The Vice President of Sales- Workers Compensation (Work Comp) provides leadership and direction to a team of sales professionals responsible for growing volume and market share in Work Comp, by promoting the Upstream Rehabilitation brand. This includes building and growing both new and existing relationships through leadership and support of the Workers’ Comp Sales team. This individual works collaboratively with the General Sales Leadership, Operations, and Strategic Growth teams to align demand with clinic goals, and is accountable for overall sales performance. This individual is relied upon to provide market insight into the Work Comp growth strategy. This position is responsible for supporting the mission, vision and values of Upstream Rehabilitation. This position supervises direct and indirect reports.
• Alignment of Sales Team Efforts with Organizational Goals
1. Understands and correctly translates Upstream goals and strategies into meaningful and detailed action plans for the salesteam; sees business beyond the short term and tactical, has a longer-term strategic view.
2. Assists in the development and review of goals and expectations with the WC AMs and National Account Directors; provides meaningful direction on how to attain goals.
3. Demonstratesthe use of a flexible coaching approach/style, using varioussupportive and directive behaviorsspecific to the WC AM’s development level for the goal or task.
4. Coordinates and uses internal and external resources effectively to achieve organizational sales goals.
• Effective Implementation of Sales Initiatives
1. Pinpointstrends and hindrances and proactively deals with likely impediments and opportunities on the team.
2. Understands the overall strategy of marketing and sales tools; uses that understanding to ensure they are used appropriately to increase performance.
3. Forecast staffing needs and keeps a current file with résumés; conducts phone screens and informational interviews to maintain an active pipeline of potential talent.
4. Solicits input and ideas from customers to monitor customer’s satisfaction; values input and uses ideas to broaden approach.
5. Develop and implement accountability for call execution, and quality call assessment that aligns with team operational goals.
• Development of Team
1. Articulates a clear vision for the team.
2. Spends time with team members to ensure cultural satisfaction; makes periodic attempts to assess job satisfaction both during field visits and 1:1s.
3. Ensures that team members understand the rationale and impact of new change initiatives; explains the rationale and impact to team so they will accept change.
4. Inspires a high level of accountability, drive, and motivation to implement change initiatives; does not accept anything short of 100% commitment to succeed.
5. Adapts leadership style to match what is required for each individual change initiative.
6. Clearly illustrates expectationsforsuccessful performance and helps WC AMs create “stretch” objectives to meet goals.
7. Facilitates relationship between Physician Account Managers and Workers’ Compensation sales team.
• Business Planning
1. Develops and executes a yearly business plan that includes regional SWOT analysis and supports critical initiative and ensures growth objectives. Define and justify return on investment for trade shows, conferences and sales expenditures related to budget guidelines.
• Communication
1. Works well with Sales Leadership, Operations, Payor Strategy, Business Office staff and peers.
2. Responds to emails and phone calls in a timely manner.
3. Verbal and written communication to analyze trends, team performance and focus direction.
• Other duties as assigned.
• Bachelor’s degree or equivalent.
• 10+ years of sales and marketing experience to physicians, medical offices, employers, case managers and payers in the Workers’ Compensation field.
• 8+ years of managing a sales team.
• Demonstrated ability to make decisions based on quantitative and qualitative insight.
• Effective in a complex environment with multiple stakeholders.
• Experience within the Physical Therapy environment a plus.
• Must possess a valid drivers’ license.
• Exceptional communication skills – oral, written and presentations.
• Proficient with Microsoft Office Suite or related software.
• Strong critical thinking and business acumen.
• Financial analysis, strategic planning and budgeting knowledge.
• Proven leadership skills as a business development executive.
• Demonstrated track record of building positive community relations with extensive experience in developing, coaching, mentoring, and inspiring sales teams.
• Leadership strengths – history of leading by example, and holding self/team accountable.
• Goal-oriented with proven track record of delivering results.
• Organized and effective at time management.
• Ability to manage multiple conflicting priorities.
• Optimistic, enthusiastic, self-confident, authentic and motivational.
• Respect for human dignity and patient’s rights.
• Ability to travel up to 50-60% of the time.
This job description is not an all-inclusive list of all duties that may be required of the incumbent and is subject to change at any time with or without notice. Incumbents must be able to perform the essential functions of the position satisfactorily and that, if requested, reasonable accommodations may be made to enable associates with disabilities to perform the essential functions of their job, absent undue hardship.
Upstream Rehabilitation is an Equal Opportunity Employer, we do not discriminate on the basis of race,
color, national origin, religion, political affiliation, sex (including pregnancy), sexual orientation, gender
identity, age, disability, marital status, or veteran status.
