Director Market Development

About the Role

Provides guidance, coaching, and direction for team members to develop their sales skills and performance. Actively coaches team members in sales conversations and techniques guided by the VITAS Sales Model, ensuring consistent use of territory and account planning while leveraging CRM tools. Travels with team members to coach, train, and develop customer relationships, identifying strengths, opportunities, 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 fosters continued development and growth for all sales representatives. Creates a positive culture of growth and development to enhance retention and actively recruits top talent.

Responsibilities

• 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 for the sales team.
• 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 and integration.
• Develops and implements strategies to improve performance and address deficiencies.
• Provides leadership 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 business relationships with key stakeholders, including hospitals, physicians, post-acute care, and assisted living communities.
• Identifies opportunities through analysis and market needs; proactively capitalizes on market opportunities.
• Collaborates with internal stakeholders, including marketing, patient care, clinical, and compliance teams, to execute business strategies.
• Identifies areas for cross-functional collaboration to enhance the sales process through a solution-based approach.
• Works with medical directors to develop physician peer-to-peer relationships in the community.
• 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 a leadership capacity.
• At least five (5) years' experience in healthcare/therapeutics, sales, or marketing.
• Proficiency in business analytics to forecast growth opportunities, including Excel and CRMs.
• Demonstrated experience developing strategies and solutions to drive sales.
• Strong prioritization and organization skills.
• Ability to work effectively as a team leader and member.
• Understanding of collaboration with cross-functional teams to develop actionable plans.
• Ability to prepare and execute product presentations.
• Demonstrated ability to write effective business and sales plans.
• Working knowledge of healthcare trends and their application to the role.
• Ability to lead a sales team positively and productively by motivating, developing, and managing performance.
• Ability to utilize and administer disciplinary procedures through effective coaching and counseling.
• Strong communication skills, both verbal and written, to resolve problems and negotiate resolutions with department heads, managers, coworkers, and vendors.
• Knowledge of human resources policies and practices.
• Ability to work on multiple assignments simultaneously.
• Strong interpersonal skills at all organizational levels.
• Proficiency with MS Office applications (Word, Excel, PowerPoint, Outlook) and automated systems.

Qualifications

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