Director Market Development

About the Role

Key Responsibilities

• Provides guidance, coaching and direction for team members, developing each individual and actively coaching them in sales conversations and techniques guided by the VITAS Sales Model.
• Travels with team members to coach, train, and develop relationships with customers while identifying opportunities of strength and development and implementing territory plans.
• Provides timely, specific coaching feedback related to sales model during all sales interactions.
• Conducts regular sales meetings based on assessment of market needs, team skill set opportunities including education components.
• Supports new hire representatives along with continued development and growth for all sales representatives.
• Creates positive culture of growth and development on sales team for retention.
• Actively recruits to attract top talent into the organization.
• Ensures successful territory achievement of targeted accounts by increasing market share and growth through planning and executing strategies.
• Sets consistent expectations and addresses adherence to standards.
• Fosters and coaches the importance of account management and progression.
• Engages in the execution of quarterly business plans, effective targeting methods, and appropriate sales strategies for account awareness.
• Develops and implements strategies to improve performance and address deficiencies.
• Provides leadership and sets the direction for the team to achieve targeted sales numbers and execute goals and strategies.
• Collaborates with the team and professional partners to ensure positive customer outcomes.
• Develops and maintains professional relationships with key stakeholders including hospitals, physicians, post-acute care, and assisted living communities.
• Identifies opportunities through analysis and market needs, proactively capitalizing on market opportunities and areas of weakness.
• Works with internal stakeholders including marketing, patient care, clinical, and compliance to execute business strategies.
• Identifies cross-functional partnership opportunities to enhance the sales process.
• Works with medical directors on physician peer-to-peer relationship development.
• Leverages central support departments for business development opportunities.
• Presents program statistics and strategies to senior management on a quarterly basis.

Requirements

• Minimum of three (3) years' experience and/or training in leadership capacity.
• At least five (5) years' experience in healthcare, therapeutics, sales or marketing.
• Proficiency in business analytics, including Excel and CRMs, to forecast growth opportunities.
• Experience in developing strategies and solutions to drive sales.
• Strong prioritization and organization skills.
• Ability to work effectively as a team leader/member.
• Understanding of collaboration with cross-functional teams to develop actionable plans.
• Ability to prepare and deliver product and sales presentations.
• Experience in writing effective business and sales plans.
• Working knowledge of healthcare trends relevant to the position.
• Ability to lead a sales team positively by motivating, developing, and managing performance.
• Effective coaching and counseling skills for staff performance management.
• Strong communication skills, both verbal and written, for resolving problems and negotiations.
• Knowledge of human resources policies and practices.
• Ability to handle multiple assignments simultaneously.
• Proficiency with MS Office applications including Word, Excel, PowerPoint, and Outlook.

Nice to Have

• Master's degree in Business Administration, Marketing, or related field (preferred).

Qualifications

• Bachelor's degree in Business Administration, Marketing or related field from an accredited college or university or the international equivalent.