The Director of Healthcare Partnerships will build and foster relationships with strategic accounts that may have a regional/national presence and/or may have multiple lines of business with Mom’s Meals, including Long-term Care (Long-term Services and Supports), Post-discharge and/or Chronic Care meals programs. Director of Healthcare Partnership leads a team of regional field-based Managers of Healthcare Partnerships. This position reports to the Vice President of Healthcare Partnerships.
The ideal candidate will be passionate about nutrition and have a relationship-oriented approach to account management, ensuring Mom’s Meals is recognized as the industry leader in quality, customer service, and nutritional support and is valued as an extension of each healthcare organization in caring for its members.
Salary range: $108,003-140,403
Position Responsibilities may include, but not limited to- Oversee and implement Medicaid and Long-Term Care field sales systems to maximize territory outcomes across core field sales areas of focus: meeting forecast maximizing field engagements, growth, service continuity, and overall business development
- Onboard/implement new health plan accounts with Implementation Manager and broader Mom’s Meals team; establish relationship, develop training materials and train account team members on service
- Evaluate territory performance and monitor productivity/metrics, workload, and outputs while ensuring compliance with policies and processes and addressing issues through corrective action process as they arise
- Identify opportunities for internal and external value story creation with account, including clinical data analyses, readmission/utilization/cost-savings analyses, quality improvement, case studies or others
- Gain understating of healthcare partners’ strategies with regard to addressing quality, social determinants of health and/or market differentiation and effectively position Mom’s Meals as a strategic partner who can help deliver on organizational goals
- Represent Mom’s Meals at national and regional conferences, including assembling display table or booth, engaging conference attendees around our services and following up with leads or sending leads to appropriate Mom’s Meals sales team colleagues
- Travel regionally and nationally to call on Accounts and attend conferences
- Oversee field rides and virtual assessments of customer facing presentations including in-services, customer leadership meetings, and continuing education programs.
- Mentor, coach, develop, and train, and support field sales team to effectively drive productivity and results
- Partner with senior leadership to continuously refresh customer service messaging ensuring consistent language used across marketing collateral, slide decks, in-services, and continuing education
- Oversee field team CRM training and compliance to ensure all activities are recorded timely and consistently including customer engagements, contacts, and all other system information allowing for timely export of field data reporting
- Develop and manage performance scorecard achievement of field team
- Coverage of open territories as needed
- Develop & deliver Quarterly Account Plan, in collaboration with Mom’s Meals leadership (Sales, Marketing, Operations, Analytics, IT, other)
- Continual communication and alignment with Mom’s Meals leadership to meet the needs of Accounts and business
Required Skills and Experience- Bachelor’s degree in Business Management or related field
- Minimum 5 years combined clinical work and/or Healthcare Account Management experience, business development, or sales
- Expertise in LTSS, HCBS, and Medicaid programs including Managed Medicaid, LTSS, and Medicaid FFS programs
- Proven track record of setting and tracking toward milestones, follow-up, consistent documentation and timely and professional communication with stakeholders
- Ability to successfully engage in pleasant and professional dialogue with partners and develop trusting, mutually respectful and mutually beneficial relationships with key accounts and internal teams
- Demonstrated success at getting to the root of an issue, clarifying it and helping to create new processes with internal and external teams to improve members’ and partners’ experiences
- Strong communication and presentation skills
- Sincerity and passion for helping people
- Strong Microsoft Office skills – Outlook, Word, Excel and PowerPoint
- Experience with CRM, Salesforce or similar organizational sales software
- Willingness to travel up to 50% of the time for day and overnight trips, both regionally and nationwide
- Assemble/disassemble table and/or booth displays for conferences
Preferred Skills and Experience- Previous work with Medicaid and Medicare Advantage Managed Care plans
- Knowledge of Medicaid benefit programs
- Clinical background (Nurse, Registered Dietitian)
- Experience with pilot program development, execution and quality (HEDIS, Stars) measures
Physical Requirements- Repetitive motions that include the wrists, hands and/or fingers
- Sedentary work that primarily involves sitting, remaining in a stationary position for prolonged periods
- Visual perception to perform job including peripheral vision, depth perception, and the ability to adjust focus