081210 instED-Business Development **Description:** Our healthcare system is under tremendous pressure. The lack of capacity and access to quality care and rising costs, coupled with increasing consumer expectations of on-demand services, have emphasized the need for innovative care delivery models that go beyond the traditional methods of caring for patients. Many people turn to Emergency Departments because they have few or no alternatives, leading to fragmented care and $8.3B spent on unnecessary ED visits each year. instED was founded to help solve these very problems. We offer on-demand, episodic, acute care in place, serving our patients where they are, when they need it, as an extension of their longitudinal care teams. We strive to eliminate unnecessary and avoidable visits to Emergency Departments and the inpatient hospital admissions that often follow, by offering quality acute care services in the comfort of the patient’s home. Come join this early-stage, innovative, growing company and team, and help deliver healthcare of the 21st century! **Position Summary:** The Vice President of Sales for instED will lead our sales initiatives across the organization. This pivotal role will be responsible for developing and executing the sales strategy, driving revenue, membership and new partnership growth. This will include identifying new and different strategic partners, both in the health payor and health provider space. Additionally, this seasoned leader will create a high performing sales team under his/her leadership delivering to key metrics and targets. The role will be responsible for developing and executing comprehensive strategies that enhance brand visibility, engage prospects, generate demand while continuously engaging leadership on current, up-to-date market trends around price point, taking on risk and competitive landscape views and offerings. A critical objective of this role will be to collaborate with operations and customer experience leadership to drive excellence and efficiencies in identifying and contracting with new customers to scale the business line. This individual must be very forward facing, excel in B2B and B2C relationships and be highly motivated on growth. **Supervision Exercised:** + Yes **Essential Functions and Job Responsibilities:** + Strategic Leadership: Develop and implement comprehensive sales strategies that align with the company's overall objectives, drive revenue growth/membership/partnerships, adapt to the demands of the market, and evolve with our company’s capabilities. + Sales Strategy & Management: Develop and implement sales strategy, consistent sales processes, effective daily management systems, and methodology for sizing opportunity to drive planning and execution of coordinated, high-value sales activities for risk bearing entities (i.e., payors and providers), hospital and health systems, and other enterprise sales channels. The individual must be able to take initial leads from the sales team, facilitate conversations among necessary SMEs, and, where necessary, engage with more seasoned, senior leadership of prospective partners to further the relationships and execute and close new partnerships. + Brand Position: Own the acquisition point of view and work closely with the marketing function to represent it in brand positioning and messaging development, supporting consistency across all channels to strength brand equity and articulate our value proposition in service of diverse sales opportunities. + Sales Enablement/Presale Marketing: Own the sales outreach strategy and collaborates with the VP of Customer Experience who is responsible for designing and executing integrated marketing campaigns that generate leads and drive new sales. + Competitive Intelligence: Conduct market research, analyze market trends and remain fluent in the competitive landscape to identify new opportunities and threats, adjusting strategies accordingly. + Contract negotiation: Work with prospects on favorable pricing, terms and goals to ensure swift implementation with clear requirements on both sides, preventing administrative delays; that clients are invested in their constituents’ adoption and utilization and share performance targets; and that instED has the widest window of opportunity with as few barriers as possible. This individual will be responsible for setting timelines with key deliverables and manage the execution of these deliverables by timelines established. + Sales Performance: Set sales targets and KPIs, monitoring performance and implementing corrective actions to achieve desired outcomes. + Reporting: Provide regular updates to the executive team on sales performance, market insights, and strategic initiatives. + Budget Management: Oversee the business development cost center, ensuring efficient allocation of resources to maximize ROI. + Provide leadership to the sales team while fostering a culture of accountability, professional development, high-performance, and ethical behavior. + Collaborate with key stakeholders including but not limited to clinical operations, customer experience, technology, and strategy to achieve mutual goals. + Train and mentor sales staff and non-sales staff who are in position to identify new sales opportunities. + Ensure compliance with accreditation standards and requirements; enforcing adherence to requirements; advising leadership and Compliance on needed actions. + Develop and maintain working knowledge of current products and services offered by the company. + Maintain patient confidentiality and function within the guidelines of HIPAA. + Complete assigned compliance training and other educational programs as required. + Perform other related duties as assigned. **Management/Supervision:** + Responsible for selection and hiring of qualified sales staff, ensuring an effective on-boarding, and providing comprehensive training and regular feedback. + Accomplishes staff results through continuous improvement and by communicating job expectations; planning, monitoring, and appraising job results; coaching, counseling, and disciplining employees; developing, coordinating, and enforcing systems, policies, procedures, and productivity standards. + Establishes annual goals and objectives for the department based on the organization’s strategic goals. Responsible to review and improve existing sales incentive plans to ensure alignment with sales strategies and growth goals. + Establishes and implements an effective daily management system in alignment with organizational strategic goals using lean management methodologies, tools, and principles. + Responsible for achieving organizational performance and retention goals, including timely completion of performance evaluations. **Competency, Skills, and Abilities:** + Strategic vision with the ability to execute. + Demonstrated leadership and executive presence and maturity. + Proven leader and motivator who has successfully led a sales organization; entrepreneurial, unafraid to roll-up sleeves, get it done and "lead from the front.” Ability to get to the heart of issues rapidly and to act decisively. + Impeccable judgment and ability to make sound decisions in a fast-paced, dynamic setting. + Experience leading a sales organization through a profitable growth phase including successfully scaling the organization. + Experience in defining scope of work and negotiating contract terms, including pricing. + Strong customer orientation; success in broadening existing customer base, key account management. + Executive-level presentation skills and ability to handle high-level client interactions. + Excellent written and verbal communication skills + Strong interpersonal, relationship-building, and negotiating skills. + High level of proficiency with Microsoft Office (Excel, Outlook, PowerPoint) **Physical Demands and Work Environment:** + Ability to perform repetitive motions of wrists, hands, and/or fingers due to extensive computer use. + Ability to lead others and change processes in a fast-paced work environment. + Must be able to travel as needed. + Excellent ability to effectively communicate both verbally and written with internal and external customers with the ability to demonstrate empathy, compassion, courtesy, and respect for privacy. + Physical and mental ability to analyze data, problem solving and critical thinking. + Requires travel throughout service area and use of personal vehicles. **Required Education (must have):** + Bachelor’s Degree from an accredited college **Required Licensing (must have):** + Valid and unrestricted driver’s license in the state of residence **Required Experience (must have):** + Ten to Fifteen+ (10-15+) years’ progressive sales experience with at least five (5) years in a leadership role, with experience in successful sales to payors and other healthcare risk bearing entities. + Proven track record of driving revenue growth and achieving sales targets. + Experience in health care provider and payors environment **Required Language (must have):** + English EEO is The Law Equal Opportunity Employer Minorities/Women/Protected Veterans/Disabled Please note employment with CCA is contingent upon acceptable professional references, a background check (including Mass CORI, employment, education, criminal check, and driving record, (if applicable)), an OIG Report and verification of a valid MA/RN license (if applicable). Commonwealth Care Alliance is an equal opportunity employer. Applicants are considered for positions without regard to veteran status, uniformed service member status, race, color, religion, sex, national origin, age, physical or mental disability, genetic information or any other category protected by applicable federal, state or local laws.