Director, Sales

As a Director, Sales (Provider) you will be responsible for managing a team of Provider sales executives and overseeing the achievement of annual revenue targets and retention goals. This role is also responsible for mentoring and developing a team of sales executives, providing strategic direction aligned with the organization's objectives, conducting market research, and negotiating/overseeing contracts with providers and healthcare organizations to include designated markets, such as Integrated Delivery Networks (IDN), Hospital Systems, and ACOs. 

You will: 

• 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. 

What We’re Looking For: 

• 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. 

Pay Range: $149,100 – $208,700  

Other compensation: Commission Eligible  

Perks & 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/  

We embrace diversity and equal opportunity and are committed to building a team that represents a variety of backgrounds, perspectives, and skills. Only with diverse thoughts and ideas will we be able to create the change we want in healthcare. The more inclusive we are, the better our work will be for it. 

This position can be done from a remote location in the United States, and will require in-person support.