Senior Director of Sales

Senior Director of Sales

Job Ref: TE0145

Category: Sales

Department: SALES ADMINISTRATION

Location: 50 Water Street, 7th Floor, New York, NY 10004

Job Type: Regular

Employment Type: Full-Time

Work Arrangement: Field

Salary Range: $170,000.00 - $210,000.00

Position Overview

Empower. Unite. Care.

MetroPlusHealth is committed to empowering New Yorkers by uniting communities through care. We believe that Health care is a right, not a privilege. If you have compassion and a collaborative spirit, work with us. You can come to work being proud of what you do every day.

The primary function of the Senior Director of Sales is to direct, monitor, coordinate, and evaluate overall sales operations activities. This person will be responsible for the implementation and coordination of MetroPlusHealth sales, strategies and tactics to support the plan's overall sales efforts. The position plays a critical role in identifying and building community collaborations with strategic partners to expand MetroPlusHealth reach and prominence in acquiring and maintaining membership. The Senior Director of Sales reports directly to the Vice President of Sales Operations.

Scope of Role & Responsibilities

• Facilitate regional Sales and Marketing strategies and initiatives to drive new member acquisition and member retention
• Manage relationship with MetroPlusHealth Tier 1 contracted Providers
• Coordinate regional staff trainings based on audits, secret shop results, compliance & regulatory findings and staff feedback
• Monitor and track application quality to execute corrective action and mitigation strategies
• Ensure execution and outcomes of deliverables related to Partnership Agreements and Memorandums of Understanding
• Analyze effectiveness and impact of staff venue assignment and timeliness of adjustments based on findings
• Provide executive leadership and strategic direction for multiple operational and programmatic teams, including direct oversight of Manager-level leaders responsible for day-to-day execution.
• Translate organizational goals and regulatory requirements into scalable strategies, operating plans, and performance targets aligned with MetroPlusHealth's mission and Citywide healthcare priorities.
• Own accountability for performance outcomes across assigned functions, including quality, access, member experience, financial sustainability, and compliance metrics.
• Drive continuous improvement initiatives by identifying operational gaps, standardizing best practices, and implementing data-driven solutions across teams.
• Ensure compliance with New York State Department of Health
• Develop and mentor high-performing leaders, fostering a culture of accountability, equity, collaboration, and professional growth.
• Serve as a senior point of escalation for operational issues, complex stakeholder concerns, and interdepartmental dependencies.
• Champion change management efforts related to new programs, policy updates, system implementations, and organizational transformations.
• Represent MetroPlusHealth in internal executive forums and external partner discussions, contributing thought leadership and subject-matter expertise.
• Establish and monitor KPIs, dashboards, and performance reviews to ensure transparency and sustained improvement across reporting teams.
• Assess membership trends by ZIP code to identify sales opportunities, mitigate churn risk, and support recertification and new acquisition growth strategies.
• Evaluate sales work quality to identify performance gaps, determine root causes, and deploy corrective strategies that strengthen pipeline health and goal attainment.
• Supporting managers, especially newer leaders, with hands-on coaching, accountability, and guidance, including managing union employees.
• Supporting Sales Regional Managerswith key accounts and stepping in when executive involvement is needed to build or protect external partnerships.
• Leading strategic sales efforts and helping teams adapt solutions as business needs change.
• Supporting retention and long-term stability while still meeting short-term performance goals.

Field Strategy, Growth & Execution

• Develop and execute regional strategies to drive membership growth, retention, and product adoption
• Translate corporate enrollment and renewal goals into field-level execution plans
• Identify high-growth opportunities using market trends, competitor insights, and demographic data
• Establish penetration strategies for underserved and priority communities

Partner Development & Relationship Management

• Build and scale strategic partnerships with community organizations, providers, and facilities
• Design and implement a partner onboarding program with standardized workflows and success metrics
• Oversee facility relationship management strategy, guiding field managers on engagement and growth
• Develop reporting systems to track partner performance, ROI, and expansion opportunities

Operational Excellence & Workflow Optimization

• Design and implement field workflows to improve:

• Application quality

• Submission accuracy

• Processing efficiency

• Establish performance management systems including:

• Quality assurance reviews

• Performance improvement plans (PIPs)

• Disciplinary accountability frameworks

• Standardize onboarding and execution processes across all territories

Issue Resolution & Service Delivery

• Lead escalation management for member, provider, and partner issues
• Coordinate with internal teams (claims, customer service, provider relations) to resolve complex cases
• Ensure timely follow-up workflows and communication protocols

Retention & Performance Analytics

• Develop strategies to reduce churn and improve member retention

• Analyze account and membership data to identify:

• At-risk populations

• Growth opportunities

• Oversee reporting systems that deliver actionable insights to leadership and field teams

• Track and improve end-to-end member lifecycle performance

Required Education, Training & Professional Experience

• Bachelor's Degree in Marketing, Communications, or Business Administration or related field is required.
• Healthcare insurance industry experience with a focus on government sponsored plans (Medicaid, Marketplace, CHP, SNP, and Commercial Groups) is required.
• Minimum of 10 years' progressive experience in sales with at least five years of senior management is required.
• Management of large sales forces (100+ reps) preferred.
• Experience as a leader in an organization undergoing transformational change.
• Successful experience monitoring and evaluating sales rep progress against stated expectations, in addition to aligning and changing behavior with performance expectations.
• Successful experience utilizing a CRM to manage team sales tasks, pipeline, and closing data.
• Successful experience hiring and onboarding sales representatives.
• Successful experience building and managing a territory (include geography if necessary)

Professional Competencies

• Strategy
• Team leadership
• Provider relationships
• Performance accountability
• Reporting
• Logistics
• Coordination
• Documentation
• Tracking
• Integrity and Trust
• Customer Focus
• Functional/Technical Skills
• Written/Oral Communications
• Self-starter with strong leadership and motivational skills
• Driving Results
• In-depth knowledge of selling strategies and methods, as well as employee motivation techniques.
• Strong working knowledge of the company's products, competitive products, and the market.
• Exhibit awareness of best sales practices and methods.
• Possesses strong persuasive abilities.
• Maintain a professional but confident and outgoing demeanor.

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