Area Manager Sales - Home Health and Hospice

Major Responsibilities: Leads and monitors a sales team that develops, builds, partners and maintains customer relationships with physicians and internal/external referral organizations across IL and WI to successfully grow Home Care (Home Health, Hospice, Home Infusion and Home RT/Equipment) market share. Executes mutually defined growth strategies with sales team and executive leaders of the operating units. Works with leaders of operating units and sales team to develop and execute sales plans to meet or exceed revenue goals. Identifies future markets, new product lines and opportunities to increase revenue for physician and employer activity. Identifies new product lines, services, and program opportunities across Advocate Aurora that will create new revenue, market share growth, or benefit the communities. Hires and oversees sales team’s development and management of physician relationships and other referral channels for the purposes of growth, referral development and retention. Actively works in the field to manage the volume and quality of sales team calls through regular coaching, reviewing call reports and analyzing referral patterns for each sales representative. Targets physicians referral sources and implement key tactics to reverse referral leakage and increase AHC alignment. Leads monthly sales meetings with all sales reps. Develops weekly/monthly admission goals and monitors progress toward individual goals. Acts as a conduit for key system wide accounts such as Enterprise Care Management and Regional and PSA leaders. Participates in business plan development and execution to grow specific service lines and clinical services. Coaches sales team to be proficient in all services and products of the AAH system and Home Care organization and leverage these services to the identified channel of patient distribution prospect. Actively participates in development, use and documentation of tracking reports for growth planning. Manages accountabilities by tracking and reporting results to PSA and Home Care leadership. Actively supports the development and use of dashboards for reporting success related to specific growth Key Result Areas, including market trends and intelligence. Focuses on quality, incremental growth that is aligned to the PSA/Regional growth plans, and also return a positive net income to the aligned business entities, (physician and/or site of care). Identifies emerging partnerships within the PSA, most often with discrete business opportunities that do not extend beyond the PSA. Organizes and implements system-wide physician and referral source educational events. Partners to support the development of marketing/educational materials. Performs human resources responsibilities for staff which include interviewing and selection of new employees, promotions, staff development, performance evaluations, compensation changes, resolution of employee concerns, corrective actions, terminations, and overall employee morale. Develops and recommends operating and capital budgets and controls expenditures within approved budget objectives. Responsible for understanding and adhering to the organization's Code of Ethical Conduct and for ensuring that personal actions, and the actions of employees supervised, comply with the policies, regulations and laws applicable to the organization's business. Education Required: Bachelor's Degree in Business, or Experience Required: Typically requires 5 years of experience in sales in health system setting or related industry such as pharmaceutical, medical device, hospital, or SNF sales. Includes 1 year of supervisory experience in managing a sales team, budgets and market development functions. Knowledge, Skills & Abilities Required: Demonstrated knowledge of the healthcare industry, specifically home care. Demonstrated ability to sell, manage a sales team and meet financial targets. Demonstrated knowledge of home care operations and payors, including an understanding of capitation and health care reform. Demonstrated ability to work with data. Excellent problem solving, conflict resolution and diplomacy skills. Leadership and interpersonal skills essential to accomplish goals thru coordination and direction of others. Excellent oral and written communication skills, including experience effectively interacting with internal and external strategic decision makers of all levels. Expert level skills in activities such as successful relationship building strategies (consulting selling skills) with physicians and referral sources. Physical Requirements and Working Conditions: Generally exposed to a normal office environment. Exposure to hazardous materials or potentially infectious body fluid is possible. Position requires travel so may be exposed to weather and road conditions. Operates all equipment necessary to perform the duties of the job. This job description indicates the general nature and level of work expected of the incumbent. It is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities required of the incumbent. Incumbent may be required to perform other related duties. #J-18808-Ljbffr Advocate Health