Director Market Development

About the Role

Key Responsibilities

• Provides guidance, coaching and direction for team members, developing each member and actively coaching them in sales conversations and techniques guided by the VITAS Sales Model.
• Ensures team members consistently use territory and account planning while leveraging the CRM tool.
• Travels with team members to coach, train, and develop relationships with customers, identifying opportunities for growth and implementing territory plans.
• Provides timely, specific coaching feedback related to the sales model during all sales interactions.
• Conducts regular sales meetings based on market needs and team skill set opportunities, including educational components.
• Supports new hire representatives and promotes continued development and growth for all sales staff.
• Creates a positive culture of growth and development within the sales team to enhance retention.
• Actively recruits top talent into the organization.
• Sets expectations and leads accountability for the sales team, ensuring achievement of targeted accounts and increased market share.
• Tracks results to plan and addresses adherence to standards.
• Fosters and coaches account management and progression strategies.
• Executes quarterly business plans, targeting methods, and sales strategies for account awareness.
• Develops and implements strategies to improve team performance and address deficiencies.
• Provides leadership and direction to achieve sales targets and execute strategies.
• Collaborates with internal stakeholders including marketing, patient care, clinical, and compliance teams to execute business strategies.
• Identifies opportunities through market analysis and proactively capitalizes on market opportunities.
• Develops and maintains professional relationships with hospitals, physicians, post-acute care, and assisted living communities.
• 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 or member.
• Understanding of cross-functional collaboration 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 and motivate a sales team, manage performance, and utilize disciplinary procedures through coaching and counseling.
• Effective verbal and written communication skills for resolving problems and negotiations.
• Knowledge of human resources policies and practices.
• Ability to handle multiple assignments simultaneously.
• Strong interpersonal skills across all organizational levels.
• Proficiency with automated systems and MS Office applications including Word, Excel, PowerPoint, and Outlook.
• Bachelor's degree in Business Administration, Marketing, or related field from an accredited college or university; 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.