Vice President Strategic Planning

Concentra is recognized as the nation’s leading occupational health care company.

With more than 40 years of experience, Concentra is dedicated to our mission to improve the health of America’s workforce, one patient at a time. With a wide range of services and proactive approaches to care, Concentra colleagues provide exceptional service to employers and exceptional care to their employees.

The Vice President of Strategic Planning, accelerates profitable growth for Concentra by strengthening, optimizing and expanding referral driving networks for assigned specialty networks, payors/TPA and employer service TPA accounts. Book of business has annual revenues up to and exceeding $100MM. Customer facing exemplifying a healing focus, a selfless heart and a tireless resolve to payer community. Responsible for account management of current and future product offerings to assigned clients consisting of (and not limited to) the following: horizontal selling (growth), lead generation, developing and increasing direction of care, building brand awareness, service and issue resolution, implementing and executing uniquely defined mutual strategies, stewardship reporting, client consultation and overall customer satisfaction of all assigned accounts.

• Expand Concentra’s share and influence within assigned group of specialty networks, payor/TPA and employer service TPA accounts consisting of Specialty Networks, Insurance Carriers, Injury and Non-Injury Third Party Administrators, Managed Care/Managed Provider Networks, Professional Organizations, PBM, Lab TPA’s and resellers of Concentra services
• Responsible for expanded knowledge of all Concentra’s product offerings and the sales and execution of such, focusing on growing the clinic penetration and market share for zone exceeding assigned revenue growth for each assigned account
• Increased revenue and margin through higher referral throughput
• Participate in continuing education programs on company products, services, sales training and industry compliance
• Implement Integrated Sales strategies and programs into the local market
• Maintain productivity to meet and exceed the budgeted incremental revenue expectations
• Meet or exceed periodic growth goals and product expansion through reduced friction and improved reliability for network partners, driving stickiness and long-term relationships.
• Act as primary facing relationship to assigned accounts, conduct, lead and sponsor external presentations/stewardship/meetings/strategy meetings
• Management of assigned group which includes customer office visits and meeting with key contacts, supervisors and stakeholders
• Participate in goal setting strategy sessions monthly and quarterly which are specific to mutual accounts between payer and division
• Participate with internal teams to assist in the development of customer specific customer service protocol and strategies. Assist in improving services delivered at the Center/Centers.
• Continually evaluate (no less than quarterly) the need for needs assessments, sales call/product presentations, sales proposals and expansion, rate negotiation, providers and benefit comparisons, coordination of installation and implementation of services sold
• Interface with internal departments to assist with developing and setting account strategy, managing contracting and price increases and understanding and controlling total profitability of assigned account(s)
• Manage personal reporting through CRM activity
• Maintain and submit to SVP of Payer Relations periodic outcome, pipeline forecasting, revenue performance (growth), statistical reports and issue resolution
• Bring consistency in pricing strategies and contracting
• Meet or exceed periodic growth goals and product expansion established with supervisor
• Identify problems with assigned/unassigned payor/TPA/network accounts and facilitate timely solutions with specific company business unit. Serve as main contact between payer issues and division resolution
• Engage with TPA specialists and customers on service recovery
• Coordinate account set up between TPA and TPA specialist to ensure consistent account set-up and management in the field • Review existing relationships for additional revenue opportunities
• Implement pricing strategies for national and regional usage, as appropriate
• Convert to Concentra forms where appropriate
• Drive utilization of Hub for reporting and enhanced competitive positioning by delivering scalable integrated solutions across the network ecosystem
• Orchestrate enterprise-wide execution--clinical, operations, sales, digital and contracting to improve performance of network driven business
• Develop sales lead efforts with sales team and other disciplines in order to meet or exceed growth goals
• Implement and enforce contractual agreements, as necessary
• Participate in and assist with continuing education programs for client
• Participate in and assists with coordination of customer audits by working with Central Billing Office (CBO) to ensure appropriate reimbursement for services rendered
• Simplify complex issues for decision making and action
• Meet with corporate leadership in various areas to review quality of care
• Responsible for review and analysis of the financial performance of assigned territories to sales, area and zone management

• Education Level: Bachelor’s Degree Major: Business Administration, Marketing Degree must be from an accredited college or university.
• Concentra Core Competencies of Service Mentality, Attention to Detail, Sense of Urgency, Initiative and Flexibility
• Ability to make decisions or solve problems by using logic to identify key facts, explore alternatives, and propose quality solutions
• Outstanding customer service skills as well as the ability to deal with people in a manner which shows tact and professionalism
• The ability to properly handle sensitive and confidential information (including HIPAA and PHI) in accordance with federal and state laws and company policies

 Knowledge

• Workers Compensation industry consisting of Carriers, Third Party Administrators (injury and noninjury), Managed Care Organizations, Nurse Triage & Specialty Networks
• Thorough insight into Key industry players and organizations
• Working knowledge of Worker’s Compensation and clinical procedures/processes
• Working knowledge of diagnoses and treatment of occupational injuries
• Working knowledge of Medical Center and procedures
• Experienced with allocation of resources
• Subject matter proficiency in Economics & Accounting and Sales & Marketing
• An awareness of Psychology to support the understanding of human behavior
• Familiarity with applicable laws and government regulations to ensure compliance
• Through understanding of strategic and conceptual selling or other formal sales training approach
• Experienced in the use of CRM

Skills

• Superior customer service mindset
• Effective Communicator/Articulate
• Strategic, Practical and Conceptual selling
• Superior judgment and decision making
• Systems evaluation
• Critical thinking, analytical
• High level of reading comprehension
• Management of personnel resources
• Results driven
• Deadline orientation

Abilities

• High Energy
• Computer literate; Word, Excel, PowerPoint
• Written comprehension and expression
• Problem sensitivity

Employee Benefits

• 401(k) Retirement Plan with Employer Match
• Medical, Vision, Prescription, Telehealth, & Dental Plans
• Life & Disability Insurance
• Paid Time Off
• Colleague Referral Bonus Program
• Tuition Reimbursement
• Commuter Benefits
• Dependent Care Spending Account
• Employee Discounts

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation, if required.

*This job requires access to confidential and sensitive information, requiring ongoing discretion and secure information management*

Concentra is an Equal Opportunity Employer, including disability/veterans