CNSI and Kepro are now Acentra Health!  Acentra Health exists to empower better health outcomes through technology, services, and clinical expertise. Our mission is to innovate health solutions that deliver maximum value and impact. 

Lead the Way is our rallying cry at Acentra Health. Think of it as an open invitation to embrace the mission of the company; to actively engage in problem-solving; and to take ownership of your work every day. Acentra Health offers you unparalleled opportunities. In fact, you have all you need to take charge of your career and accelerate better outcomes – making this a great time to join our team of passionate individuals dedicated to being a vital partner for health solutions in the public sector. 

Acentra is looking for a Director of Business Expansion  to join our growing team.

Job Summary:

The Director of Business Expansion will be instrumental in developing and executing upsell and expansion strategies, including identifying, qualifying, and closing opportunities with our current customers. This role requires a blend of strategic thinking, sales acumen, collaboration, and strong leadership to drive successful inside sales initiatives and increase customer lifetime value.

Job Responsibilities:

Customer Analysis and Opportunity Identification:

Analyze customer data, purchase history, and engagement metrics to identify upselling and cross-selling opportunities within the existing customer base. Coordinate with Business Development, Operations and Government Relations to segment customers based on buying behavior, product usage, and potential for expansion, prioritizing inside sales efforts effectively. Utilize CRM tools and sales analytics to track customer interactions, identify sales triggers, and uncover potential upselling opportunities.

Inside Sales Strategy Development:

Develop and implement strategic inside sales plans with internal operations leaders to drive customer expansion and revenue growth, focusing on upselling additional products/services and cross-selling complementary offerings. Collaborate with operations and business development leadership to define target customer segments, set targets, and establish key performance indicators (KPIs) for inside sales activities. Design and implement effective expansion sales processes, scripts, and objection-handling techniques to guide inside sales representatives in engaging with customers and closing deals.

Execution and Implementation:

Lead the execution of inside sales initiatives, working closely with account executive teams and program directors to ensure alignment with account objectives and revenue targets. Provide ongoing support and guidance to program directors, coaching them on sales techniques, product knowledge, and customer relationship management. Monitor sales performance against targets, track pipeline progression, and analyze sales metrics to identify areas for improvement and optimization.

Stakeholder Relationship Management:

Build and nurture strong relationships with key internal and external stakeholders, serving as the primary point of contact for the opportunities. Proactively evaluate market trends to understand emerging business needs, challenges, and goals, positioning upselling solutions that address requirements and deliver value. Anticipate customer objections or concerns and work with internal leaders to develop strategies to overcome them through consultative selling approaches and value-based selling techniques.

Team Leadership and Development:

Provide leadership, mentorship, and development opportunities to program leadership teams, fostering a culture of accountability, collaboration, and continuous improvement. Conduct regular training sessions and role-playing exercises to enhance the skills and capabilities of the program directors. Identify industry-relevant curated training content to be made available to operations teams to enhance their skills around growth.