Vice President, Sales - Athletico Physical Therapy

Greater Purpose and Core Values: Athletico’s Greater Purpose is to empower people, inspire hope and transform lives. We accomplish this by providing exceptional, progressive, and cost-effective fitness, performance and rehabilitative services through personalized care that emphasizes education and prevention of future injury. This is accomplished through building on our Core Values of one team, understanding our business, recognition, people-focused, accountability, continuous innovation and trust and integrity, which are the foundation for our unique culture.

Position Summary:

The VP Sales provides leadership, direction, and resource prioritization to the company’s Sales function.  A senior leader in the organization, the VP Sales is accountable for overall sales organization performance, achievement of sales organization goals, and for alignment of functional objectives with our business strategy.  Specifically, this person will serve as a key leader in achieving Athletico’s growth aspirations across multiple patient segments and referral source audiences, including physicians, employers and other payer networks.  This role will collaborate closely with Operations, Sales and Marketing and other business leaders to develop, prioritize and execute a strategy to identify and drive margin accretive revenue growth and increase market share in existing and new markets.

Essential Duties and Responsibilities: The below is not an exhaustive list of duties and you will be expected to perform different tasks as necessitated by your changing role within the organization and the overall business objectives of the organization.

• Aligns the Athletico sales organization’s objectives with the company’s business strategy through active participation in corporate strategic planning, sales strategy development, forecasting, resource planning and budgeting.
• Responsible for effective account management design, including job roles and responsibilities, sales channel design, and resource deployment across the entire organizational footprint.
• Collaborates with all organizational functions to identify success stories and cases studies to build impactful team narrative and standardize best practices
• Oversees new business development strategy and prioritization of business-to-business pipeline, directing local Sales resources and partnering with local Operations, meeting or exceeding assigned targets for new patient growth, market share, and other key financial performance objectives.
• Establishes transparent and robust sales pipeline management processes and standards, including identification of key metrics and the use of customer relationship management (“CRM”) system to ensure effective pipeline reporting.
• Effectively uses data to measure weekly new patient referral activities and results tied to monthly targets; formulate strategies to meet targets, lead weekly forecast and pipeline review meeting to report on sales performance, pipeline development and forecast.
• Hires, develops, mentors, and retains a high-performing and ethical sales organization. Provides day-to-day coaching and consistent development of the Sales team by modeling the required skills and creating a performance-driven culture with a commitment to positive culture, accountability and strong employee engagement, diversity, and inclusivity.
• Leads change management on behalf of the function by continuously assessing the need for organizational and process change, articulating desired state and removing obstacles impeding progress
• Accountable for the Sales organization support budget; proactively assesses existing sales organization support investments, including those in technology, training, and administrative support
• Assesses platforms, tools and technology for sales enablement and works closely with IT/Dev Team to ensure technology initiatives are implemented consistent with Athletico’s broader Digital Transformation priorities
• Maintains knowledge of competitor products, go-to-market programs, and industry trends.
• Adapts the sales strategies to maintain a differentiated value proposition for proposals and presentations, and establishes and maintains productive peer-to-peer relationships with key customers, referral sources and prospects, actively support new business development opportunities.

Qualifications: To perform this job successfully, an individual must be able to perform each essential duty satisfactory. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Education:
  • Bachelor’s degree in Business, Marketing, Communication or health related field required
• Work Experience:
  • Minimum of fifteen (15) years of outside sales experience, with a proven track record of consistently meeting/exceeding sizable targets.
  • At least ten (10) years of experience leading a distributed Sales organization
• Knowledge and Technical Skills:
  • Success leading top-performing sales teams within high growth, multi-site environments; other key healthcare providers and/or accounts
  • Excellent communication skills with the ability to communicate effectively both verbally and in writing; superb presentation skills and the ability to present information in a clear, accurate, concise and usable manner
  • Consistent track record of scaling positive organizational culture with a focus on hiring, developing and retaining exceptional talent
  • Excellent leadership and influencing skills; ability to build strong business partnerships both outside and within the organization
  • Demonstrated success interacting with senior leadership both within the company and with providers and/or accounts.
  • A strategic systems thinker with the ability to think, act, and implement sequentially and decisively; the ability to gather data and establish direction in the midst of ambiguity and in the context of diverse and/or highly competitive marketplaces.
  • Strategic skills evidenced by an ability to articulate a vision and translate into medium-and-short-term actions
  • Detailed knowledge of and the ability to apply principles and techniques of planning, marketing, business development, organizational change, system thinking, systems development, and continuous quality improvement.
  • Goal oriented, with a strong respect for the importance of data; understands importance of process and the need to create buy-in for an integrated, effective sales function with key stakeholders
  • Demonstrated internal consulting and project management skills; the ability to direct and manage multiple projects simultaneously and to adapt to rapidly changing schedules, priorities, and workflow demands
  • Healthcare related background highly desirable
  • CRM experience helpful but not required. Experience with Salesforce.com is a plus.

Language Skills:

• Ability to read, write and speak English proficiently

Physical Demands:

• Ability to fulfill office activities including but not limited to remain stationary for extended periods of time (i.e., while working at a desk), stoop/kneel/crouch, travel around the office, communicate with others (verbal and written), and use fine motor skills including fine hand manipulation and keyboarding.
• Ability to see at close range, distance vision, peripheral vision, depth perception, and the ability to adjust focus
• Occasionally lift and/or move up to 25-40 pounds
• Travel ~50%

Work Environment: 

• Consistent with a standard office environment, noise level is low with little to no extraordinary environmental factors.

Athletico provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.   This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.