CompHealth is the nation’s largest locum tenens staffing agency, offering more than 100 physician specialties, as well as permanent physician placement and both temporary and permanent allied healthcare staffing. At CompHealth, we are known for our employee-centric culture, strong core values and providing outstanding customer service. With CompHealth you can love what you do and impact the lives of millions of patients ever year.
The Sales Strategy & Implementation Lead turns the Sales Excellence Strategy into coaching, training and field programs that raise CompHealth Perm provider placement results, starting with sales leaders. This is a hands-on sales coach who has closed and negotiated placements, resolved difficult client escalations, and can teach those skills to consultants and managers.
The Lead builds and delivers curriculum, uses market analytics and Salesforce data to find where performance is lagging, and partners across divisions and brands to teach cross-selling and upselling. The role reports to the Senior Director of Operations, partners with Office leaders, and upholds divisional guiding principles and company core values.
Primary Job Duties
- Sales coaching: Coach new and existing sales leaders and consultants on prospecting, consultative selling, provider placement presentations and closing, using Socratic questioning and proven coaching methods.
- Leadership networks and strategy: Build leadership networks, be a trusted source of guidance for divisional leaders, and translate the Sales Excellence Strategy into programs, standards and procedures leaders can apply in the field.
- Negotiation: Teach and model negotiation of placement terms, fees, contracts and guarantees with healthcare facilities, groups and systems.
- Client escalations: Coach teams through escalations: diagnose the issue, protect the relationship, reach a resolution and document lessons learned. Build playbooks and role-play scenarios from real escalations and lost or at-risk placements.
- Provider placement expertise: Apply working knowledge of the permanent placement cycle: client needs assessment, provider sourcing and vetting, submittal, interviews, offers, credentialing and licensing timelines, start dates and retention. Teach consultants to balance client and provider needs so placements are accepted, completed and last.
- Market analytics: Analyze market data (provider supply and demand, specialty trends, compensation benchmarks, competitor activity) and sales performance data to find coaching and training needs.
- Salesforce and CRM discipline: Drive consistent Salesforce use for pipeline, activity, forecasting and account planning, and coach leaders to manage their teams from CRM reporting.
- Measurement: Collect learning and performance data, and measure the effect of each intervention with pre- and post-program evaluations.
- Marketing requests: Marketing is owned by the Senior Director of Operations; clearly articulate the field's marketing needs (target markets, messaging, campaigns and sales tools) and submit well-defined requests that align with training content and sales priorities.
- Cross-divisional and cross-brand selling: Work with leaders across divisions and brands to teach upselling and cross-brand selling: spotting client needs a sister brand can meet, making warm introductions, and sharing account plans and credit fairly. Maintain relationships with divisional stakeholders so programs are tailored and adopted.
- Curriculum development: Design, write and improve classroom and eLearning courses, including facilitator and participant guides, with input from leaders and team members. Keep eLearning content current.
- Course delivery and feedback: Present courses to employees, leaders and teams, and provide evaluation feedback to managers.
- Needs analysis: Assess training needs within the division and recommend training and other solutions.
- Project management: Manage multiple projects concurrently against short- and long-term goals.
Knowledge, Skills, & Abilities
- Consultative selling: uncovers client needs, positions provider value and closes with confidence.
- Negotiation and conflict resolution: stays calm under pressure and reaches outcomes that keep the relationship.
- Coaching and facilitation: professional classroom and instructional presence, Socratic questioning, and the ability to give direct, constructive feedback.
- Relationship building: strong ability to build relationships with leaders wherein they seek your advice and trust your judgment.
- Analytical thinking: turns market, Salesforce and performance data into clear actions.
- Collaboration across divisions: builds trust with peers in other brands and shares ownership of results.
- Communication: excellent written and verbal skills, from guides and eLearning to executive updates.
- Planning and execution: sets short- and long-term goals, manages multiple projects, and adjusts based on feedback.
- Self-direction and teamwork: a self-starter who learns quickly, works independently and is a strong team player.
Education & Years of Experience
- 5+ years of sales experience, including permanent provider placement or comparable healthcare staffing or recruitment sales, with a record of meeting or exceeding quota
- Experience leading, coaching or managing sales professionals, or 5+ years of professional leadership training and development experience
- Demonstrated negotiation skills, including fees, terms and contract language, and success resolving client escalations
- Working knowledge of the provider placement lifecycle, including credentialing, licensing and privileging, and the needs of both clients and providers
- Hands-on Salesforce CRM experience: pipeline management, reporting, forecasting and data hygiene
- Ability to read market and sales analytics and turn them into coaching and training decisions
- Experience working across divisions, brands or business units to drive shared goals, such as cross-selling or upselling, and the ability to clearly articulate marketing needs and requests
- Experience designing and delivering team training, in the classroom and online
- Associate’s degree required
- Proficiency with Microsoft Office Suite and eLearning tools
Preferred
- Direct experience as a top-performing permanent provider placement consultant, account executive or sales leader (physicians, advanced practice providers or both)
- Prior experience training sales teams, including coaching methodology or sales-training certification
- Experience selling across multiple brands or service lines, such as locum tenens, permanent placement, and allied or advanced practice staffing
- Experience with sales-enablement, learning management and analytics tools (for example Power BI or Tableau)
- Familiarity with healthcare marketing, including provider recruitment campaigns and client-facing content
- Bachelor’s degree preferred, and prior management experience
We believe in fair compensation for all of our people, which is why our pay structure takes into account the cost of labor across U.S. geographic markets. For this position, we offer a pay range of $92,900 -- $179,700 annually, with pay varying depending on work location and job-related factors such as knowledge, position level and experience. During the hiring process, your recruiter can provide more information about the specific salary range for the job location.
CHG Healthcare offers starting salaries for sales positions in the form of total target compensation (TTC = base + commission + bonus), which includes base pay, commission, and bonuses. Sales positions receive short-term incentives through commission plans and bonuses. On the other hand, non-sales positions have starting salaries that consist of a base salary and short-term incentives through various bonus plans, which are paid out monthly, quarterly, or annually.
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In return we offer:
• 401(k) retirement plan with company match
• Traditional healthcare benefits such as medical and dental coverage, and some unique benefits like onsite health centers, corporate wellness programs, and free behavioral health appointments.
• Flexible work schedules - including work-from-home options available
• Recognition programs with rewards including trips, cash, and paid time off
• Family-friendly benefits including paid parental leave, fertility coverage, adoption assistance, and marriage counseling
• Tailored training resources including free LinkedIn learning courses
• Volunteer time off and employee-driven matching grants
• Tuition reimbursement programs
Click here to learn more about our company and culture.
CHG Healthcare values a diverse and inclusive workforce. Interested in this role but not a perfect fit? Apply anyway.
We welcome applicants of any race, color, religion, sex, sexual orientation, gender identity, national origin, veteran status and individuals with disabilities as an Affirmative Action/Equal Opportunity Employer. We are an at-will employer.
What makes CHG Different? You.
