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:

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 (hourly/salary):

Organization Level Competencies

• Create an Inclusive Environment

• Cultivate Partnerships

• Develop Self and Others

• Drive Execution

• Influence Others

• Pursue Personal Excellence

• Understand the Business