Open Opportunities

Job Title:                         Regional Director, Business Development (Eastern US)

Status:                             Full time; Salary Exempt

Reports to:                       SVP of Sales and Marketing

Position Purpose:            To drive IME revenue growth within the Payer Services Division through new opportunities among existing accounts and brand new accounts.

Position Description:        

This role is to be focused on generating new IME business opportunities, new product opportunities, or substantial growth opportunities. The territory will be national with some regional accounts. The prospects and customers will be national, high revenue, or large opportunity in nature. It will entail vetting the prospect to ensure a proper fit exists, successfully closing and onboarding these prospects, as well as managing the oversight of the account management team towards continued growth of the account. The markets to be addressed will include disability, workers’ compensation, liability, and auto / no-fault.

Specific duties and responsibilities, including but not limited to:

1. Build a sales strategy for all opportunities, with a focus on IME opportunities, with both existing accounts and new logo prospects
2. Establish new business contacts and build a robust IME sales pipeline at the regional and national level
3. Generate client leads through multiple avenues, including warm-calling and conference attendance
4. Expand existing IME business to include new geographies and additional lines of business
5. Manage existing accounts you have sold to and determine if a larger national account management team is needed
6. Present IME products (services) to both existing clients and prospective candidates
7. Cultivate relationships by providing professional support to enhance customer retention
8. Respond to customer concerns and resolve issues timely aiming to improve customer satisfaction
9. Develop and maintain exceptional knowledge of the company’s services and the value delivered
10. Properly maintain records of sales activity within the CRM platform
11. Create detailed business plans to facilitate the attainment of goals & quotas
12. Act as IME Sales Lead for the RFP & proposal process
13. Communicate to internal groups the outcome of proposals and convey the expectations set forth
14. Appropriate travel is required to achieve sales goals
15. Encourage and perpetuate a culture of TEAMWORK, and respect for every employee
16. Apply and adhere to Company Policies and SOPs, HIPAA and OSHA requirements and processes that allow for the delivery of quality services to internal and external customers
17. Adhere to Affirmative Action and Equal Employment Opportunity guidelines as outlined in the company’s Affirmative Action Program
18. Observe and uphold a standard of absolute confidentiality regarding the personal information of the company’s clients, and all corporate data which may be disclosed as a necessary part of the employee’s work function
19. Perform other related duties as assigned and work hours necessary to properly complete tasks

Education:

Required: Bachelor’s Degree

Experience:

·      3 years of regional or national sales experience calling on top-level decision makers

·      2-3 years of national account management experience 

·      Industry and product knowledge

Qualifications–Must be able to:

• Demonstrate motivation as a self-starter
• Ability to prioritize, manage, and meet workloads and deadlines
• Demonstrate professional oral and written communication skills
• Work with confidential information
• Possess excellent listening and problem-solving skills
• Work independently and in a team environment
• Proficiency with computers, including MS office; CRM software is a plus
• Handle telephone conversations in a courteous and business-like manner
• Establish and maintain effective working relationships with internal and external customers
• Be resourceful and creative
• Be tactful, diplomatic, mature, and flexible
• Receive detailed information through oral and written communication
• Meet stringent deadlines
• Understand and interpret written reports