PMCSSL Director of Sales

1. Contact: Stan Lopata
Executive Search
619.206.6800
stanlopata@gmail.com
http://www.linkedin.com/in/stanlopata
"Success comes from helping others Succeed"
Managed Care Services, Inc.
JOB TITLE: Director, Sales
REPORTS TO: Chief Operating Officer
FLSA STATUS: Exempt
SUMMARY
This role is the primary market facing position responsible for acquisition sales of Utilization Review,
Medical Bill Review, Field and Physician Case Management and other products within an assigned
market niche for Managed Care Services Inc.(company). The areas in which this role will be focused
upon will be either the Insurance Carrier and Self-Insured Employer and other potential client market on a
national basis. The functions of this role include qualifying prospects, presenting, selling in a consultative
manner and remaining involved in the implementation of new clients. This role will develop a sales
pipeline, utilizing the company's established process, along with creating and implementing effective
sales strategies for identified prospects which drive them through the sales process to closure. All activity
records will be clearly and timely documented within the company's CRM solution, Salesforce.com.
COMPANY'S CORE VALUES
• Have a “Shop Owner” Approach
 We know our numbers, take responsibility for our actions and are accountable for our
results.
• Integrity
 We do what is right each day and in every business transaction and communication to
build trust and respect with each other, with our customers and with our shareholders.
• Passion to Succeed
 We succeed by having a “fire in the belly” and aiming high and we know that our success
is based on the individual and collective talents of our employees.
• Exceed Customer Expectations
 We are dedicated to strong relationships with our customers by continuously improving
our service and by offering innovative, cost-effective solutions.
• Be Experts in our Business
 We continuously strive for excellence and professionalism and are recognized experts of
the business.

2. ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.
• Manages time, territory and market niche to accomplish assigned goals of new business closed,
client revenue and profitability, and account maintenance activities to meet and exceed
established incremental revenue expectations
• Manages sales staff to achieve established goals
• Maintains existing assigned client base to ensure on-going client communication with operations
staff and client commitment.
• Participates with management team to effectively maintain existing accounts, develop new
business and address service issues
• Provides accurate, complete and timely sales reporting to company management
• Interface with internal departments, including but not limited to Administration, Company service
delivery, Finance, Legal and Accounting
• Ability to coordinate department processes with corporate strategies while meeting client
business requirements
• Actively participate in the implementation of new clients ensuring the what was sold is delivered,
and where necessary, effectively address scope change requests from clients
• Documents appropriate and timely account information for all new and existing clients within the
company's Customer Relationship Management (CRM) system
• Actively participates in meetings, sales meetings and professional association meetings, outside
of regular business hours as required
• Increases the type and utilization of services to existing clients through cross-selling opportunities
• Coordinate with Operations (or other appointed personnel) validation of client reports
• Acquires a complete understanding of the occupational healthcare field to include regulatory
compliance issues, products available and delivered, competitive landscape and impending
changes
• Participates in continuing education programs on company products, services, sales training and
industry compliance
• Effectively follow established Interdisciplinary and cross-functional sales process
• Other duties as assigned
SUPERVISORY RESPONSIBILITIES
QUALIFICATIONS
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.
The requirements listed below are representative of the knowledge, skill, and/or ability required.
Reasonable accommodations may be made to enable individuals with disabilities to perform the essential
functions.
Ability to identify and resolve problems in a timely manner, gather and analyze information skillfully.
Ability to demonstrate accuracy and thoroughness, monitor own work to ensure quality and apply
feedback to improve performance.

3. Ability to adapt to changes in the work environment, manage competing demands and is able to deal with
frequent change, delays or unexpected events.
Ability to be at work and on time, follow instructions, respond to management direction and solicit
feedback to improve performance
Ability to work independently
Detail oriented
Organizational skills
Ability to multi-task
Computer skills (Microsoft applications)
Previous, successful experience working from remote/home office
Professional demeanor and deportment befitting a senior sales person
Proven ability to develop strong relationships with prospects and customers
Excellent written and verbal communication skills
EDUCATION and/or EXPERIENCE
Minimum education: Bachelors degree in Business or Sales and Marketing preferred
Must have some medical/claims background and/or equivalent experience with a proven sales track
record
Worker’s Compensation knowledge and experience within a managed care setting
Training within the insurance industry, managed care, or related field preferred
LANGUAGE SKILLS
MATHEMATICAL SKILLS
Excellent Math Skills
REASONING ABILITY
Strong problem-solving and critical-thinking skills
PHYSICAL DEMANDS
The physical demands described here are representative of those that must be met by an employee to
successfully perform the essential functions of this job. Reasonable accommodations may be made to
enable individuals with disabilities to perform the essential functions.
While performing the duties of this job, the employee is occasionally required to stand; walk; sit; use
hands to finger, handle, or feel objects, tools or controls; reach with hands and arms; climb stairs;
balance; stoop, kneel, crouch or crawl; talk or hear; taste or smell. The employee must occasionally lift
and/or move up to 25 pounds.
WORK ENVIRONMENT

4. The work environment characteristics described here are representative of those an employee
encounters while performing the essential functions of this job. Reasonable accommodations may be
made to enable individuals with disabilities to perform the essential functions.