Manager Of Sales & Events

General Description

Chiro One Wellness Centers is a high-growth, healthcare organization that provides non-invasive, drug-free chiropractic care to help thousands of patients live happier, healthier lives. With over 100 clinics across 7+ states and growing, we are seeking a performance-driven, highly engaged sales manager to join our team.

Many businesses and organizations are seeking opportunities to provide wellness programs for their employees to improve individual health and drive down health care costs. The business development team works directly with business owners, key human resource professionals, school administrators, gym and retail managers, and community organizations to develop and execute wellness workshops, spinal health screenings and employee appreciation events.

The business development team identifies business-to-business leads, develops relationships, and secures events to drive patient acquisition by securing 800+ wellness screening events each month. Leads and events are established via the use of lead lists, search engine research, outbound calls, and field visits.

Reporting to the Director of Sales, this role will manage a team of 10+ outside and inside sales professionals to meet or exceed new patient acquisition monthly targets.  This role requires a combination of in-office and in-field time. Compensation includes a base salary and lucrative monthly bonus plan.

Essential Functions and Responsibilities

• Manage a team of 10+ inside and outside sales representatives to meet or exceed monthly new patient acquisition targets by effective goal setting, communication, and coaching.
• Create an extraordinary patient experience via regularly training team members on new sales techniques as well as identifying and implementing ongoing process improvements.
• Create effective key performance indicators, reports, scorecards, and dashboards to communicate targets, pinpoint performance improvement areas
• and effectively coach the team to drive results. Complete and present monthly PowerPoint deck to communicate monthly Key Performance Metrics (KPIs) and trends with 30-day action plans.
• Lead daily and weekly team meetings to provide Key Performance Indicators, progress to goals, guidance on any shifts required to meet targets.
• Interview, hire, train, support, and develop all inside and outside sales representatives. Work with the Sales Director to create strategies and tactics to meet monthly new patient acquisition goals.
• Implement quality assurance programs such as side-by-sides, best practice development, audits, etc. Manage rep compliance to all education, quality, workforce management, customer service, operational standards and KPIs.
• Support the team in generating leads by vetting lead lists, creating search engine best practices, setting field visit calendars, attending field visits, etc.
• Effectively enhance regional assignments and allocate lead and account assignments to optimize team member performance.
• Work with marketing to create multi-touch email campaigns for top audience segments.
• Hold initial and ongoing training sessions to educate team members on the value of Chiro One offerings and provide scripting and support tools to support the team to effectively communicate at field visits, in emails, and on phone calls.
• Act as a subject matter expert and administrator for event-related systems including Salesforce CRM (lead funnel), Microsoft Outlook, Microsoft Office and any other software systems related to event management.
• Collaborate with cross-functional teams including the Wellness Event Screening team (responsible for executing wellness events), marketing, IT, HR, and finance.
• Create annual department FTE and expense budget (including event spend) and manage FTEs and expenses to meet monthly budget commitments.

Minimum Qualifications

• 3-5 years of outside sales, inside sales or call center leadership experience for multi-location organizations.
• Track record of achieving goals through team leadership, innovation, coaching and best practice creation.
• Excel in setting aggressive and attainable goals and achieving them. Experience creating key performance indicators and scorecards to track team performance.
• Experience performing root-cause analysis to better understand sales/conversion hurdles and coaching team members to drive performance.
• Proficiency with software including CRM (Salesforce, Microsoft Dynamics, etc.), CCaaS (such as Five9, Talkdesk, etc.) and Microsoft Office.
• Experience leading team meetings to drive results.
• Proven track record in proactively driving process improvement.
• Exceptional interpersonal, customer service, problem-solving, verbal, and written communication, and conflict resolution skills.
• Ability to travel up to 10% domestically.

Preferred Qualifications

• Bachelor’s degree.
• Highly motivated by achieving sales goals and driving success.
• Ability to work in a high-growth environment.
• Experience improving software platforms to improve leads and conversions.

Job Competencies:

• Effective at motivating and managing a growing team, including shifting team structure and roles to optimize performance.
• Passionate about creating a positive customer experience for every prospective patient.
• Ability to create a high-energy, goal-oriented team environment via setting, tracking and achieving daily, weekly and monthly targets.
• Working knowledge and passion for identifying and improving new sales processes and technologies such as Salesforce, call intelligence systems, call routing and tracking systems.
• Skilled guiding team-members on how to generate new leads and conversions.

Benefits:

• High-growth company with career growth/promotional opportunities
• Competitive vacation time
• Comprehensive health benefits + 401k plan
• Free chiropractic care for employees and their immediate family members

Disclaimer

All team members agree to consistently support compliance and TVG-Medulla, LLC policies and Standards of Excellence with regard to maintaining the privacy and confidentiality of information, protecting the assets of the organization, acting with ethics and integrity, reporting non-compliance, adhering to applicable federal, state, and local laws and regulations, accreditation and licenser requirements (if applicable), and Medulla procedures and protocols. Must perform other related duties and assist with project completion as needed. Team member may be required to provide necessary information to complete a DMV (or equivalent agency) background check.