Director of Business Development

About the Role

Lead a compassionate team at Moments Hospice and make a meaningful difference in the lives of patients and families facing end-of-life journeys. The Director of Business Development drives performance of all aspects of business development and marketing efforts for an assigned market under the direction of the Regional Director of Business Development (RDBD). This role supports Moments Hospice’s mission of “Changing the Hospice Experience One Moment at a Time” by overseeing revenue, referrals and admissions, patient census, and growth strategies.

Responsibilities

• Directs all business development and marketing activities in the assigned region, developing and implementing programs focused on growth of hospice revenue, patient census, and partnering opportunities.
• Develops and implements a strategic sales plan under the RDBD.
• Contributes to developing the overall marketing plan and budget and manages its implementation.
• Develops and implements plans for vacancy coverage of sales territories.
• Works with internal stakeholders to align business development activities with operational and clinical goals.
• Accompanies the region’s operations directors, clinical managers/directors, and/or business development staff in customer calls, program/project implementations, and service recovery.
• Maximizes opportunities in the process of closing a referral to drive market share growth.
• Tracks and analyzes market and performance trends of the business development teams to identify and capitalize on areas of opportunity and improve weaknesses.
• Maintains all sales and marketing guidelines, policies, and procedures.
• Fosters internal relationships between business development, clinical, and operational teams to enhance teamwork and generate referral relationships.
• Identifies and builds effective centers of influence, networking with hospitals, skilled nursing facilities, assisted living facilities, independent senior buildings, physicians, community organizations, and other professionals to maximize revenue.
• Creates and implements mechanisms for reporting sales strategy and progress to the leadership team.
• Promotes relationship building, sales, and marketing efforts through public speaking engagements.
• Represents the organization in targeted local and state professional organizations, conferences, trade shows, and other activities.
• Fosters, develops, and maintains positive and effective relationships with the media, community leaders, churches, and other potential referral sources.
• Identifies and facilitates implementation of marketing-related events for the assigned region, such as health fairs and community events, to foster positive community relations.
• Oversees assigned business development teams, providing support, training, and technical assistance to achieve customer satisfaction, revenue growth, and long-term account goals.
• Manages the training process for business development teams, including hospice care consultants, liaisons, managers, and/or directors.
• Directs and coaches business development team members to meet or exceed sales goals, including activity, conversion, admission, and sales growth goals.
• Defines, establishes, and promotes performance expectations for direct reports to demonstrate excellence through high-quality and consistent performance.
• Creates training programs and teaches a repeatable, successful sales process to all business development teams using needs-based selling techniques.
• Directs and oversees regional and local teams to consistently use the customer relationship and marketing information system (CRM) to document, develop, and maximize use of the database.
• Leads accountability of business development teams by providing tools and following through on expected results while maintaining all policies, procedures, and protocols.
• Continually analyzes accounts and markets to determine changing sales potential, ensuring business development teams adapt to meet these needs.
• Creates a positive culture of growth and development on the sales team to improve retention.
• Provides overall support to operations as it pertains to business development, region goals, and overall company goals.
• Contributes to the development of the annual sales plan forecasting and overall business plans of the assigned region with the RDBD and RDCO.
• Understands and conveys clearly the services and programs that Moments Hospice offers and consultatively engages and makes recommendations to prospects and customers.
• Identifies areas where cross-functional team members can partner to enhance the overall business development process through a solution-based approach.
• Provides support and training on customer service in alignment with Moments values.
• Participates in each branch’s strategic planning to align sales and marketing with overall branch goals.
• Ensures the referral-to-admission process is followed and implemented by all teams.
• Maintains all Moments Hospice policies and protocols.
• Performs all other duties as assigned.

Benefits

• Competitive salary
• Company car with fuel and insurance covered (available for both business and personal use at minimal cost)
• Comprehensive health, dental, and vision insurance
• Flexible scheduling options
• Generous PTO accruing immediately, plus additional sick leave
• 401(k) with company matching