Senior Director of Sales

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.

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 Managers with 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
• Cook 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.