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The Associate VP, Business Development and Sales Support spearheads the CenterWell Home Health growth agenda with a focus on innovative sales approaches to new and existing referral source segments. This leadership position within Strategy & Business Development will drive consistent and scalable sales execution, as well as transformational initiatives to accelerate growth in our CWHH business.
The AVP will oversee a team responsible for business development and sales support, including sales onboarding, training, performance reporting, sales operating procedures, incentive programs, and compliance. Leveraging data and market intelligence, this leader will enhance sales strategies targeting a broad spectrum of healthcare organizations, with the goal of cultivating high-volume, long-term referral partnerships.
Position Overview
The Associate VP, Business Development and Sales Support spearheads the CenterWell Home Health growth agenda with a focus on innovative sales approaches to new and existing referral source segments. This leadership position within Strategy & Business Development will drive consistent and scalable sales execution, as well as transformational initiatives to accelerate growth in our CWHH business.
The AVP will oversee a team responsible for business development and sales support, including sales onboarding, training, performance reporting, sales operating procedures, incentive programs, and compliance. Leveraging data and market intelligence, this leader will enhance sales strategies targeting a broad spectrum of healthcare organizations, with the goal of cultivating high-volume, long-term referral partnerships.
This role requires close collaboration with clinical and operational leaders to evolve CenterWell's operating model and sales structure, ensuring alignment with diverse customer needs. Success in this role depends on navigating complex, matrixed relationships across the Humana/CenterWell enterprise, using influence and collaboration to drive results. This position can be located anywhere within the lower 48 contiguous states. A travel commitment of 5-25% should be expected.
Key Responsibilities
Lead the sales support team to develop best-in-class sales onboarding, training, and performance management systems to facilitate the development of high performing sales associates.
Work closely with the sales operations leaders to define consistent and scalable ways of working together across sales, clinical, and branch operations.
Evolve and standardize the home health sales cycle and enhance tools and processes with subject matter experts.
Partner with data and analytics teams to inform financial analysis and build models to drive sales associate account assignments and growth targets.
Lead the business development team to drive revenue growth through strategies to win and maintain large accounts.
Developing sales strategies for new opportunities and provider partnerships, articulating the company's value proposition.
Support business cases for new product development, including financial and clinical considerations and market opportunity.
Inform the payer contracting strategy to build referral source relationships and optimize payer mix.
Consolidate and review of growth ideas across the organization.
Analyze the competitive landscape and market dynamics to inform the growth strategy around emerging trends.
Define the evolving state of Sales and Business Development, including appropriate staffing levels.
Use your skills to make an impact
Key Candidate Qualifications
The ideal candidate will be a seasoned business executive with home health or health system experience in a home-based care model. This leader will have a proven track record of impactful sales and growth strategy. This individual will have a "roll up the sleeves" mindset and extensive leadership experience (typically 8+ years), with a track record of inspiring teams (direct and indirect) to effectively collaborate and together achieve results. This person must also be a dynamic and entrepreneurial executive with the ability to work effectively in a company with a growth culture and mentality.
In addition to the above, the following professional qualifications and personal attributes are also sought:
Bachelor's degree is required; MBA or other advanced degree will be advantageous.
Experience working for a home-based care model.
Excellent oral and written communications skills, including the polish, poise, and executive presence that will ensure effective interaction with executive level audiences and key stakeholders internally and externally.
Current or recent experience in a complex, highly matrixed company, with proven ability to influence leaders and key stakeholders in such an environment.
Highly collaborative mindset and excellent relationship-building skills, including the ability to engage diverse stakeholders and win their co-ownership in the outcome.
Solid grasp and understanding of both the payor and provider sides of the healthcare industry.
Must be a dynamic and entrepreneurial leader with the ability to work effectively in a company with a startup culture and mentality.
High strategic agility with strong problem solving and critical thinking skills, using data to inform decision-making.
Travel: While this is a remote position, occasional travel to Humana's offices for training or meetings may be required.
Scheduled Weekly Hours
40
Pay Range
The compensation range below reflects a good faith estimate of starting base pay for full time (40 hours per week) employment at the time of posting. The pay range may be higher or lower based on geographic location and individual pay will vary based on demonstrated job related skills, knowledge, experience, education, certifications, etc.
$184,800 - $254,100 per year
This job is eligible for a bonus incentive plan. This incentive opportunity is based upon company and/or individual performance.
Description of Benefits
Humana, Inc. and its affiliated subsidiaries (collectively, "Humana") offers competitive benefits that support whole-person well-being. Associate benefits are designed to encourage personal wellness and smart healthcare decisions for you and your family while also knowing your life extends outside of work. Among our benefits, Humana provides medical, dental and vision benefits, 401(k) retirement savings plan, time off (including paid time off, company and personal holidays, volunteer time off, paid parental and caregiver leave), short-term and long-term disability, life insurance and many other opportunities.
Application Deadline: 10-02-2025
About us
About CenterWell Home Health: CenterWell Home Health specializes in personalized, comprehensive home care for patients managing a chronic condition or recovering from injury, illness, surgery or hospitalization. Our care teams include nurses, physical therapists, occupational therapists, speech-language pathologists, home health aides, and medical social workers - all working together to help patients rehabilitate, recover and regain their independence so they can live healthier and happier lives.
About CenterWell, a Humana company: CenterWell creates experiences that put patients at the center. As the nation's largest provider of senior-focused primary care, one of the largest providers of home health services, and fourth largest pharmacy benefit manager, CenterWell is focused on whole-person health by addressing the physical, emotional and social wellness of our patients. As part of Humana Inc. (NYSE: HUM), CenterWell offers stability, industry-leading benefits, and opportunities to grow yourself and your career. We proudly employ more than 30,000 clinicians who are committed to putting health first - for our teammates, patients, communities and company. By providing flexible scheduling options, clinical certifications, leadership development programs and career coaching, we allow employees to invest in their personal and professional well-being, all from day one.
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Equal Opportunity Employer
It is the policy of Humana not to discriminate against any employee or applicant for employment because of race, color, religion, sex, sexual orientation, gender identity, national origin, age, marital status, genetic information, disability or protected veteran status. It is also the policy of Humana to take affirmative action, in compliance with Section 503 of the Rehabilitation Act and VEVRAA, to employ and to advance in employment individuals with disability or protected veteran status, and to base all employment decisions only on valid job requirements. This policy shall apply to all employment actions, including but not limited to recruitment, hiring, upgrading, promotion, transfer, demotion, layoff, recall, termination, rates of pay or other forms of compensation and selection for training, including apprenticeship, at all levels of employment.
Centerwell, a wholly owned subsidiary of Humana, complies with all applicable federal civil rights laws and does not discriminate on the basis of race, color, national origin, age, disability, sex, sexual orientation, gender identity or religion. We also provide free language interpreter services. See our full accessibility rights information and language options https://www.partnersinprimarycare.com/accessibility-resources
