Senior Director, Healthcare Sales

About the role

The Senior Director, Healthcare Sales leads regional healthcare sales and business development for Covenant Living’s skilled nursing and assisted living communities, ensuring census, occupancy, and revenue goals are achieved. This role collaborates with healthcare sales leadership and cross-functional teams including Operations, Finance, Marketing, and Communications to optimize revenue and drive growth across all healthcare product lines.

Responsibilities

• Serve as the regional lead for healthcare sales and business growth with oversight of an assigned portfolio of Covenant living (healthcare) communities both skilled and assisted living for the purpose of achieving census/occupancy and revenue goals.
• Manage the business development of the organization’s services line of products.
• Manage sales efforts, including but not limited to the review of all sales related analytics and outcomes, assisting in the development of local or national healthcare strategies, managing execution, fostering professional referral relationships, and education to healthcare sales with community and central office leadership.
• Frequent communication with teams, developing strong relationship building and closely monitoring the metrics in collaboration with community and central office leadership.
• Support and monitor the implementation of sales plans, strategic opportunities in the marketplace, central office initiatives and policies while collaborating with the CO Sales team and leadership.
• Develop recommendations and/or enhancements to services, pricing, and programs to increase marketing effectiveness and respond to changing market demands.
• Support and recruit healthcare sales workforce strategies, including recruitment, onboarding, retention, training program design, performance reviews, commission policies and related procedures.
• Partner with the Vice President of Sales to develop and implement sales strategies for each community to maximize occupancy.
• Utilize tools such as PowerBI, CRM, and call tracking systems to assess and report on sales activity, coach teams on lead management and pipeline development.
• Interface and align efforts with AVP Community Operations and Executive Directors on campus reviews to identify and assist communities with increasing healthcare sales and occupancy.
• Partner with and leverage the strategic direction of the Chief Marketing and Digital Strategy Officer and Director of Marketing guidance to develop tactical lead-generation marketing plans, including events, campaigns and collaborate on marketing strategies including promotional materials, events, and messaging.
• Ensure compliance with national healthcare sales protocols, training, initiatives, and budgets.
• Design and execute strategic sales and marketing tactics to drive business outcomes for healthcare product lines; lead presentations for new business and speaking engagements.
• Represent and advance the organization’s mission through collaboration with healthcare sales teams; identify new market areas and trends to recommend enhancements.
• Perform other duties as assigned.

Qualifications

• Minimum of 5 years’ experience in Sales experience in healthcare sales in SNF setting required.
• Minimum of 3 years management / supervisory experience across multiple states/locations.
• Experience mentoring, motivating, and developing staff.
• Experience as a manager of people.
• Experience understanding senior living operations with well-developed campus operations knowledge.
• For-profit business experience is a plus.
• Experience in a multi-site organization required.
• Experience in Skilled Nursing / Long Term care is required.
• Experience building relationships in a matrix organization is a plus.
• Experience with assessing clinical capabilities.

Skills

• Strong interpersonal skills, to mentor and grow the team and build relationships.
• Good conflict management skills, to reduce and resolve conflict without a lot of noise.
• Creative mindset, with ability to generate creative solutions to problems and new ideas that can drive business development.
• Excellent communication skills, both oral and written.
• Must demonstrate strong consistency and business professionalism in communication skills to effectively work with residents, families, physicians, and staff.
• Good judgement and discretion.
• Business mindset, with ability to proactively seek out opportunities to better the business.
• Able to work effectively in a matrix environment and ability to partner with other groups across the organization.
• Able to consistently meet hard deadlines.
• Ability to build positive relationships and manage relationships effectively.
• Able to be resourceful and forward thinking.
• Problem solving mindset, with desire to continuously improve operations.
• Prominent ability to lead team effectively to achieve successful business results.
• Well versed in regulatory requirements.
• Strong technology skills, including proficiency in Microsoft Office Suite as well as ability to work with dashboards, spreadsheets, data manipulation, and medical record navigation.

Benefits

This role offers a competitive compensation range of $149,360.00 - $244,913.00 per year, along with a comprehensive benefits package including:

• Medical, dental and vision insurance.
• Employer paid group term life and disability.
• Paid Time Off (PTO) & six paid holidays.
• 403(b) with a 3% employer match.
• Fitness center use at most facilities.
• Variety of voluntary benefits: Life, AD&D, Tuition assistance and scholarships, Employee assistance program, Legal services, home/auto insurance, discount purchasing program, Pet Insurance.

Company Information

Covenant Living and CovenantCare at Home are equal opportunity employers. All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity or expression, religion, national origin or ancestry, age, disability, marital status, pregnancy, protected veteran status, protected genetic information, or any other characteristics protected by local laws, regulations, or ordinances.