Hospice Sales Account Executive

Our culture and people are what set us apart from other post-acute care providers. We’re dedicated to the growth and development of our team to set them up for success. We CARE for our patients like they are our own FAMILY.

SUMMARY

The Senior Community/Clinical Educator (Senior CE), Hospice Sales Account Executive is a field-based healthcare sales professional responsible for developing referral relationships, growing hospice awareness, driving new business, and achieving hospice admission goals within an assigned territory.

The Senior CE performs all responsibilities of the Community/Clinical Educator role while also serving as a mentor and resource for newly hired Community/Clinical Educators during their first six months of employment. The Senior CE will support new hire development through field shadowing, weekly coaching, role plays, training, and ongoing feedback.

The Senior CE continues to report directly to the Community Market Manager and maintains an individual territory and hospice admission goal. Mentorship responsibilities are in addition to, and do not replace, the Senior CE’s individual sales and admission expectations.

KEY RESPONSIBILITIES

• Develop and execute a strategic sales plan for an assigned territory focused on generating referrals, increasing hospice admissions, and expanding market presence.
• Identify, prospect, and develop new referral relationships with physicians, physician practices, skilled nursing facilities, assisted living communities, hospitals, rehabilitation centers, and other healthcare organizations.
• Develop and maintain strong relationships with healthcare professionals and key decision-makers throughout the community.
• Manage and grow existing referral accounts while identifying opportunities to increase referral volume and hospice admissions.
• Conduct consistent in-person sales calls and account visits throughout the assigned territory.
• Educate healthcare professionals regarding hospice services, eligibility guidelines, disease progression, available programs, and when a hospice referral or evaluation may be appropriate.
• Effectively communicate the Company’s services, clinical capabilities, programs, and differentiators to current and prospective referral partners.
• Set and achieve weekly, monthly, quarterly, and annual goals related to sales activity, new accounts, referrals, and hospice admissions.
• Maintain accountability for assigned individual hospice admission goals and territory performance.
• Use referral trends, admission data, account activity, and market information to prioritize accounts and identify growth opportunities.
• Develop and facilitate educational programs, presentations, lunch-and-learns, and other relationship-building opportunities for healthcare professionals.
• Coordinate and follow referrals through the admission process to support timely admissions and a positive experience for patients, families, and referral partners.
• Collaborate with clinical and operational teams to address referral partner needs, resolve concerns, and support growth.
• Maintain timely and accurate documentation of sales activity, account interactions, referral opportunities, follow-up plans, and admission-related activity.
• Prepare required sales, activity, admission, and expense reports.
• Participate in sales meetings, coaching, training, and ongoing education.

NEW HIRE MENTORSHIP RESPONSIBILITIES

• Serve as a mentor for newly hired Community/Clinical Educators during their first six months of employment.
• Establish consistent communication and support with each assigned new Community/Clinical Educator throughout the six-month mentorship period.
• Ensure each assigned new Community/Clinical Educator shadows the Senior CE in the field within the new hire’s first month of employment.
• Model effective field sales practices, including territory planning, account preparation, relationship development, probing, objection handling, hospice education, follow-up, and identification of referral and admission opportunities.
• Conduct weekly mentoring sessions with assigned new Community/Clinical Educators.
• Utilize weekly mentoring sessions for coaching, role plays, training, account strategy, objection handling, territory planning, and discussion of development needs.
• Assist new Community/Clinical Educators in developing strong pre-call plans, including knowledge of the account, referral history, key decision-makers, previous discussions, planned messaging, probing questions, and intended outcomes.
• Help new Community/Clinical Educators develop confidence in initiating conversations, identifying needs, navigating objections, communicating hospice value, and establishing clear next steps.
• Support new Community/Clinical Educators in learning how to strategically manage their territory, prioritize high-potential accounts, and identify opportunities for referral and admission growth.
• Reinforce Company expectations related to sales activity, account management, documentation, professionalism, territory ownership, referral development, and hospice admission performance.
• Provide timely, specific, and constructive feedback following role plays, field observations, coaching conversations, and other development activities.
• Provide regular updates to the appropriate Community Market Manager regarding the progress of assigned new Community/Clinical Educators.
• Communicate strengths, progress, development needs, preparedness, sales skills, field performance, territory management, documentation habits, and other relevant observations to the Community Market Manager.
• Promptly communicate areas of concern to the Community Market Manager when performance gaps, lack of preparation, professionalism concerns, or other development needs are identified.
• Partner with the Community Market Manager to identify additional coaching, training, or field support needed for a new Community/Clinical Educator.
• Escalate significant performance, professionalism, compliance, or onboarding concerns to the Community Market Manager. The Senior CE does not independently manage formal performance issues.
• Participate in new hire training, role plays, sales education, and other development activities as requested.
• Share best practices, successful sales approaches, and market knowledge with new Community/Clinical Educators.
• Other duties as assigned.

QUALIFICATIONS

• Proven sales track record with demonstrated success in healthcare sales, business development, account management, or relationship-based growth.
• Demonstrated ability to develop referral relationships, grow accounts, and produce measurable referral and hospice admission growth.
• Ability to consistently achieve sales, referral, and admission expectations.
• Strong understanding of territory management, account planning, referral development, and relationship-based selling.
• Ability to effectively coach, mentor, train, and provide constructive feedback to others.
• Ability to objectively assess new Community/Clinical Educator progress and communicate strengths and areas of concern to Community Market Managers.
• Strong communication, presentation, relationship-building, and interpersonal skills.
• Ability to confidently initiate conversations, ask effective probing questions, navigate objections, and establish clear next steps.
• Strong organizational skills with the ability to balance individual territory responsibilities with new hire mentorship responsibilities.
• Ability to take initiative, achieve targets, meet deadlines, and maintain accountability.
• Ability to work independently while collaborating effectively with sales, clinical, operational, and leadership teams.
• Professional presence and ability to positively represent the Company.
• Ability and willingness to travel as needed to support new hire field shadowing and development.

EDUCATION AND CREDENTIALS

• Preferred Bachelor’s degree in business, marketing, healthcare, communications, or related field OR four years of relevant healthcare sales experience.
• Healthcare sales experience preferred, particularly in hospice, home health, senior living, post-acute care, pharmaceutical, medical device, or another referral-based healthcare environment.
• Previous mentoring, coaching, training, or peer-development experience preferred.
• Successful performance as a Community/Clinical Educator or in a comparable healthcare sales role strongly preferred.

This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Duties, responsibilities and activities may change or new ones may be assigned at any time with or without notice.

We are an Equal Opportunity Employer.