VP, Direct Sales Management - Managed Care Organizations

What Direct Sales Management contributes to Cardinal Health

Direct Sales is responsible for driving sales and services to new and/or existing customers through face-to-face or telephone contact to meet individual and organizational sales objectives. Direct Sales Management is responsible for strategic oversight and leadership direction within the Direct Sales function.

Responsibilities

  • Responsible for overall strategy and development of Edgepark Managed Care Organization (MCO) Sales Team
  • Lead structured pipeline management discussions and deliverable
  • Develop organizational structure to best manage selling and service
  • Manage and grow relationships with MCOs
  • Develop and sell evidence-based value proposition by customer segment
  • Improve cash collection through denial management
  • Reduce cost-to-serve through MCO negation of administrative relief
  • Protect and improve market ASP by working with finance team

Measurements of Success

  • Revenue and margin vs plan for health plans within customer base
  • Gain new access through non-contracted MCOs
  • Deliver share shift within exiting health plan customers
  • Pipeline management – moving opportunities along to completion

Qualifications

  • Bachelors degree required
  • graduate degree preferred
  • 10+ years healthcare sales experience
  • Ability to travel 25% of time
  • Excellent planning, forecasting, negotiation and presentation skills

What is expected of you and others at this level

  • Provides leadership and direction for multiple operational units or disciplines through Directors may manage managers
  • Manages an organizational budget
  • Approves significant policies and procedures that will result in the achievement of organizational goals
  • Develops and implements functional and/or operational strategy
  • Decisions have a serious impact on overall success or failure on area of accountability and external stakeholders
  • Interacts with all levels of internal and/or external leaders
  • Influence senior level leaders regarding matters of significance