• Regional Field Sales Director

    Requisition ID
    2018-3742
    # of Openings
    1
    Category
    Sales & Marketing
    Location
    US-IL-Chicago
  • Overview

    The Regional Field Sales Director is responsible to identify opportunities, seeks and engages new clients, develops new proposals, manages key accounts and represents the company in key sales meetings, strategic marketing activities, and high level external presentations. This position is responsible for setting both short and long term goals, creating sales strategies and evaluating the effectiveness of current sales programs within the region. In addition, the Regional Field Sales Director is responsible to optimally manage a team of Account Executives, implementing and ensuring departmental goals are met, and strives to meet and exceed the company’s revenue objectives.

    Responsibilities

    • Maintains and develops a local book of business while serving the broader region.
    • Ability to articulate ExamWorks Clinical Solution’s value proposition to prospective and existing clients and successfully secure new business.
    • Assist with new client implementation and on boarding needs.
    • Strengthens key customer relationships and develops and implements strategies for persuasively promoting services and products.
    • Work with National and Strategic Account Managers to strategically target claim offices by referral and penetration trends and savings opportunities.
    • Directs and organizes the sales team to maintain and grow the current client base as well as prospect and secure new accounts.
    • Design, execute and evaluate short and long term sales goals and marketing strategies.
    • Actively evaluates the overall sales processes and strategies and ensures continued performance and success is achieved.
    • Perform market analysis on a regular basis and reviews results with senior management, making any recommendations for adjustments in all corporate sales strategies.
    • Evaluates specific territories and identifies target markets for optimal sales opportunities.
    • Develops and maintains strong working relationships with management, sister companies and the regional corporate team.
    • Ensures the organization is maintaining and improving customer satisfaction to the highest levels and is proactive in problem solving.
    • Determines what industry functions, conferences, trade-shows, seminars and meetings the company should attend and when necessary, organizes and conducts client entertainment.
    • Ensures clients are fully informed of all updates in regards to policy changes and services.
    • Evaluates the results of overall sales efforts regularly and reports these results to the Vice President of Field Sales.
    • Reports the sales and marketing team’s performance and achievements at required times and/or as required on a monthly, quarterly or annual basis.
    •  Organizes sales and marketing meetings as needed and attend all scheduled meetings as mandated by upper management.
    • Performs miscellaneous duties or projects as assigned by upper management.

    ESSENTIAL MANAGERIAL RESPONSIBILITIES

    • Carrying out all responsibilities in accordance with the company’s standards, policies, and all applicable employment laws.
    • Managing and monitoring work-flow and providing support, training, and techniques to assist staff in achieving department daily/weekly/monthly goals and standards.
    • Encouraging positive morale, maintaining harmony among staff, and resolving grievances when necessary.
    • Overseeing the completion and approval of employee time-cards and coordinating overtime needs with management and staff as needed.
    • Actively participating in the department’s staffing requirements including hiring, on-boarding, and separating of employees.
    • Creating and implementing plan to meet department’s goals and metrics based on workload and client needs.
    • Communicating change effectively and supporting those affected by change.
    • Managing insubordinate staff when warranted and initiating coaching or corrective actions as required and/or directed by upper management.
    • Evaluating staff needs and performance, providing periodic feedback to staff and reporting any performance concerns and/or recommendations growth opportunities to management.
    • Actively participating and successfully conducting annual performance evaluations.

    Qualifications

    • Minimum five years of experience in sales management.
    • Must hold a valid state Driver’s License
    • Must demonstrate exceptional communication and negotiation skills by conveying necessary information accurately, listening effectively and asking questions where clarification is needed.
    • Effective project management skills with the ability to develop strategies that differentiate products and services in a competitive market environment.
    • Demonstrates strong leadership skills and ability to develop
    • Must be able to work independently, prioritize work activities and use time efficiently.
    • Ability to develop and deliver compelling presentations.
    • Demonstrates the ability to problem solve and develop alternative solutions when dealing with client issues or emotional topics.
    • Must be able to maintain confidentiality.
    • Must possess the ability to manage change, delays, or unexpected events appropriately.

     

    Education and/or Experience  

    • Bachelor degree in business, marketing or sales preferred; or five years related experience in outside sales; or equivalent combination of education and experience.
    • Strong knowledge of claims management relative to workers' compensation, no-fault, liability, and disability preferred.

     

     

    MSA, Medicare Compliance, Case Management, workers compensation, medical, insurance, claims, liabliity, containment services, section 111 Mandatory Insurer Reporting, secondary payer compliance , URAC

     

     

     

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