Wallingford, CT 06492Posting Date:
Director, Sales and Business Development
Masonicare Home Health & Hospice
This role will oversee the clinical and non-clinical liaisons in the field. We utilize Playmaker. Previous home health and/or hospice sales experience is required for this role.
Summary of Position: The Director, Sales and Business Development will manage and be responsible for achieving targeted admission and census growth of the home health and hospice team. The Director will ensure the development and implementation of annual business growth strategies and marketing plans. This individual will establish processes and systems to regularly monitor and maximize results, tracking referrals, admissions, census and trends through the established CRM, and providing regular reporting to management.
Reports to: Executive Director, MHHH
Supervises: Community and Clinical Liaisons
Essential Duties and Responsibilities:
Represent Masonicare professionally and graciously.Become well-informed about the Masonicare mission, continuum and culture.Set a tone of competence, caring and hospitality whether on the phone or in person.
Collaborates in establishing referral activity and admission goals / census goals for Masonicare Home Health and Hospice.
Achieves agency's targeted growth goals necessary to meet agency strategic plan for home health and hospice
Assist with annual referral and admission goals by implementing marketing strategies; analyzing trends and results.
Together with MHHH leadership establish referral objectives by forecasting and developing annual results for each branch and line of business.
Clearly communicates goals and progress toward goals with liaison team on a consistent basis.
Actively supports liaison team in census challenged areas and/or new projects, providing long term and short term support as needed.
Monitor census and payer mix by keeping current with supply and demand, changing trends, economic indicators and competitors.
Ensures that the liaison team meets or exceeds individual admission goals on a weekly, monthly, quarterly and annual basis utilizing organizational data and analytics, relevant market data and CRM system maximization.
Monitor teams' progress, identify shortcomings and propose improvements as needed.
Lead recommendations in team structure, territory assignment and strategic alignment, staffing needs and account evaluation techniques.
Communicates the agency growth strategy to liaisonteam members and provides go to market structure and field coaching for the achievement of growth targets.
Develops and implements innovative selling strategies and sales methodologies, identifies new business opportunities and identifies value proposition in maintaining client/customer relationships.
Recommends and implements the delivery of ongoing sales training, product and service in-services and payer knowledge for all payer sources.
Performs market analysis and maintains knowledge of industry trends, competitive information and local market dynamics.
Leads regularly scheduled business growth meetings, strategic planning meetings, company in-services and sets tactical activities required for the liaison team.
Prepare weekly activity reports relative to admission goals to affiliate leadership and Executive Director of Home Health and Hospice
Anticipate additional, non-routine work hours in order to accommodate objectives.
Collaborate on marketing support.
Provide feedback with respect to advertising, direct mail, special events, and collateral materials in development to ensure that target audience is being reached.
Assists in hiring process and training of new liaisons
Serve as the face of Masonicare to the business community and community at large, including participating in civic organizations and Chamber of Commerce.
Participate in sales activities and workflow.
Assist in planning and participating in professional public relations/marketing events both on and off site.
Participate in marketing and sales meetings as needed with marketing teams to review census and availability as it relates to sales and marketing efforts; contribute to strategy development accordingly.
Facilitates needed improvements in programming to improve marketability by recommending sales tools, and incentives.
Education: Bachelor's degree in business, marketing or related field required; Master's degree preferred
Experience: 2-3 years management experience is required for this role. Minimum five years marketing/sales experience; experience in home health and/or hospice business development required; CRM experience preferred.
Certificates, Licenses, Registrations: Current motor vehicle license
Key Competencies: Proficient reading, writing, grammar, public speaking skills; strong interpersonal, leadership, organizational, presentation and communication skills and ability to develop new relationships; ability to communicate clearly and effectively; strong computer skills (including excel) and analytical skills for trending, tracking, graphing, etc.; good organizational skills with attention to detail and confidentiality.
Motivation for sales, sales planning and market knowledge. Engages with staff, patients and referral sources in a patient, courteous and caring manner.