Humana’s Primary Care Organization is one of the largest and fastest growing value-based and senior-focused primary care providers in the country, operating over 200 centers across eight states under two brands: CenterWell & Conviva. Operating as a payer-agnostic, wholly owned subsidiary of Humana, our centers put the unique needs of seniors at the center of everything we do. Our clinics offer a team-based care model, where our physicians lead a multi-disciplinary care team supporting patient’s physical, emotional, and social wellness.

The Associate Director, Field Sales will be the local growth leader in the market and have oversight over the consumer and local broker sales channels. In this role, he or she will lead the development of growth plans for the market and lead a team of salespeople who generate new patient enrollments through B2B and B2C channels, including engagement with health plan brokers, the community and individual seniors. Our sales teams engage with prospective patients by leveraging strong, lasting relationships with community partners and brokers, hosting events that introduce our brand and special model of care, and supporting health and well-being activities in our primary care centers, the community and virtually. These teams cultivate and close leads generated through these activities to achieve market sales goals.

Responsibilities

The Associate Director, Field Sales responsibilities include:

• Acting as the local sales leader for a geographical market developing, in collaboration with the local Market President, a market-level growth strategy and plan
• Hiring and training consumer sales team members and broker relationship managers to create a best-in-class sales organization
• Optimizing the performance of this sales organization to drive maximum patient panel growth for the market:
  • Motivating, developing and supporting the consumer-focused sales team within the market; managing performance against sales targets at individual, clinic and market level
  • Developing and overseeing the market-level broker relationship strategy and plan; managing performance of broker relationship managers against targets for the market
  • Building relationships with local community organizations (e.g. retailers, service organizations, food banks, etc.) to create partnerships that support lead generation
  • Generating new lead development programs and sources based on previous experiences and ideas gleaned from other markets

• Optimizing use of the CRM tool (Salesforce) for tracking broker relationships and consumer leads to support performance management, analytics and compensation programs
• Serving as the liaison to corporate sales, marketing and consumer analytics leadership to influence and leverage national tools, capabilities and best practices
• Occasional evening and weekend work may be required as business needs dictate

Required Qualifications

• Managed Health Care experience focusing on our Medicare population
• 5+ years’ experience in sales leadership, including both consumer and B2B sales
• Strong performance orientation around sales goals and metrics
• Ability to coach and develop associates formally and informally
• Proven ability to understand specific consumers, B2B partners and communities in order to drive sales strategies for them
• Proven ability to develop strategy within a matrixed organization and drive execution of a plan
• Experience using a CRM tool to maximize sales outcomes and strategy

Preferred Qualifications

• Bilingual Spanish
• Management of Salesforce System
• Understanding of value-based healthcare model
• Bachelor’s degree

Additional Information

For this job, associates are required to be fully COVID vaccinated or undergo weekly COVID testing and wear a face covering while at work. The weekly testing will need to be done through an approved Humana vendor, and unvaccinated associates should follow all social distancing and masking protocols if they are required to come into a Humana facility or work outside of their home. We are a healthcare company committed to putting health and safety first for our members, patients, associates, and the communities we serve.

If progressed to offer, you will be required to:

• Provide proof of full vaccination or commit to testing protocols OR
• Provide proof of applicable exemption including any required supporting documentation

Medical, religious, state and remote-only work exemptions are available.

Scheduled Weekly Hours

40