Manager of Employer Services – Birmingham, AL/Remote

MainStreet Family Care is a company on a roll! We currently operate 20+ clinics throughout Alabama and Georgia, and we will more than double that number by 2022. Our priority is to grow at least 12-15 new clinics per year and greatly expand our Employment Service offerings.

The Manager of Employer Services is responsible for aggressively growing company revenue within both the Occupational Medicine space and the broader employer services market. The ideal person will lead a small B2B team responsible for the acquisition, development, ongoing management, and growth of corporate occupational medicine and employer service accounts throughout our geographic footprint. The position will work with the Executive team to identify future product and service offerings and set the long-term sales and customer retention strategy.

The Opportunity

• Dominate - Help us exceed revenue goals by turning Employer Services into a strategic asset for MainStreet
• Create a strong service reputation across our territory
• Collaborate with senior leadership to determine services, products, and sales strategy
• At least one direct report

Critical Information

• Open to remote option (Southeast US preferred) for the right person who is willing to travel to HQ 4-6 times per year
• Compensation commensurate with experience, however, includes base salary, bonus, and generous benefits

Primary Responsibilities:

• Meet and/or exceed sales KPIs and goals, defined by leadership
• Make the day-to-day decisions required to manage the sales function, including deploying resources, allocating costs, and directing sales activities
• Devise sales approaches and solutions
• Explicitly show how products, services, or ideas would meet customer needs and provide benefits and business value; establish a return on investment as appropriate
• Conduct sales opportunity analysis
• Utilize economic, financial, industry, and organizational data; accurately diagnose customers’ business strengths, weaknesses, and key issues that can inform sales strategies and plans
• Establish pricing packages by working with relevant MainStreet personnel to establish price points that address specific customer's needs while satisfying company guidelines/policies
• Develop action plans (i.e., weekly, quarterly, monthly) by analyzing quarterly/monthly sales data and identifying the needs of accounts
• Discussing issues with the team to help achieve sales goals
• Actively prospect to identify qualified leads, acquire new corporate accounts, and expand revenue in existing account relationships
• Develop and execute a targeted outbound territory sales strategy based on market analysis, industry trends and MainStreet services and products
• Build and manage new business pipeline and track all activity in CRM, allowing for accurate forecasting necessary to reach sales targets
• Communicate the MainStreet value for all Occupational Medicine and Employer Services prospects and accounts with the goal of increasing volume to MainStreet Urgent Care
• Apply a consultative sales approach to identify client needs and pain points and provide tailored solutions from the various MainStreet offerings
• Negotiate all sales agreements
• Craft and implement service practices that meet customers’ and MainStreets’ needs (e.g., establishes service practices, resolves customer issues, assures customer satisfaction)
• Collaborate with Clinic Operations Team to deliver optimal customer experience
• Proactively manage corporate accounts and strengthen employer relationships through account management strategies, including calls and in-person business review meetings
• Conduct meetings with prospective and current clients in the field, including company offices/facilities and MainStreet Urgent Care site locations
• Participate in special events including but not limited to new clinic openings, health fairs, promotional events and conferences

Requirements:

• 5+ years in B2B sales targeting Human Resources professionals as decision-makers

AND

• 2+ years in B2B Occupational Medicine and Workers Compensation Services sales

AND

• Bachelor’s Degree required
• Ability to travel 25% of the time
• To ensure safety, COVID vaccination is required as a condition of employment

Preferred Qualifications:

• Strong B2B sales track-record in the Occupational Medicine market including: Workers’ Compensation and Employee Screening Service (compliance, regulatory, and employment) offerings
• Sales leadership experience, managing more than one direct report; attracting, developing, and retaining talented individuals; making the day-to-day decisions required to manage the sales function
• Existing relationships and access to network of Human Resources professionals who can serve as potential customers/buying-decision makers
• Developed and implemented sales campaigns, sales processes and systems (including CRM platforms)

*Standard Drug Screen, Driving Record and Background Checks will be performed.*

MAINSTREET FAMILY CARE IS AN EQUAL OPPORTUNITY EMPLOYER

#LP