Associate Director of Sales Operations

Overview

About Intention Healthcare, An Essen Health Care Company:

 

As the largest privately held multispecialty medical group in the Bronx, Essen Health Care provides high-quality, compassionate, and accessible medical care to some of the most vulnerable and underserved residents of New York State. Guided by a Population Health model of care, Essen has five integrated clinical divisions offering urgent care, primary care, and specialty services, as well as nursing home staffing and care management. Founded in 1999, our over 25-year commitment has fueled an unwavering dedication toward innovating a better healthcare delivery system.

 

Intention Healthcare is a division of Essen providing physician house calls, and it is the largest provider of house calls in New York. We provide compassionate medical care and care management services to ensure that our over 22,000 disabled and otherwise homebound seniors can live safely, comfortably, and with dignity in their homes.

Job Summary

Position Title: Associate Director, Growth Operations

 

Position Summary: Intention runs two programs with CMS’s Innovation Center, an ACO program focused on our high needs patients, and GUIDE program focused on families struggling with Dementia. Both of these programs are poised for significant growth, both among our own patients and in partnership with other provider organizations. The Growth Operations Director will be responsible for driving both organic and inorganic growth of these programs. As such, this is both an internal- and external- facing role. Internally, you’ll be working with an inside sales team to educate Essen colleagues and patients about this program to drive enrollment; externally, you’ll work with partners to open up new referral sources and to ensure a smooth process and patient experience for new-to-the-practice patients and their referring providers.

Responsibilities

Key Responsibilities

 

- Manage an inside sales team to drive both productivity and conversion rate targets. Bring rigor to how we think about and manage a quantity / quality tradeoff.

- Redesign our “patient sales funnel” – Develop and implement one or more “sales playbooks” to ensure the right person is reaching out to the right prospect at the right time with the right message.

- Conduct weekly call reviews with the team to provide continuous coaching and improvement

- Work with Marketing to refine our collateral and develop a distribution strategy.

- Meet with other medical providers and CBOs to establish partnerships which drive growth and deliver patient access to needed services.

- Design and conduct “in-service” presentations and trainings for partner organizations in order to encourage referrals

- Conduct research on analogous and/or competing organizations to inform our strategy and pitch

- Work with colleagues across the Essen ecosystem to better integrate our approach to common patients to reduce confusion and improve patient experience and program uptake.

- Understand compliance issues related to how the program is discussed and pitched, and ensure your team’s and our partners’ conversations remain within the “rules of the road.”

 

 

Qualifications

Would you describe yourself as someone who has:

 

· Associates degree, Bachelor's degree, or above

· 3+ Experience in health care and/or social work, 7+ years in consulting/growth/sales roles

· Experience managing front-line sales, enrollment, care management, or outreach teams

· Experience with both B2B and B2C sales / account management

· Familiarity with Electronic Health Records (EHR) and health insurance terminology

Skills & Competencies

· Strong communication and public speaking skills

· Excellent sales or persuasion skills

· Cultural sensitivity and ability to work with diverse, underserved populations

· Ability to function in a fast-paced environment, to be held accountable for high performance standards, and to deliver against targets and KPIs

·Proficiency in Microsoft Excel, including past experience developing dashboards to monitor performance based on spreadsheet reports and/or worklists

·Proficiency in developing and giving presentations to partners and managing strategic relationships

 

Compensation & Benefits

· Pay: $75,000-85,000 base, OTE Bonus: 65% of base

· Job Type: Full-time, 4 days / week onsite

Equal Opportunity Employer

Essen Health care is proud to be an equal opportunity employer, and we seek candidates who desire to work in and serve an ethnically diverse population.