentra onsite sales policies, practices, procedures and applicable regulations. In addition, the director will achieve objectives related to sales and growth of Concentra’s complete service offering.

• Develop and execute strategy to expand market share through new customer prospects and/or existing accounts with significant growth opportunity
• Weekly Business Unit General Capabilities presentation delivery in person, via webex and/or phone conference
• Grow and maintain select existing customer relationships as identified collaboratively with VP Onsite Sales and National Onsite Leadership Team
• Maintain a Sales Funnel with expected values within each sales stage
• Meet minimum quarterly/annual revenue goals established by Senior Management
• Identify and pursue new customer opportunity and is articulate Concentra’s full onsite scope of service with a focus on securing and growing new account revenue
• Lead Onsite Customer Strategy and Pursuit approval calls. Go/No Go Calls.
• Close/Finalize the sale, develops an implementation strategy across multiple disciplines as needed (Operations, Clinical, Sales), with established inception dates
• Communicate and solicit appropriate approvals on Pricing/Margin targets across multiple disciplines
• Coordinate “set-up” of Concentra service offering/protocol and customer on-boarding to ensure smooth business transition and implementation
• Establish “open channel” communication with Concentra Management and service providers to create free flowing customer/market information
• Coordinate sales/support activity with market/local leadership across multiple territories as needed
• Submit weekly activity reports to designated management personnel via CRM system access
• Submit Monthly Productivity reports to designated management personnel via CRM system access
• Interpret and deliver various customer related outcome data
• Identify, interpret and develop customer proposal requirements and communicate accordingly with management and corporate proposal development team
• Maintain current knowledge of industry partners, brokers, consultants, competitors, industry organizations and resources
• Pursue and maintain key industry thought leaders (consultancies, brokerage houses) relationships and endorsements
• Attends Industry Trade shows and related events
• Present at highest levels of client organizational management (Senior, C suite)
• Must be able to travel by Airplane/Car within the East Coast Region 

Education Details:

• Bachelor’s degree in in public health, healthcare administration or business from an accredited college or university or equivalent education and experience
• In lieu of undergraduate degree, the ratio is 1:1 meaning one year of college equals one year of work experience and vice versa
• Advanced degree in public health, healthcare administration or business preferred
• Concentra leadership and customer service training.

Job-Related Experience

• Customarily has at least five or more years of directly applicable experience in Onsite Health and
  Wellness Center sales and/or Operations
• Existing onsite medical center client, broker and consultant relationships within the space a plus
• Demonstrated general knowledge of Onsite Health Care delivery, billing, case management, network applications and state regulation standards within the Onsite Health and Wellness
  industry
• Must be able to travel by Airplane/Car within the East Coast Region 

Job-Related Skills/Competencies

• Concentra Core Competencies of Service Mentality, Attention to Detail, Sense of Urgency, Initiative and Flexibility
• Ability to make decisions or solve problems by using logic to identify key facts, explore alternatives, and propose quality solutions
• Outstanding customer service skills as well as the ability to deal with people in a manner which shows tact and professionalism
• The ability to properly handle sensitive and confidential information (including HIPAA and PHI) in accordance with federal and state laws and company policies
• Basic financial analysis and ROI trend review skills
• Demonstrated excellent written and verbal communication skills
• Demonstrated deadline orientation
• Demonstrated organizational and project management skills
• Demonstrated time management
• Demonstrated sense of urgency and prioritization skills
• Demonstrated ability to form strong internal and external relationships
• Demonstrated attention to detail
• Demonstrated ability to follow-through and follow-up
• Demonstrated research and data application skills
• Competitive analysis and counter response skills

Employee Benefits

• 401(k) Retirement Plan with Employer Match
• Medical, Vision, Prescription, Telehealth, & Dental Plans
• Life & Disability Insurance
• Paid Time Off
• Colleague Referral Bonus Program
• Tuition Reimbursement
• Commuter Benefits
• Dependent Care Spending Account
• Employee Discounts

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation, if required.

*This job requires access to confidential and sensitive information, requiring ongoing discretion and secure information management*

Concentra is an Equal Opportunity Employer, including disability/veterans. Concentra provides equal employment and affirmative action opportunities to applicants and employees without regard to race, color, age, religion, sex, sexual orientation, gender identity, national origin, pregnancy, protected veteran status, disability, or other protected categories. In addition, Concentra Inc. complies with applicable state and local laws prohibiting discrimination in employment in every jurisdiction in which it maintains facilities. 

Concentra is an equal opportunity employer that prohibits discrimination, and will make decisions regarding employment opportunities, including hiring, promotion and advancement, without regard to the following characteristics: race, color, national origin, religious beliefs, sex (including pregnancy), age, disability, sexual orientation, gender identity, citizenship status, military status, marital status, genetic information, or any other basis protected by federal, state or local fair employment practice laws.