Hospice Sales Director

The Hospice Director Sales works under the supervision of the VP, Business Development. Responsible for fostering relationships to develop and implement growth opportunities in hospice. Oversees the routine operations for the hospice sales team. Represents the division in varies events to build and sustain professional relations and awareness in community. Guides the development and implementation of sales strategies and plans to enhance market share, and operating margins. Performs other duties as assigned. PRIMARY JOB DUTIES

Increases public awareness of the agency through consistent engagement and vendor support opportunities.

Hires, onboards and develops sales team members to include Managers, Account Executives, and Transitional Care Liaisons.

Guides the development and implementation of sales strategies and develop plans to enhance market share, operating margins.

Organizes and performs work effectively and efficiently.

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

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

Maintains confidentiality.

1.0 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.
• Develops input for marketing communication/education materials.
• Represents the region in activities involving professional contacts with physicians, hospitals, public health agencies, associations, executive level opportunities, and similar health groups and institutions, to inform them of the availability of Medicare services.

1.2 25% Hires, onboards and develops Sales Managers by:

• Interviews, hires, onboards, and supports the training and development of the hospice sales teams. Including but not limited to Account Executives, Sales Managers, and Transitional Care Liaisons.
• Develop Sales Managers to perform at their highest potential in order to achieve performance goals by conducting the following activities including but not limited to: professional development, role playing, coaching, mentoring, increasing community awareness, conducting ride alongs, and creating strategic sales plans.

1.3 25% Guides the development and implementation of sales strategies and develop plans to enhance market share, operating margins by:

• Review and analyze regional admission and non-admission data and trends on a weekly, monthly and quarterly basis, per Sales Manager and their teams.
• Analyze weekly 5x5 meeting documentation to deliver targeted coaching, strategic direction, and market share insights to Sales Managers and the broader sales team.
• Conduct weekly touchpoints with Sales Managers and sales teams to drive alignment on strategy, performance, and execution.
• Guide Sales Managers and their teams in targeting high-growth accounts and identifying opportunities to establish new territories in underserved markets.

1.4 25% Organizes and performs work effectively and efficiently:

• Collaborate with senior leadership to strategize for growth and assist with implementation and execution of specialty programs and protocols that provide improved hospice services.
• Responsible for monitoring the execution of programs and service provision through ongoing quality assurance visits with referral sources and working with their operational team members.
• 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, hospice i.e. F2F orders, Telehealth, Quality, and Payment updates.
• Meets with executive level leadership in key accounts no less than quarterly.
• The ability and willingness to travel no less than 50-75% of the time in the field with Account Executives, Sales Managers, VP of Business Development 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.