Market Leader - Area General Sales Manager

Description

Apria Healthcare is one of the nation's leading providers of home respiratory services and certain medical equipment, including oxygen therapy, inhalation therapies, sleep apnea treatment and negative pressure wound therapy. Headquartered in Lake Forest, California, Apria owns and operates more than 400 locations throughout the United States and serves more than 1.2 million patients each year. Apria was the first such company to obtain voluntary accreditation from The Joint Commission and has been continuously accredited for more than 25 years. Additional company information can be found at www.apria.com .

Summary:



This Market Leader will be a key and vital player as we are transforming Apria to continue to be the market leader in a rapidly changing industry. This person will be an integral part of an energized talented leadership team who is committed to win through transformation and innovation. In addition, this person will be working with smart, synergistic collaborative peers throughout the US and should be viewed as a respected peer and resource.



Employee Value Proposition

Apria is one of the market leaders and is positioned for strong growth. We have the financial stability and backing to turn challenges with the current business environment into opportunities to drive profitable growth .



The person selected for this role will impact the growth of Apria and be a part of changing patient care at home for years to come . Success and overachievement in this role will open many opportunities within Apria depending on career aspirations.



Demand for home healthcare services and products will only increase due to aging population and the lower cost of treating patients at home instead of a costly setting such as hospital. This is further emphasized by the recent healthcare reform designed to lower cost of healthcare and improve outcomes. At Apria we are at the leading edge of the home health industry transformation to position ourselves as the leader in this new environment. We have the resources, strategic vision, and ability to accomplish this. This is a strategic advantage that will drive future growth while there is large scale consolidation.



We are looking for an accomplished M arket Leader to be part of this transformation and success story.



Position Overview:

Reporting to a Regional Vice President, the successful Market Leader will be responsible for successfully leading, managing, and directing sales and operations performance (70 % sales and 30% operations) with full accountability for the market . This person will have full P&L responsibility of approximately $25M for their area including both revenue and operating income.

Team Overview:

As a Market Leader , you will be responsible for management of a direct team of 4 Branch Managers and 10 Sales Executives in the Arizona Market with oversight of approx 75 total headcount including Respiratory therapy and Logistics . A dditionally; this person will work closely with a diverse, cross-functional team consisting of Regional Operations, Customer Service, Billing Center Operations and corporate functions such as Sales Operations, Marketing, Finance, and HR.

Performance Objectives:



Sales Leadership

1. The primary objective in this role is to lead the sales growth in your area and achieve the key focus product starts budget. You will also provide leadership in meeting market revenue budget by executing sales strategy and growth initiatives through selling to key accounts and managing activities of the sales organization.

2. This person must also maximize the non-exclusive contract penetration/pull through from accounts by interfacing closely with Regional Account Managers to understand provider's networks and drive business through sales and service in order to be considered successful.

3. Develop sales team talent and drive performance. Market Leaders are expected to both hire high performing team members and coach and develop the existing sales and operations staff and build a team of high performers. Identify high caliber managers, i.e. "bench strength" within the area and continue to invest and develop a best in class sales team. Ability to drive change by fostering an environment of performance driven culture and accountability.



4. It's important to c onduct ride alongs with sales staff. Coach the sales reps to achieve desired performance. This helps drive the Apria sales execution model, including development of quality territory plans and ca ll cycles, sales rep routing and time prioritization, management of call volume, execution of sales growth programs (i.e., overnight oximetry program), and sales effectiveness. The key to success is to be able to achieve 100% of quota in the 3 core products.

Operational Leadership

1. As a Market Leader , you will ensure 100% adoption & adherence to company processes, policies and procedures (e.g., Customer Care Model, Apria Delivery Model, Order Decision Matrix, Sales Execution Model) in all functional areas of the branch and amongst the sales force in their market .

2. The Market Leader will p roactively monitor the key performance indicators and is responsible for implementing corrective measures, when appropriate, to maximize performance and achieve revenue and operating income budget. In addition, ensure that operational procedures comply with federal, state, local and JCAHO requirements .

3. Effectively lead the team during a time of change and a rticulate the vision from the C-suite. Healthcare in general and the home healthcare industry is facing substantial changes due to the Affordable Care Act and reimbursement compression. Apria is currently going through transformational changes designed to position the company to take advantage of vast opportunities, and build our future to continue to be the leader in our industry.



4. As a result, the person's team/management effort involves the ability to embrace and drive change. The Market Leader is expected to engage as a business leader, making sound business decisions and driving flawless implementation with high regard to accountability. Additionally, the Market Leader is tasked with being part of the overall business management process for their area, to include full P&L ownership and change management.

Qualifications

The successful candidate will bring the following skills and experiences:

S trong leadership skills with successful prior experience in leading organizations through change

Proven track record of results achievement and P &L responsibility of at least $10MM

Ability to successfully engrain and drive performance driven culture within their area.

Excellent communication skills with strong executive presence and ability to influence peers and partners

Strategic vision and a strong blend of sales and operations management skills based on proven concepts and data driven approach to management

Ability to get into tactical details where necessary to drive flawless execution

Extensive experience in leading sales and or operations for a multi-site branch network in healthcare services

Physical Demands:

The physical demands described here are representative of those that must be considered by an teammate to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Requires constant sitting with occasional standing and walking.
• Requires the use of hands to write, use computers, and manipulate papers is constantly required.
• Constant talking and hearing.
• Specific vision abilities required include close vision, peripheral vision, and the ability to adjust focus.
• Must occasionally lift and/or move up to 10 pounds.

Apria Healthcare is an equal opportunity employer. All employment decisions are made without regard to race, color, age, gender, gender identity or expression, sexual orientation, marital status, pregnancy, religion, citizenship, national origin/ancestry, physical/mental disabilities, military status or any other basis prohibited by law.
Because Apria believes in providing a safe work environment, we conduct drug and background checks in our recruiting/hiring processes. AA/EOE, M/F/D/V