Business Development Market Manager, Hospice

Job Description

Job Description

Overview

The Market Manager of Hospice Business Development is responsible for leading and executing growth strategies to increase hospice admissions, expand market share, and strengthen referral relationships within an assigned territory. This role drives sales performance through leadership, coaching, and collaboration with clinical and operational teams while ensuring alignment with the organization’s mission of delivering compassionate, patient-centered end-of-life care. This position will also carry a book of business while leading a territory typically in 1-2 geographical markets.

Responsibilities

Market Growth & Strategy

• Develop and execute a strategic sales plan to achieve and exceed admission and census goals
• Analyze market trends, referral patterns, and competitor activity to identify growth opportunities
• Build and maintain a strong referral pipeline across hospitals, physicians, SNFs, ALFs, and community partners

Leadership & Team Development

• Lead, coach, and develop hospice liaisons and sales team members
• Conduct regular field rides, performance reviews, and ongoing training
• Foster a culture of accountability, engagement, and high performance

Relationship Management

• Establish and maintain key relationships with referral sources and community stakeholders
• Serve as a market ambassador for hospice services and education
• Partner with clinical leadership to ensure seamless transitions and high-quality patient care
• Continue to hold accounts and be responsible for a sales goal monthly

Performance Management

• Monitor key performance indicators (KPIs) including admissions, conversion rates, and call activity
• Utilize CRM tools to track sales activities and outcomes
• Provide regular reporting and forecasts to senior leadership

Collaboration

• Work closely with Executive Directors, Clinical Directors, and Operations leadership
• Align sales initiatives with operational capacity and quality outcomes
• Support marketing initiatives, community events, and brand awareness efforts

Qualifications

• Bachelor’s degree in business, Healthcare Administration, Marketing, or related field (preferred)
• 3-5+ years of healthcare sales experience, preferably in hospice or post-acute care
• Strong understanding of hospice regulations, referral sources, and reimbursement models
• Proven track record of meeting or exceeding sales targets
• Strategic thinking and market analysis
• Leadership and team development
• Relationship building and influence
• Strong communication and presentation skills
• Data-driven decision making
• Ability to thrive in a fast-paced, mission-driven environment
• Admission growth and census targets
• Referral source development and retention
• Sales activity metrics (calls, visits, conversions)
• Market share expansion
• Team performance and retention
• Individual performance in assigned territory