Director Market Development

About the Role

Key Responsibilities

• Provide guidance, coaching, and direction for sales team members, including developing each team member and actively coaching them in sales conversations and techniques guided by the VITAS Sales Model.
• Ensure team members consistently use territory and account planning while leveraging the CRM tool.
• Travel with team members to coach, train, and develop relationships with customers, identifying opportunities for growth and improvement.
• Conduct regular sales meetings based on market needs and team skill set, including education components.
• Support new hire representatives and ongoing development for all sales staff to foster a culture of growth and retention.
• Actively recruit top talent into the organization.
• Set expectations and lead accountability for the sales team, ensuring achievement of targeted accounts and market growth.
• Track results to plan, develop and implement strategies to improve performance, and address deficiencies.
• Drive and execute business opportunities by providing leadership and direction to achieve sales targets.
• Develop and maintain professional relationships with key stakeholders such as hospitals, physicians, post-acute care, and assisted living communities.
• Identify market opportunities through analysis and proactive engagement, leveraging healthcare and market knowledge.
• Collaborate with internal teams including marketing, patient care, clinical, and compliance to execute business strategies.
• Partner with medical directors on physician peer-to-peer relationship development.
• Leverage support departments for business development opportunities and present program statistics and strategies to senior management quarterly.

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 developing strategies and solutions to drive sales.
• Strong prioritization and organizational skills.
• Ability to work effectively as a team leader or member.
• Understanding of cross-functional collaboration to develop actionable plans.
• Ability to prepare and deliver product presentations and write effective business and sales plans.
• Working knowledge of healthcare trends relevant to the position.
• Leadership ability to motivate, develop, and manage employees' performance, including coaching and counseling.
• Excellent verbal and written communication skills for resolving problems and negotiations.
• Knowledge of HR policies and practices.
• Ability to handle multiple assignments simultaneously.
• Strong interpersonal skills across all organizational levels.
• Proficiency with MS Office applications including Word, Excel, PowerPoint, and Outlook.
• Bachelor's degree in Business Administration, Marketing, or related field; Master's degree preferred.

Nice to Have

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

Qualifications

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

Benefits & Perks

• Competitive compensation
• Health, dental, vision, life, and disability insurance
• Pre-tax healthcare and dependent care flexible spending accounts
• Life insurance
• 401(k) plan with investment options and company match
• Cancer and/or critical illness benefit
• Tuition Reimbursement
• Paid Time Off
• Employee Assistance Program
• Legal Insurance
• Roadside Assistance