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Area Sales Manager

Company: Hines & Associates Inc
Location: Chicago
Posted on: June 25, 2022

Job Description:

Description:
Hines is a nationwide, independent leader in personalized managed health care and we are looking for driven, charismatic individuals to join the Hines sales team. The Area Sales Manager is a key member of the Hines sales team with the primary focus of selling net new business in all markets that Hines serves within the assigned territory which may be national in scope depending on the line of business. This position is responsible for defining and maintaining a healthy pipeline of new sales targets, achieving or surpassing annual sales goals and for generating identifying, curating and delivering net new leads. Sales are anticipated to be through cultivating relationships with C-level contacts, clients, consultants, and brokers. In addition to the primary focus, it is expected that the individual will help cross sell and upsell existing accounts leveraging industry knowledge and unique experiences to make Hines a successful business. This market facing leader will work closely with the executive team members and with other Hines sales staff to directly engage with existing and prospective clients to create product positioning and a value story ensuring that our services are well understood and highly valued, and positions Hines services at the forefront of innovation, and as the leader in delivering care management and cost containment solutions to clients and their members. This role includes a strong focus on client growth. This position includes generation and qualification of leads. Reviewing, preparing and submitting proposals, as well as supporting the other sales staff with rates sheets, proposal assistance, service materials and renewal pricing. In addition the incumbent will assist with the process of training and mentoring new sales staff as requested. RESPONSIBILITIES AND PERFORMANCE:New BusinessThe primary measure of success for this role will be net new revenue. A healthy sales pipeline with solid tracking from lead generation to new business implementation will act as a leading indicator towards this success. Client RetentionAs a key member of the sales team and trusted client liaison, the person filling this position is expected to help retain existing customer relationships due to their public facing presence. This includes acting as a brand ambassador when out at conferences, as well as, directing inquiries to the proper Hines team members for timely and complete responses. This may include visits to existing customers or meetings while at industry events with existing books of business on occasion.Product DevelopmentThis position will exhibit the ability to deeply engage with all levels of internal and external stakeholders, including account managers, sales, clinical leaders and other executives in client organizations who either are considering managed healthcare services from Hines, or are a current customer to help increase client and enterprise value through the upselling and cross selling of services. This person will keep an eye on industry trends to help fuel product evolution and corporate strategy. This individual is expected to serve as an advisor and educator for the company and help to expand sales programs for the organization on specialty products/solutions including any requested support for the Sales and Account Services team.COMMUNICATION:Communicates with staff and customers in a professional and positive manner. Maintains current sales pipeline documentation, emails account managers and sales team as neededKeeps CEO and executive team informed of goals and progress. Maintains communication with sales team on status of in progress proposals. Communicates reasons for any RFPs declined. Submits expense reports monthly by requested date from Accounting. Uses appropriate discretion when traveling for best rates.SUMMARY OF RESPONSIBILITIES:Generates New Business LeadsReports on Sales ActivitiesDelivers on Net New Business GoalsBetter enables innovation across the organization to keep up with customer needs and marketplace dynamicsDrives client solutions through product innovation, product development, and client adoption of new specialty productsPartners with Marketing to develop compelling go to market value story in the marketplace, and a framework for how our products fit into this story.Crafts proposals, presentations, and materials for client meetings, including finalist, renewal, report reviews, service oriented and solution focused discussions.Provides support as requested to sales in new and renewal contracts by assisting in RFP and Performance Guarantee developmentStays abreast of the changing specialty marketplace, maintaining a credible level of expertise on the major drivers of change, such as high dollar treatment plans, significant new drug launches, and evolving practice patterns, PERSONAL AND PROFESSIONAL:Participates in self-evaluation by identifying areas of strength and limitations and offers and accepts constructive criticism. Required to sign and honor a confidentiality statement at the time of hire and annually at the time of performance reviews. Must sign non-compete and go through yearly HIPAA training.Attends industry conferences and course work. Represents Hines professionally both inside the office, when traveling, visiting clients, and attending conferences, dinners, and client events.Willing to complete other assigned tasks.MAJOR OPPORTUNITIES:Eligible for quarterly commissions based on revenue generated from net new business, and from assigned approved existing clients, as further outlined in the Hines Sales Commission Plan.PM21

Requirements:
Bachelor's degree and experience in Managed Healthcare Sales and/or Account ManagementExperience and proven track record in managing client relationships with the ability to creatively solve complex client problems with an appropriate mix of quantitative analytics, and market-based business judgement utilizing in-depth industry knowledge.Demonstrated success in strategic and solution-oriented sales of complex products/services, showing superb communication skills, including the ability to present to C suite leaders and effective writing skills which includes the ability to write succinct, clear, well-synthesized proposals.Industry certification or certificates preferred and encouragedDecision-making and sales negotiation skills.Relationship building and communication acumen including positive executive-level interaction experiences and an ability to engage in difficult conversations.Experienced in identifying competitive threats, defensive measures, and supporting the development of future strategic response and innovation options to ensure retention of clients. Ability to work effectively with people at all levels in an organization.PC proficiency to include MS Office products, CRM and PDF programs a plus.Driver's License RequiredRemote or office based with the ability to travel to meetings and conferencesPI183216485

Keywords: Hines & Associates Inc, Chicago , Area Sales Manager, Sales , Chicago, Illinois

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