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Concentra · 1 day ago

Vice President Strategic Planning

US-TX-Addison

Full-time

Onsite

Director/Executive

Concentra is recognized as the nation’s leading occupational health care company. The Vice President of Strategic Planning is responsible for accelerating profitable growth by optimizing referral networks and managing client accounts, focusing on sales strategies and customer satisfaction.

Health CareHospitalMedicalPrimary and Urgent CareTherapeuticsWellness

Responsibilities

Expand Concentra’s share and influence within assigned group of specialty networks, payor/TPA and employer service TPA accounts consisting of Specialty Networks, Insurance Carriers, Injury and Non-Injury Third Party Administrators, Managed Care/Managed Provider Networks, Professional Organizations, PBM, Lab TPA’s and resellers of Concentra services

Responsible for expanded knowledge of all Concentra’s product offerings and the sales and execution of such, focusing on growing the clinic penetration and market share for zone exceeding assigned revenue growth for each assigned account

Increased revenue and margin through higher referral throughput

Participate in continuing education programs on company products, services, sales training and industry compliance

Implement Integrated Sales strategies and programs into the local market

Maintain productivity to meet and exceed the budgeted incremental revenue expectations

Meet or exceed periodic growth goals and product expansion through reduced friction and improved reliability for network partners, driving stickiness and long-term relationships

Act as primary facing relationship to assigned accounts, conduct, lead and sponsor external presentations/stewardship/meetings/strategy meetings

Management of assigned group which includes customer office visits and meeting with key contacts, supervisors and stakeholders

Participate in goal setting strategy sessions monthly and quarterly which are specific to mutual accounts between payer and division

Participate with internal teams to assist in the development of customer specific customer service protocol and strategies. Assist in improving services delivered at the Center/Centers

Continually evaluate (no less than quarterly) the need for needs assessments, sales call/product presentations, sales proposals and expansion, rate negotiation, providers and benefit comparisons, coordination of installation and implementation of services sold

Interface with internal departments to assist with developing and setting account strategy, managing contracting and price increases and understanding and controlling total profitability of assigned account(s)

Manage personal reporting through CRM activity

Maintain and submit to SVP of Payer Relations periodic outcome, pipeline forecasting, revenue performance (growth), statistical reports and issue resolution

Bring consistency in pricing strategies and contracting

Meet or exceed periodic growth goals and product expansion established with supervisor

Identify problems with assigned/unassigned payor/TPA/network accounts and facilitate timely solutions with specific company business unit. Serve as main contact between payer issues and division resolution

Engage with TPA specialists and customers on service recovery

Coordinate account set up between TPA and TPA specialist to ensure consistent account set-up and management in the field • Review existing relationships for additional revenue opportunities

Implement pricing strategies for national and regional usage, as appropriate

Convert to Concentra forms where appropriate

Drive utilization of Hub for reporting and enhanced competitive positioning by delivering scalable integrated solutions across the network ecosystem

Orchestrate enterprise-wide execution--clinical, operations, sales, digital and contracting to improve performance of network driven business

Develop sales lead efforts with sales team and other disciplines in order to meet or exceed growth goals

Implement and enforce contractual agreements, as necessary

Participate in and assist with continuing education programs for client

Participate in and assists with coordination of customer audits by working with Central Billing Office (CBO) to ensure appropriate reimbursement for services rendered

Simplify complex issues for decision making and action

Meet with corporate leadership in various areas to review quality of care

Responsible for review and analysis of the financial performance of assigned territories to sales, area and zone management

Qualification

Strategic PlanningSales ManagementCustomer Relationship ManagementWorkers Compensation KnowledgeEconomics & AccountingSales & MarketingProblem SolvingCustomer Service MindsetDeadline OrientationComputer LiteracyEffective CommunicationCritical Thinking

Required

Education Level: Bachelor's Degree Major: Business Administration, Marketing Degree must be from an accredited college or university

Concentra Core Competencies of Service Mentality, Attention to Detail, Sense of Urgency, Initiative and Flexibility

Ability to make decisions or solve problems by using logic to identify key facts, explore alternatives, and propose quality solutions

Outstanding customer service skills as well as the ability to deal with people in a manner which shows tact and professionalism

The ability to properly handle sensitive and confidential information (including HIPAA and PHI) in accordance with federal and state laws and company policies

Workers Compensation industry consisting of Carriers, Third Party Administrators (injury and noninjury), Managed Care Organizations, Nurse Triage & Specialty Networks

Thorough insight into Key industry players and organizations

Working knowledge of Worker's Compensation and clinical procedures/processes

Working knowledge of diagnoses and treatment of occupational injuries

Working knowledge of Medical Center and procedures

Experienced with allocation of resources

Subject matter proficiency in Economics & Accounting and Sales & Marketing

An awareness of Psychology to support the understanding of human behavior

Familiarity with applicable laws and government regulations to ensure compliance

Through understanding of strategic and conceptual selling or other formal sales training approach

Experienced in the use of CRM

Superior customer service mindset

Effective Communicator/Articulate