Home Health Sales Manager

Sales Manager

The Sales Manager works under the supervision of the Regional Director Sales. Oversees all day-to-day operations for the assigned Account Executive team. Responsible for implementing the sales and marketing plan in their designated team as well as development and training of Agency sales staff. Increases public awareness of agency services through participation in community events. Assures compliance with applicable regulations, policies, procedures, guidelines, and standards. Participates in program development, implementation, and evaluation. Performs other duties as assigned.

Primary Job Duties

Increases public awareness of the agency.

Increases active client count for agency.

Develops and implements a marketing strategy for the agency.

Organizes and performs work effectively and efficiently.

Maintains and adjusts schedule to enhance department performance.

Demonstrates positive interpersonal relations in dealing with all members of the department and the community.

Maintains and promotes customer loyalty.

Effectively demonstrates the mission, vision, and values of the Agency on a daily basis.

Maintains confidentiality.

70% Quality of Work:

1.1 25% Increases public awareness of the agency as demonstrated by:

• Develops and presents to internal/external stake holders regarding additional resources needed in market.
• Identifies community related issues and implements appropriate measures for support.
• Takes initiative to create and maintain strong professional relationships with clinical/operational partners to ensure effective communication and execution of key metrics.
• Develops input for marketing communication/education materials.

1.2 25% Hires, onboards and develops Account Executives by:

• Recruit, interview, hire, onboard, and train Account Executives.
• Communicate with each Account Executive on a weekly basis to discuss sales strategies with their accounts.
• Ensure Account Executives are targeting the accounts with the most potential as well as to create new territories when there are an ample number of underserved accounts.
• Develop Account Executives to perform at their highest potential in order to achieve performance goals by conducting the following activities including but not limited to: role playing, coaching, mentoring, increasing community awareness, conducting ride alongs, and creating strategic sales plans.

1.3 25% Guide the development and implementation of sales strategies and develop plans to enhance market share and operating margins including but not limited to by:

• Weekly 5x5 meetings, maintaining team scoreboards, and data analysis.
• Review and analyze branch office admission and non-admission data and trends on a daily, weekly, monthly and quarterly basis, per office, per Account Executive, and per referral source.

25% Organizes and performs work effectively and efficiently by:

• Communicate weekly with Regional Sales Director to discuss account strategies and ensure appropriate messaging for Account Executives to move these accounts forward.
• Completes, weekly 5x5's, quarterly reviews, and territory management including account assignments/strategic realignment.
• Completes performance reviews, timesheets, reviews monthly incentives and submits to Regional Sales Director for approval.
• Responsible for meeting and exceeding annual referral and admission goals as set by senior leadership, as well as assisting the regional sales team to do the same.
• Partners with clinical/operational team members to meet key metrics including but not limited to: conversion rate >80%, unbilled < 15% of revenue, and providing education to referral sources regarding industry changes for home health, hospice, and home care i.e. RCD, PDGM, F2F, orders.
• Meets with key influencers no less than quarterly
• The ability and willingness to travel no less than 75% of the time in the field with Account Executives and to key accounts.

2.0 10% Productivity/Use of Time

2.1 10% Organizes and performs work effectively and efficiently as evidenced by:

• Participating in continuous performance improvement and completing all required educational programs for the agency and profession.
• Recognizing and performing duties in an independent manner.
• Accepting personal responsibility for the completion and quality of work outcomes.
• Assists other team members to ensure completion of all work assignments.
• Meeting productivity expectations.
• Maintaining a clean and safe environment.

3.0 10% Teamwork

3.1 10% Demonstrates positive interpersonal relations in dealing with all members of the agency (i.e. co-workers, supervisors, physicians, etc.) as evidenced by:

• Demonstrating respect for team members.
• Managing stress and personal feelings without negative impact on the team.
• Maintaining positive attitude about assignments without negative impact on the team.
• Promoting professional / personal growth of co-workers by sharing knowledge and resources.
• Working collaboratively and cooperating with all members of the management team.

4.0 10% Mission, Vision, Values

4.1 10% Maintains and promotes customer loyalty.

• Responds to all customers in a courteous, sensitive and respectful manner.
• Abides by the confidentiality and ethics policies of Well Care.

• Completes the review period without formal disciplinary action.
• Presents a clean and neat appearance in personal attire and one's work area.
• Performs his/her job in accordance with documented procedures established to maintain the safety and health of patients, employees and visitors.

Job Specifications

Education: High School diploma required. Bachelor's degree in marketing, social work or nursing preferred.

Licensure / Certification:

Experience: Minimum of two years management experience. Prior experiences that would encompass marketing, public relations, consulting or sales preferred.

Essential Technical Skills: Current knowledge of fundamental home care and home health principles and practice. Ability to speak clearly and effectively before small and large groups. Ability to communicate, both orally and in writing, and to be literate in the English language.

Interpersonal Skills: Excellent interpersonal skills including the ability to interact and communicate in a professional and tactful manner with coworkers, physicians, patients and families and the general public.

Essential Physical Requirements: Ability to stand, walk and/or sit for extended periods of time. May require bending and stooping.

Essential Mental Requirements: Ability to analyze data to identify staff and departmental learning needs. Ability to systematically assess, plans, implements and evaluate marketing activities. Ability to teach staff of varying educational backgrounds. Demonstrate long and short term memory. High-level problem solving and reasoning skills. Able to prioritize duties, learn new skills and use supportive services appropriately.

Exposure to Hazards: Noise, potential exposure to blood and blood borne pathogens, body fluids and infectious diseases when marketing in care facilities.

Other Hours of Work: Monday Friday, weekends and holidays on-call if needed. Occasional need for flexible hours to meet educational needs of staff and the agency.

Must have a valid North Carolina driver's license and an operational vehicle.