Director Market Development

Responsibilities

• Provides guidance, coaching and direction for team members.
• Develops each team member and actively coaches them in sales conversations and techniques guided by the VITAS Sales Model.
• Ensures each team member is consistently using territory and account planning while leveraging the CRM tool.
• 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 inclusive of education component.
• 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 the purposes of retention.
• Actively recruits to attract top talent into the organization.
• Sets expectations and leads accountability of the sales team: ensures successful territory achievement of targeted accounts by increasing market share and growth through planning and executing strategies.
• Tracks results to plan.
• Sets consistent expectations and addresses adherence to standards.
• Fosters and coaches the importance of account management and progression.
• Engages in the execution of rep quarterly business plans, effective targeting methods, and appropriate sales strategy for account awareness through integration.
• Develops and implements strategies to improve performance and address deficiencies.
• Drives and executes business opportunities as the sales leader: provides leadership and sets direction for the team to achieve targeted sales numbers and successfully execute goals and strategies.
• Closely collaborates with the team and professional partners to ensure positive customer outcomes.
• Develops and maintains professional business relationships with key stakeholders including hospitals, physicians, post‑acute care, and assisted living communities.
• Identifies opportunities through analysis with given tools as well as specific market needs.
• Proactively capitalizes on market opportunities and improves areas of weakness.
• Applies proficiency in healthcare and market knowledge to execute growth strategies.
• Collaborates with internal team members: works with internal stakeholders throughout the organization including partnering with marketing, patient care, clinical and compliance to execute business strategies.
• Identifies areas where cross‑functional team members can partner to enhance the sales process through a solution‑based approach.
• Works with medical director/regional medical director on development of physician peer‑to‑peer relationships in the community.
• Leverages central support departments for business development opportunities.
• Presents program statistics and strategies on a quarterly basis to senior management.

Qualifications

• Minimum of three (3) years’ experience and/or training in leadership capacity.
• At least five (5) years' experience in the health‑care/therapeutics, sales or marketing field.
• Proficiency in business analytics to forecast growth opportunities including Excel and CRMs.
• Demonstrated experience developing strategies and solutions to drive sales.
• Demonstrated 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 execute product presentations to others.
• Demonstrated ability to write effective business plans and sales plans.
• Working knowledge of healthcare trends and how they apply to the position.
• Ability to lead a sales team in a positive and productive manner by motivating, developing and managing employees’ performance.
• Ability to utilize and administer disciplinary procedures where appropriate through effective coaching and counseling of staff.
• Ability to communicate tactfully, verbally and in writing with department heads, managers, coworkers and vendors to resolve problems and negotiate resolutions.
• Knowledge of policies and practices involved in the human resources function.
• Ability to work on various assignments simultaneously.
• Strong interpersonal skills at all levels of the organization.
• Ability to navigate within automated systems and proficiency with MS Office applications including Word, Excel, PowerPoint and Outlook.

Education

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