Director-Western Regional Sales (Sales)

Heluna Health is a 501c (3) nonprofit organization dedicated to improving the health and well-being of local communities.  We operate as a ‘one-stop shop' in population health and we are working on approximately 500 population health initiatives each year. We partner with a range of organizations and leaders, including  universities/academic researchers, government agencies, foundations, and public/private consortia to offer a suite of services, including contracts and grants management, fiscal sponsorship (providing a financial ‘home' for researchers, programs and agencies), human resources support, real estate/leasing and other infrastructure support, as well as program management and research/evaluation across the population health spectrum. Additionally, we provide direct population health program leadership. 

The Western Regional Sales Director reports directly to the Chief Program Officer (CPO) and is an integral part of Heluna Health's strategic growth in the western United States. This important position focuses on managing all aspects of leading sales of our professional services in the western region, including conducting ongoing assessments of the western region landscape, developing and executing on an integrated yearly regional new business plan, managing potential partnerships and opportunities, and growing new prospect and funder relationships to achieve new business growth targets.

The Western Regional Sales Director will build long-term relationships with clients and funders, growing sales in U.S. Health and Human Services (HHS) Regions 9 and 10 and promote Heluna Health's service lines within the identified western region. This position will be responsible for developing and implementing new business sales strategies for the region to meet revenue projection goals and budget requirements. The Director of Western Regional Sales will conduct core business within the western states and must be located within the region (CA, AZ, NV, HI, AK, WA, OR, ID).

Salary Range: $203,760 to $226,400 annually commensurate with experience.

Essential Functions

• Know and understand Heluna Health's complete client portfolio.
• Advance Heluna Health's mission through the planning, management, and implementation of new business strategies with internal and external partners.
• Assist in the development of annual new business goals and revenue targets.
• Develops and implements year-round analysis, pipelines and cultivation plans for new clients and funders, ensuring sufficient depth for revenue generation and excellent customer service.
• Identifies high opportunity / low risk new business opportunities to pursue.
• Secure new clients, partnerships, funders, and programs to meet annual goals. 
• Develop and give new business/sales presentations on a regular basis.
• Create and maintain a sales culture focused on identifying potential new business contacts/leads, as well as growing existing areas of expertise.
• Network within the public/population health community and the funding community for new lead generation.
• Lead and assist in writing of proposals in response to RFPs, RFQ, LOIs, etc.
• Research and analyze new or evolving markets for Heluna Health, leveraging strong quantitative analytical skills that lead to new business opportunities.
• Ensure regular input of new business leads within Salesforce CRM. 
• Report on relevant market conditions including respective competition activities to identify and evaluate trends and developments as early as possible. 
• Participate and present in relevant public health conferences and deliver professionally prepared presentations. 
• Demonstrate fiscal responsibility by adhering to expense limits.
• Forecast and track key account metrics (e.g., monthly, quarterly, and annual forecast/projections)
• Manages and prepares written reports or summaries of responses to queries, situation updates, and other issues as assigned.

Responsibilities:

• New Business Strategy Development and Execution: Develop overall regional sales plan and drive its day-to-day execution including managing the Go/No-Go decision-making process. Plan will include a landscape assessment for public health needs and opportunities in the region and will create state-based strategies to maximize HH's presence and success.
• Customer Relationship Management and New Business Development: Travel throughout the western region, as needed, to leverage and identify and secure new clients. This includes travel to Heluna Health HQ locations in Southern and Northern California.  Assess key funder or client needs and present our service-based solutions (new clients and help to renew existing clients). 
• Key New Business Team: Function as a key member of Heluna Health's new business team and work collaboratively across departments.
• Cross-Functional Collaboration: Work closely with the Heluna Health's key functional areas including:
  • CEO's office
  • Contracts and Grants Management
  • Accounting and IT
  • Human Resources
  • Research and Evaluation
  • Advancement/Marketing (including Development)

Skills and Abilities:

• Mastery in strategic and consultative sales skills
• Strong leadership and team management skills
• Excellent customer service and communication skills (verbal and written)
• Results driven - dedication to meeting new business/sales goals
• Maintain a high level of service line and application knowledge
• Presentation and public speaking skills
• Attention to detail and ability to focus on client relationships 

Qualifications:

• Experience leading professional services sales and familiarity with healthcare/public health preferred.
• Proven track record of meeting or exceeding sales targets, driving revenue growth, and negotiating/closing agreements.
• Demonstrated ability to communicate, present and influence key stakeholders at all levels of an organization, including executive, Board, and C-level.
• Understand contract and grant management pre-award processes.
• Have a professional, positive attitude and work ethic.  
• Experience working in a fast-paced environment.
• Ability to multi-task effectively, prioritizing and managing assigned tasks in a timely manner. 
• Knowledge, skills and ability to use computer applications and online-based systems as part of performing, documenting, and tracking daily work activities and assignments.  Including but not limited to CRM software, SAP Systems, and MS Office (i.e., Excel)
• Possess excellent verbal and written communication skills (technical, and non-technical)

Education/Experience 

• Bachelor's Degree required
• Master's Public Health or advanced degree preferred.
• Minimum 5 years leading sales management and professionals in health/public health. Also, experience selling to/working with government agencies, such as state health departments.

PHYSICAL DEMANDS

• Stand Frequently
• Walk Frequently
• Sit Frequently
• Handling / Fingering    Frequently
• Reach Outward     Occasionally
• Reach Above Shoulder Occasionally
• Climb, Crawl, Kneel, Bend Not Applicable
• Lift / Carry Occasionally - Up to 20 lbs.
• Push/Pull Occasionally - Up to 20 lbs.

Key

• Not Applicable = Not required for essential functions
• Occasionally = (0 - 2 hrs/day)
• Frequently = (2 - 5 hrs/day)
• Constantly = (5+ hrs/day)

 

WORK ENVIRONMENT

Virtual home-based remote setting, hybrid work schedule, General Office Setting

EEOC STATEMENT

It is the policy of Heluna Health to provide equal employment opportunities without regard to race, color, religion, sex, national origin, age, disability, marital status, veteran status, sexual orientation, genetic information or any other protected characteristic under applicable law.

Heluna Health is an Affirmative Action, Equal Opportunity Employer that encourages minorities, women, veterans, and disabled to apply.

 

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)

See job description