VP of Sales - LTCP

Overview

Managed Health Care Associates, Inc. (MHA), provides care communities with access, solutions, and insights to help them run their businesses more effectively. Our members include post-acute providers across the care continuum including long-term care, home infusion, and specialty pharmacies, as well as senior living and other group living facilities. Our team of associates are passionate about our common mission of helping people age with grace, and champion our core values of being Curious Learners, Selfless Advocates, and Relentless Finishers.

What You’ll Be Doing

• Build on a culture of execution and accountability across the sales organization through disciplined, data-driven performance management.
• Drive commercial and go-to-market strategy by analyzing market dynamics, customer needs, and competitive trends
• Create and operationalize sales goals and targets aligned to company revenue growth, including revenue, growth, retention, and engagement
• Own business unit sales planning, budgeting, forecasting, pipeline health, and territory strategy to accelerate revenue growth

• Lead, develop, and inspire a high-performing National and Regional Account Management organization
• Build, recruit, train, and retain an engagement team aligned to MHA’s mission and growth strategy
• Establish performance expectations, compensation structures, and incentive programs
• Provide coaching and mentorship to drive accountability and professional growth
• Lead annual Sales Week and enablement initiatives

• Champion the voice of the member across Long-Term Care, Home Infusion, and Specialty Pharmacy segments
• Build trusted, consultative relationships with senior-level stakeholders
• Drive engagement through value-based selling and Quarterly Business Reviews
• Influence C-suite leaders and expand wallet share
• Maintain strong market and industry connections

• Leverage CRM platforms and sales technologies to drive execution
• Partner with marketing while maintaining ownership of sales outcomes
• Ensure effective use of lead generation, reporting, and workflows
• Promote scalable, digital sales processes

• Develop and execute annual engagement and business plans
• Execute differentiated strategies across post-acute segments
• Monitor competitive landscape and adjust tactics
• Partner cross-functionally to deliver member value
• Ensure consistent execution aligned to enterprise goals

• Bachelor’s degree or business, MBA or other directly applicable advanced degree preferred
• 10+ years of directly related engagement / sales leadership experience
• Proven track record of leading engagement strategies that consistently produce positive year-over-year sales results.
• 5+ years of directly related leadership experience in Pharmaceutical, Healthcare, Insurance Provider or GPO
• Post-acute pharmacy and senior living experience a plus
• Knowledge of Prescription Benefit Manager (PBM) services in relationship to Medicare Part D within Long-Term Care Pharmacies/Facilities preferred
• Excellent planning, analysis, organization, communication, and presentation skills
• Proven track record of building an Engagement team, hands on leadership experience
• Strategic big-picture thinker with a proven ability to drive step-changes in an emerging business
• Requires an excellent understanding of standard business practices related to Sales & Marketing Operations processes and systems (lead generation, campaign results tracking, engagement /sales process, CRM applications, reporting, forecasting, territory management and quotas)
• Skilled communicator, able to distill complex issues to straightforward concepts
• Strong collaboration, teamwork, and partnership skills
• Demonstrated ability to work in a team environment that requires quick turnaround and quality output.

The physical demands and work environment characteristics described here represent those that an employee must meet to perform the essential functions of this job successfully. Reasonable accommodation may be made to enable individuals with…