Director of Business Development
Responsibilities:
· Directs all Business Development and Marketing activities in Assigned Region - Develops and Implements Programs focused on growth of hospice revenue, patient census, and partnering opportunities.
o Develops and implements strategic sales plan under the RDBD
o Contributes to developing overall marketing plan and budget and managing implementation
o Develops and implements plans for vacancy coverage of sales territories
o Works with internal stakeholders to develop business development activities that align with operational and clinical goals
o Accompanies the Region’s Operations Directors, Clinical Managers/Directors, and/or Business Development staff in customer calls, program/project implementations, and service recovery
o Maximizes all opportunities in the process of closing a referral resulting in market share growth
o Tracks and analyzes market and performance trends of the Business Development Teams to identify and proactively capitalize areas of opportunity and improve upon weaknesses
o Maintain all sales and marketing guidelines, policies, and procedures
o Foster internal relationships between Business Development, Clinical and Operational teams to enhance teamwork and generate referral relationships
o Identifies and builds effective centers of influence, networking with hospitals, skilled nursing facilities, assisted living facilities, independent senior buildings, physicians, community organizations, and other professionals to maximize revenue
o Creates and implements mechanisms for reporting sales strategy and progress to leadership team
o Promotes relationship building, sales, and marketing efforts through public speaking engagements
o Represents the organization in targeted local and state professional organizations, conferences, trade shows, and other activities
o Fosters, develops and maintains positive and effective relationships with the media, community leaders, churches, and other potential referral sources, along with traditional referral sources
o Identifies and facilitates implementation of marketing-related events for assigned Region, both internal and external, such as health fairs and other community events on a regular basis to foster positive community relations and to provide service to the geriatric community.
· Oversees assigned Business Development teams, Provides support, training and technical assistance to Business Development Teams Hospice Care Consultants, toward the achievement of customer satisfaction, revenue growth, and long-term account goals, in line with company core mission and values.
o Manages the training process for business development teams, including Hospice Care Consultants, Liaisons, Managers, and/or Directors
o Directs and coaches Business Development team members throughout the assigned market to meet or exceed their sales goals, including their activity, conversion, admission and sales growth goals
o Defines, establishes and promotes performance expectations for direct reports to understand and demonstrate excellence through high quality and consistent performance
o Creates training programs and teaches a repeatable, successful sales process to all Business Development Teams, through needs-based selling techniques to include creative lead follow-up, advancement of sales, and handling objections.
o Directs and oversees the regional and local teams to consistently use the customer relationship and marketing information system (CRM) to document, develop and maximize use of the database
o Lead accountability of Business Development Teams by providing tools and following through on expected results and maintaining all policies, procedures and protocols
o Continually analyzes accounts and markets to determine changing sales potential, ensuring Business Development Teams are adapting to meet the needs of these changes
o Creates positive culture of growth and development on sales team for the purposes of retention
· Provides overall support to operations as it pertains to Business Development, Region goals and overall company goals.
o Contributes to the development of annual sales plan forecasting and overall business plans of assigned region with the RDBD and RDCO for the Region.
o Understands and conveys clearly the services and programs that Moments Hospice offers and consultatively engages and makes recommendations to prospects and customers
o Identifies areas where cross functional team members can partner to enhance the overall business development process through solution-based approach
o Provides support and training on customer service in alignment with Moments values
o Participates in each branch’s strategic planning, for the purpose of aligning sales and marketing with overall branch goals
o Ensures referral to admission process is being followed and implemented by all teams
o Maintains all Moments Hospice Policies and Protocols
All other duties as assigned.
Benefits:
- Competitive salary
- Company car with fuel and insurance covered
- Comprehensive health, dental, and vision insurance
- Flexible scheduling options
- Generous PTO accruing immediately, plus additional sick leave
- 401(k) with company matching