Vice President, Provider Services Sales and Business Development

Growth Strategy & Market Leadership

Define and execute a comprehensive B2B growth strategy across all home-based care service lines, with clear priorities by market segment, referral source type, and geography.

Lead market segmentation and targeting strategies (e.g., health systems, SNFs/ALFs, physicians, payers, community-based organizations).

Identify and pursue new growth channels.

Translate competitive intelligence, utilization trends, and population health needs into actionable growth initiatives.

Drive growth through innovative care models and programs aligned with market demand, in partnership with clinical and operational leaders.

Sales Performance & Sales Operating Excellence

Build and maintain a high-accountability sales culture with clear expectations and performance metrics.

Recruit and develop top sales talent with expertise in healthcare and consultative selling.

Coach leaders and frontline staff on modern sales capabilities, including data use, segmentation, and value-based selling.

Foster a culture of accountability, urgency, and continuous improvement.

Establish best-in-class sales operating rhythms (e.g., pipeline management and forecasting); define and monitor KPIs.

Referral Development & Strategic Partnerships

Oversee strategy and engagement across all referral channels, ensuring tailored approaches by segment and local market.

Build and maintain executive-level relationships with key partners (health systems, post-acute facilities, large physician groups).

Promote strategic account management (focused on long-term value creation) where possible vs. transactional referral management.

Develop and scale preferred provider relationships where appropriate.

Sales - Operations Partnership

Partner closely with Operations and Intake to ensure seamless referral-to-admission processes and maximize conversion.

Identify breakdowns in access, responsiveness, or capacity and drive cross-functional solutions.

Align sales messaging with actual clinical capabilities, service differentiation, and patient outcomes.

Ensure feedback loops between referral sources and operations are tight and actionable.

Compliance And Other

Ensures that BD Sales is in compliance with all regulatory requirements and VNS Health Quality Management processes.

Performs all duties inherent in a senior managerial role.

Approves staff hirings, salary actions, promotions, terminations and oversees orientation/training to facilitate the professional growth and development of department staff.