CNSI
Director, Business Expansion
CNSI, Mc Lean, Virginia, us, 22107
Acentra is looking for a Director of Business Expansion to join our growing team.Job Summary:
The Director of Business Expansion will be instrumental in developing and executing upsell and expansion strategies, including identifying, qualifying, and closing opportunities with our current customers. This role requires a blend of strategic thinking, sales acumen, collaboration, and strong leadership to drive successful inside sales initiatives and increase customer lifetime value.Job Responsibilities:Customer Analysis and Opportunity Identification:
Analyze customer data, purchase history, and engagement metrics to identify upselling and cross-selling opportunities within the existing customer base.Coordinate with Business Development, Operations and Government Relations to segment customers based on buying behavior, product usage, and potential for expansion, prioritizing inside sales efforts effectively.Utilize CRM tools and sales analytics to track customer interactions, identify sales triggers, and uncover potential upselling opportunities.
Inside Sales Strategy Development:
Develop and implement strategic inside sales plans with internal operations leaders to drive customer expansion and revenue growth, focusing on upselling additional products/services and cross-selling complementary offerings.Collaborate with operations and business development leadership to define target customer segments, set targets, and establish key performance indicators (KPIs) for inside sales activities.Design and implement effective expansion sales processes, scripts, and objection-handling techniques to guide inside sales representatives in engaging with customers and closing deals.
Execution and Implementation:
Lead the execution of inside sales initiatives, working closely with account executive teams and program directors to ensure alignment with account objectives and revenue targets.Provide ongoing support and guidance to program directors, coaching them on sales techniques, product knowledge, and customer relationship management.Monitor sales performance against targets, track pipeline progression, and analyze sales metrics to identify areas for improvement and optimization.
Stakeholder Relationship Management:
Build and nurture strong relationships with key internal and external stakeholders, serving as the primary point of contact for the opportunities.Proactively evaluate market trends to understand emerging business needs, challenges, and goals, positioning upselling solutions that address requirements and deliver value.Anticipate customer objections or concerns and work with internal leaders to develop strategies to overcome them through consultative selling approaches and value-based selling techniques.
Team Leadership and Development:
Provide leadership, mentorship, and development opportunities to program leadership teams, fostering a culture of accountability, collaboration, and continuous improvement.Conduct regular training sessions and role-playing exercises to enhance the skills and capabilities of the program directors.Identify industry-relevant curated training content to be made available to operations teams to enhance their skills around growth.
Required Qualifications/Experience:Bachelor's degree in Business Administration, Marketing, Sales, or related field; MBA or advanced degree preferred.A minimum of 10 years of experience assisting Program Directors with cross-selling healthcare services and technology solutions to State Medicaid customers through contract amendments.A minimum of 10 years of experience in sales support, account management, or sales leadership with a track record of driving revenue growth within current accounts.5 years of experience working within a CRM, supporting probability of winning analysis, and conducting contract expansion pipeline reviews.Strong sales acumen with a deep understanding of sales processes, methodologies, and techniques, including consultative selling, objection handling, and closing strategies.Excellent communication and interpersonal skills with the ability to build rapport, influence decision-makers, and articulate value propositions effectively.Demonstrated leadership experience with the ability to inspire and motivate inside sales teams to achieve targets and exceed expectations.Preferred Qualifications/Experience:10 years of experience with Medicaid FFS CM/UM/BH, LTSS and MES solutions.10 years of experience understanding changes in Medicaid policy and interpreting how these policy changes impact the Medicaid market to create opportunities and solutions for existing customers.Benefits:Benefits are a key component of your rewards package. Our benefits are designed to provide you with additional protection, security, and support for both your career and your life away from work. Our benefits include comprehensive health plans, paid time off, retirement savings, corporate wellness, educational assistance, corporate discounts, and more.Compensation:The pay range for this position is based on our compensation program. An applicant's position placement in the pay range will depend on various considerations, such as years of applicable experience and skill level.Thank You!We know your time is valuable and we thank you for applying for this position. Due to the high volume of applicants, only those who are chosen to advance in our interview process will be contacted.EOE AA M/F/Vet/Disability:Acentra Health is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, status as a protected veteran or any other status protected by applicable Federal, State or Local law.
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The Director of Business Expansion will be instrumental in developing and executing upsell and expansion strategies, including identifying, qualifying, and closing opportunities with our current customers. This role requires a blend of strategic thinking, sales acumen, collaboration, and strong leadership to drive successful inside sales initiatives and increase customer lifetime value.Job Responsibilities:Customer Analysis and Opportunity Identification:
Analyze customer data, purchase history, and engagement metrics to identify upselling and cross-selling opportunities within the existing customer base.Coordinate with Business Development, Operations and Government Relations to segment customers based on buying behavior, product usage, and potential for expansion, prioritizing inside sales efforts effectively.Utilize CRM tools and sales analytics to track customer interactions, identify sales triggers, and uncover potential upselling opportunities.
Inside Sales Strategy Development:
Develop and implement strategic inside sales plans with internal operations leaders to drive customer expansion and revenue growth, focusing on upselling additional products/services and cross-selling complementary offerings.Collaborate with operations and business development leadership to define target customer segments, set targets, and establish key performance indicators (KPIs) for inside sales activities.Design and implement effective expansion sales processes, scripts, and objection-handling techniques to guide inside sales representatives in engaging with customers and closing deals.
Execution and Implementation:
Lead the execution of inside sales initiatives, working closely with account executive teams and program directors to ensure alignment with account objectives and revenue targets.Provide ongoing support and guidance to program directors, coaching them on sales techniques, product knowledge, and customer relationship management.Monitor sales performance against targets, track pipeline progression, and analyze sales metrics to identify areas for improvement and optimization.
Stakeholder Relationship Management:
Build and nurture strong relationships with key internal and external stakeholders, serving as the primary point of contact for the opportunities.Proactively evaluate market trends to understand emerging business needs, challenges, and goals, positioning upselling solutions that address requirements and deliver value.Anticipate customer objections or concerns and work with internal leaders to develop strategies to overcome them through consultative selling approaches and value-based selling techniques.
Team Leadership and Development:
Provide leadership, mentorship, and development opportunities to program leadership teams, fostering a culture of accountability, collaboration, and continuous improvement.Conduct regular training sessions and role-playing exercises to enhance the skills and capabilities of the program directors.Identify industry-relevant curated training content to be made available to operations teams to enhance their skills around growth.
Required Qualifications/Experience:Bachelor's degree in Business Administration, Marketing, Sales, or related field; MBA or advanced degree preferred.A minimum of 10 years of experience assisting Program Directors with cross-selling healthcare services and technology solutions to State Medicaid customers through contract amendments.A minimum of 10 years of experience in sales support, account management, or sales leadership with a track record of driving revenue growth within current accounts.5 years of experience working within a CRM, supporting probability of winning analysis, and conducting contract expansion pipeline reviews.Strong sales acumen with a deep understanding of sales processes, methodologies, and techniques, including consultative selling, objection handling, and closing strategies.Excellent communication and interpersonal skills with the ability to build rapport, influence decision-makers, and articulate value propositions effectively.Demonstrated leadership experience with the ability to inspire and motivate inside sales teams to achieve targets and exceed expectations.Preferred Qualifications/Experience:10 years of experience with Medicaid FFS CM/UM/BH, LTSS and MES solutions.10 years of experience understanding changes in Medicaid policy and interpreting how these policy changes impact the Medicaid market to create opportunities and solutions for existing customers.Benefits:Benefits are a key component of your rewards package. Our benefits are designed to provide you with additional protection, security, and support for both your career and your life away from work. Our benefits include comprehensive health plans, paid time off, retirement savings, corporate wellness, educational assistance, corporate discounts, and more.Compensation:The pay range for this position is based on our compensation program. An applicant's position placement in the pay range will depend on various considerations, such as years of applicable experience and skill level.Thank You!We know your time is valuable and we thank you for applying for this position. Due to the high volume of applicants, only those who are chosen to advance in our interview process will be contacted.EOE AA M/F/Vet/Disability:Acentra Health is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, status as a protected veteran or any other status protected by applicable Federal, State or Local law.
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