Area Director of Business Development - Hospice
About the role
Lead and mentor a team of business development representatives, including hiring, onboarding, coaching, and performance management.
Develop and implement territory-specific sales strategies to meet or exceed census growth and admission targets.
Identify and cultivate referral sources through community engagement, physician relationship building, facility partnerships, and outreach.
Analyze sales data, market trends, and referral patterns to improve effectiveness and strategy.
Provide regular field coaching, joint sales calls, and ongoing professional development to your team.
Maintain continuity with existing referral partners while actively pursuing new market opportunities.
Collaborate with internal clinical, operational, and executive teams to ensure seamless onboarding of new patients.
Represent the company at community events, industry conferences, and partner meetings to promote brand awareness and referral relationships.
Monitor compliance with sales methodologies, performance metrics, and regulatory requirements.
Support and implement short- and long-range growth goals aligned with company initiatives.
Responsibilities
- Lead and mentor a team of business development representatives, including hiring, onboarding, coaching, and performance management.
- Develop and implement territory-specific sales strategies to meet or exceed census growth and admission targets.
- Identify and cultivate referral sources through community engagement, physician relationship building, facility partnerships, and outreach.
- Analyze sales data, market trends, and referral patterns to improve effectiveness and strategy.
- Provide regular field coaching, joint sales calls, and ongoing professional development to your team.
- Maintain continuity with existing referral partners while actively pursuing new market opportunities.
- Collaborate with internal clinical, operational, and executive teams to ensure seamless onboarding of new patients.
- Represent the company at community events, industry conferences, and partner meetings to promote brand awareness and referral relationships.
- Monitor compliance with sales methodologies, performance metrics, and regulatory requirements.
- Support and implement short- and long-range growth goals aligned with company initiatives.
Requirements
- Minimum 3 years of direct sales experience in the healthcare service industry (Hospice, Home Health, DME, Palliative Care, or Post-Acute preferred).
- 1+ years of healthcare sales leadership experience required.
- Proven ability to lead teams, exceed sales quotas, and build lasting referral partnerships.
- Experience using CRM systems, referral tracking software, and Microsoft Office (Excel, PowerPoint, Outlook).
- Prior experience with HomeCare HomeBase (HCHB) preferred.
- A top-performer with a track record of achieving growth goals in a metrics-driven environment.
Qualifications
- Bachelor’s degree required (Healthcare Administration, Business, Marketing, or related field preferred).
- Valid driver’s license and auto insurance (travel required across assigned territory).
- Ability to travel routinely within the area to conduct field visits, training, and partner development (up to 75%).
Skills
- Strong leadership and team management skills.
- Exceptional communication and interpersonal skills.
- Proficiency in CRM systems, referral tracking software, and Microsoft Office.
- Experience with HomeCare HomeBase (HCHB) preferred.
Benefits
- Competitive Pay
- 401(k) with Company Match
- Career Advancement Opportunities
- National & Local Recognition Programs
- Teammate Assistance Fund
- Additional Full-Time Benefits
- Medical, Dental, Vision Insurance
- Mileage Reimbursement or Fleet Vehicle Program
- Generous Paid Time Off + 7 Paid Holidays
- Wellness Programs (Telemedicine, Diabetes Management, Joint & Spine Concierge Care)
- Education Support & Tuition Assistance (ASN to BSN, BSN to MSN)
- Free Continuing Education Units (CEUs)
- Company-paid Life & Long-Term Disability Insurance
- Voluntary Benefits (Pet, Critical Illness, Accident, LTC)