SNF Clinical Sales Director

Position Summary

Polaris Group, an Assembly Health company, is seeking an experienced SNF Clinical Sales Director to lead business development efforts for our Skilled Nursing Clinical Consulting practice.

Key Responsibilities

• Develop and execute a strategic business development plan to grow Assembly Health and Polaris Group's Clinical Consulting business.

• Identify, develop, and close new business opportunities across the Skilled Nursing and Post-Acute Care market.

• Build relationships with owners, CEOs, CFOs, COOs, corporate clinical leadership, regional operators, nursing home administrators, Directors of Nursing, and other executive decision-makers.

• Generate new opportunities through prospecting, referrals, networking, conferences, webinars, strategic partnerships, and thought leadership activities.

• Develop opportunities for both recurring clinical service offerings and one-time consulting engagements, with an emphasis on building long-term client relationships.

• Maintain an active sales pipeline, accurate forecasts, and customer activity within Salesforce CRM.

• Consistently achieve or exceed assigned sales goals.

• Conduct discovery meetings to understand customer challenges and recommend appropriate Polaris Group solutions, including:

  • MDS Consulting and Remote MDS Services
  • Mock Surveys
  • Medicare & PDPM Consulting
  • Regulatory Compliance Consulting
  • Clinical Operational Assessments
  • Other clinical consulting services developed by Polaris Group

• Client Relationship Management

  • Develop trusted, long-term relationships with executive leaders throughout the Skilled Nursing industry.
  • Serve as a strategic advisor by understanding client objectives and identifying opportunities where Polaris Group can deliver measurable value.
  • Expand existing customer relationships through additional Polaris clinical consulting services.
  • Partner with consulting leadership to ensure a seamless transition from sales through implementation while maintaining executive relationships throughout the engagement.
  • Internal Collaboration
  • Collaborate with Assembly Health and Polaris Group consulting leadership to develop customized client solutions.
  • Partner with Marketing on lead generation campaigns, webinars, conferences, and thought leadership initiatives.
  • Coordinate with Assembly Health's SNF Revenue Cycle Management sales organization when customers may benefit from complementary Assembly Health services while maintaining clear ownership of Polaris Group's Clinical Consulting portfolio.
  • Provide customer and market feedback to support service development and strategic planning.
  • Industry Leadership
  • Represent Assembly Health and Polaris Group at national, regional, and state healthcare conferences and industry events.
  • Maintain current knowledge of industry trends, CMS regulations, reimbursement changes, staffing challenges, and competitive offerings.
  • Establish Assembly Health and Polaris Group as trusted resources within the Skilled Nursing industry through relationship development and professional engagement.

Qualifications

• Skilled Nursing and/or Long-Term Care clinical and operational experience, with a strong understanding of the challenges facing providers in today's healthcare environment.

• Knowledge of CMS regulations, the survey process, Five-Star Quality Rating System, PDPM, MDS, Medicare reimbursement, and Skilled Nursing operations.

• Demonstrated ability to develop business, build executive relationships, and achieve growth objectives.

• Strong consultative selling, relationship management, negotiation, and executive presentation skills.

• Excellent written and verbal communication skills.

• Experience managing opportunities using Salesforce or a comparable CRM platform.

• Highly self-motivated with the ability to work independently while collaborating effectively across sales, operations, marketing, and executive leadership.

Preferred

• 5+ years of successful business development or sales experience, preferably selling services to Skilled Nursing, Long-Term Care, or Post-Acute Care providers.

• Established relationships with Skilled Nursing owners, operators, administrators, corporate clinical leaders, or executive leadership.

• Experience selling healthcare consulting or professional services.

Core Competencies

• SNF / Long Term Care Industry Knowledge

• Strategic Business Development

• Consultative Selling

• Executive Relationship Management

• Strategic Account Planning

• Presentation & Communication

• Negotiation

• Customer Focus

• Organization & Time Management

• Collaboration

• Initiative & Self-Motivation

Success Measures

• The Successful Candidate Will Achieve or exceed annual bookings and revenue objectives.

• Build and maintain a healthy, sustainable sales pipeline.

• Develop executive-level relationships across the Skilled Nursing industry.

• Expand Assembly Health and Polaris Group's presence within both existing and new customer organizations.

• Successfully collaborate with consulting operations, marketing, and other Assembly Health business units.

• Represent Assembly Health and Polaris Group professionally at customer meetings, conferences, and industry events.

• Contribute to the continued growth and market leadership of Assembly Health and Polaris Group's Clinical Consulting practice.

Travel Requirements

This position requires approximately 10–15% travel, including customer meetings, executive presentations, and attendance at industry conferences.