Director Market Development

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 in order to forecast growth opportunities including excel and CRMs
Demonstrated experiences of developing strategies and solutions to drive sales
Demonstrated prioritization and organization skills.
Ability to work effectively as a team leader/member must be a strength.
Understanding of collaboration with cross functional teams to develop actionable plans
Demonstrated ability to write effective business plans and sales plans.
Working knowledge of healthcare trends and how they apply to the position
Demonstrated ability to lead a sales team in a positive and productive manner by motivating, developing and managing employees’ performance.
Expected to also possess the ability to utilize and administer disciplinary procedures, where appropriate, through effective coaching and counseling of staff as they erform the duties and functions of their work.
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
Strong interpersonal skills within all levels of the organization
Ability to navigate within automated systems and proficient with MS office applications including Word, Excel, PowerPoint and Outlook

Skills

Guidance and coaching of team members
Sales conversations and techniques guided by the VITAS Sales Model
Leveraging the CRM tool
Traveling with team members to coach, train and develop relationships with customers
Identifying opportunities of strength and development and implementing territory plans
Timely, specific coaching feedback related to sales model during all sales interactions
Conducting regular sales meetings based on assessment of market needs, team skill set opportunities inclusive of education component
Supporting new hire representatives along with continued development and growth for all sales representatives
Creating positive culture of growth and development on sales team for the purposes of retention
Recruiting to attract top talent into the organization
Setting expectations and leading accountability of sales team
Ensuring successful territory achievement of targeted accounts by increasing market share and growth through planning and executing strategies
Tracking results to plan
Developing and implementing strategies to improve performance and address deficiencies
Driving and executing business opportunities as the Sales Leader
Leading the team to achieve targeted sales numbers and successfully execute goals and strategies
Closely collaborating with the team and professional partners to ensure positive customer outcomes
Developing and maintaining professional business relationships with key stakeholders to include; hospitals, physicians, post-acute care, and assisted living communities
Identifying opportunities through analysis with given tools as well as specific needs of the market
Proactively capitalizing on market opportunities and improvement on areas of weakness
Proficiency in healthcare and market knowledge in order to execute strategies for growth
Collaborating with Internal Team Members
Works with internal stakeholders throughout the organization including partnering with marketing, patient care, clinical and compliance to execute business strategies
Identify areas where cross functional team members can partner to enhance the sales process through solution based approach
Work with medical director/regional medical director on development of physician peer-to-peer relationships in the community
Leverage central support departments for business development opportunities
Present program statistics and strategies on a quarterly basis to senior management