Account Manager - Navigator - Managed Health Care Associates, Inc.

Company Overview:

Managed Health Care Associates, Inc. (MHA) is a leading health care services and technology company that offers a growing portfolio of services and solutions to support the diverse and complex needs of the alternate site health care provider.  MHA provides expertise in Group Purchasing, Managed Care and Payer Contracting, Reimbursement Management, Specialty Pharmacy Solutions, Pharmaceutical Data Analytics, Clinical Pharmacy Software and Legislative Advocacy.  Through the delivery of innovative and targeted health care services and solutions, MHA helps customers increase operational efficiency, maximize business growth, and provide optimum care for patients.  For more information, visit our website at www.mahinc.com. 

Navigator is your resource for Spend Management.  Navigator is the largest group purchasing organization (GPO) in the United States for the alternate site healthcare market.  We have over 10,000 members, which allows for more buying power and stronger contracts with vendors and manufacturers. The Navigator team is an experienced group of leaders with expertise in healthcare and hospitality purchasing that specializes in customer satisfaction and delivering results.  Navigator is a subsidiary of MHA.  For more information, visit:  http://www.navigatorgpo.com/

Job Purpose:

The Account Manager is a results-driven sales professional who works well both in a team and independently. The Account Manager will be responsible for managing a book of business in Chicago.  He/she is responsible to establish, develop and maintain positive business and customer relationships with existing accounts as well as develop new business opportunities within your assigned territory. The AM will offer a customized range of food service contracts as well as medical product supplies and business products contracts to Assisted Living Facilities, Skilled Nursing Facilities, Continuing Care Retirement Communities, and other types of senior care living providers.

  Essential Duties & Responsibilities:

• Maintain and increase sales and contract compliance of current customers through food, medical surgical products, capital equipment and additional categories with national and regional corporate account chains and other designated accounts within the senior care, hospitality, and education markets in accordance with agreed business plans.
• To identify, qualify, present and close significant new business opportunities within the territory at the regional and local chain level.
• Act as a liaison between the member and vendor, resolve any pricing, contract, or rebate issues to ensure/improve client satisfaction/retention.
• Meet regularly with clients’ key managers and senior-level executives to understand clients’ business requirements and provide solutions through Navigator services and technology consulting.
• Utilize sales reporting and analytic tools to analyze market and use data to present cost savings, compliance, and increased utilization.
• Maintain assigned territory budget.
• Monitor each account’s compliance to assure they are maximizing the full profit potential of the Navigator /MHA contracts.
• Provide advance notification of new products and price changes that enable members to make timely decisions and maximize overall savings.
• Be a thought leader and key resource for the region, also acting as key resource/ backup to Regional Sales Director
• Work in conjunction with Regional Sales Director, Strategic Accounts Director, and Navigator National VP of Sales
• Conduct in-person meetings with members requiring 80% travel.

 Minimum Qualifications & Competencies:

• University or bachelor’s degree required.
• 5+ years selling experience, proven track record of sales success.
• Work experience in a GPO, food service, med surge or senior health market preferred.
• Ability to generate new business through lead mining, industry networking and solicitation.
• Highly motivated and ambitious with a positive “can do” attitude.
• Able to work in fast-paced, self-directed environment.
• Decision-making, problem resolution and creative thinking skills
• Ability to manage own workload independently, multi-task and prioritize effectively.
• Able to negotiate and close sales in a professional manner.
• Exceptional verbal and written communication skills
• Excellent organizational and presentation skills
• Strong working knowledge of Microsoft Word®, Outlook®, Excel® and PowerPoint® and Saleforce.com
• Ability to travel (could be as much as 80%)
• Demonstrated leadership potential and desire for career advancement.

Internal Responsibilities:

• Adheres to all company policies and procedures including, but not limited to those identified within the Standards of Business Conduct and the Employee Handbook, as may be amended from time to time. Adheres to all applicable laws and regulations and the company's governance/compliance program.
• Responsible for reporting violations of the company's policies and procedures, Standards of Business Conduct, governance program, laws and regulations through the company or other mechanism that may be available at the time of the violation. Assists with internal control failure remediation efforts.
• Becomes knowledgeable of internal control responsibilities through training and instruction. Responsible and accountable for internal control performance within their area of responsibility. Participates in the internal controls self-assessment process.
• Ensures concerns with internal control design or performance and process changes that impact internal control execution are communicated to management.

Job/Functional Knowledge

Understands duties and responsibilities, has necessary functional and technical knowledge for task completion, keeps job knowledge current, applies knowledge and skills that lead to success in the job.

• Effectively applies background & experience to current role.
• Demonstrates a comprehensive knowledge of field.
• Keeps informed of latest trends, developments, and best and current practices in particular field.

Results Driven

Adopting a strong orientation toward achievement, setting high expectations of yourself and other to achieve at a high level.

• Sets and tracks goals, objective, and related metrics. Takes aggressive action when goals are not met to ensure better results in future.
• Acts with a sense of urgency, a bias for action and speed.

Customer Focus

Understanding that the customer is the foundation of MHA’s success. 

• Understands customer requirements and priorities and makes the right business decisions.
• Builds relationships with and gains trust of customers by always meeting commitments while avoiding over commitment.
• Adopts a long-term perspective in developing mutually beneficial business relationships to create a win/win solution.

Culture Fit

Demonstrates integrity and ethics in day-to-day tasks and decision making, adheres to MHA’s core values of doing what’s right, exceeding customer expectations, driving results and value, innovate to improve, treat people with respect, embrace teamwork and collaboration and have fun while achieving business goals.

• Sincerely passionate for and committed to the mission of Managed Health Care Associates
• Exhibits integrity in all actions and communication.
• Works well autonomously, while acting as a team-player
• Demonstrates a vested interest in self-development.

Travel: N/A

Physical Demands:

The physical demands and work environment characteristics described here are representative of those that an employee must meet to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Physical Demands: While performing the duties of this job, the employee is occasionally required to move around the work area; sit; perform manual tasks; operate tools and other office equipment such as computer, computer peripherals and telephones; extend arms; kneel; talk and hear.  The employee must occasionally lift and/or move up to 15 pounds. 
• Mental Demands: the employee must be able to follow directions, to get along with others, and handle stress.
• Work environment:  The noise level in the work environment is usually minimal.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c) Sales/Marketing