Director, Duals and LTSS Sales Strategy

Job Summary:

The Director, Duals and LTSS Sales Strategy is responsible for leading the strategic direction, execution, and performance management of the organization’s LTSS (Long-Term Services and Supports) and Duals (Medicare + Medicaid eligible) product sales. This role is accountable for driving revenue growth, developing market-specific strategies, and ensuring alignment with organizational goals and compliance standards.
 

Essential Functions:

• Develop and implement strategic sales plans for LTSS and Duals products across key markets
• Identify growth opportunities and define market penetration strategies based on competitive intelligence, data trends, and regulatory changes
• Ensure alignment of sales strategies with broader organizational objectives and product goals
• Establish and monitor KPIs to ensure team members meet or exceed sales and quality targets
• Uses data-driven insights to identify opportunities, optimize sales processes, and measure the impact of strategic initiatives
• Foster a high-performance culture that promotes accountability, collaboration, and innovation
• Own the LTSS and Duals sales forecast, pipeline management, and performance tracking
• Ensure optimal sales coverage and territory alignment to support market goals
• Leads high-performing sales teams by setting clear goals, providing coaching and development, and fostering a culture of accountability and results
• Work with Finance, Marketing, and Analytics teams to monitor sales productivity and ROI
• Build and maintain strategic relationships with key external stakeholders, including healthcare providers, community-based organizations, and agency partners
• Represent the organization in industry meetings, conferences, and partner engagements related to LTSS and dual-eligible populations
• Serve as a subject matter expert on duals programs, LTSS solutions, and Medicaid-Medicare integration
• Maintain a strong understanding of federal and state Medicaid and Medicare regulations impacting LTSS and duals markets
• Collaborate with Compliance and Product teams to ensure accurate representation of benefits and adherence to guidelines
• Educate and support the sales team on program eligibility, service coordination, and value proposition

Education and Experience:

• Bachelor’s degree in Business Administration, Health Services, Marketing, or a related field (Master’s degree preferred); or equivalent experience is required
• A minimum of eight (8) years of sales experience in healthcare or managed care, with at least three (3) years in a leadership role is required
• Experience developing and managing sales strategies for government-sponsored health plans or complex health services is preferred
• Strong analytical, decision-making, and presentation capabilities

Competencies, Knowledge and Skills:

• Commitment to the mission and values of the CareSource Family of Companies
• Advanced proficiency level with Microsoft Office Suite (i.e. Microsoft Word, Excel, and PowerPoint)
• Strong knowledge of LTSS offerings, Medicaid and Medicare dual eligibility, and value-based healthcare
• Responsive to a changing, fast paced/high-growth business environment, in a matrixed organization, with a demonstrated ability to execute
• High detail orientation skills
• Demonstrated excellent analysis, organizational and analytic skills
• Excellent written and verbal communication, organizational, and interpersonal skills Effective written and verbal communication skills
• Cross-functional team skills with strong interpersonal and relationship building skills
• Ability to work independently and within a team environment in a positive and supportive manner
• Ability to multi-task and prioritize work to meet project deadlines
• Critical listening and thinking skills
• Time management skills
• Display a customer service, member/provider-focused orientation
• Decision making/problem solving skills
• Strong planning, negotiating, and influencing skillset

Licensure and Certification:

• None

Working Conditions:

• General office environment; may be required to sit or stand for extended periods of time
• Ability to travel as required by the needs of the business

Compensation Range:
$110,800.00 - $193,800.00 CareSource takes into consideration a combination of a candidate’s education, training, and experience as well as the position’s scope and complexity, the discretion and latitude required for the role, and other external and internal data when establishing a salary level. In addition to base compensation, you may qualify for a bonus tied to company and individual performance. We are highly invested in every employee’s total well-being and offer a substantial and comprehensive total rewards package.

Compensation Type:
Salary

Competencies:
- Create an Inclusive Environment - Cultivate Partnerships - Develop Self and Others - Drive Execution - Influence Others - Pursue Personal Excellence - Understand the Business

This job description is not all inclusive. CareSource reserves the right to amend this job description at any time. CareSource is an Equal Opportunity Employer. We are dedicated to fostering an inclusive environment that welcomes and supports individuals of all backgrounds.

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