Regional Director of Business Development

Job Description Summary:

The Regional Director of Business Development drives performance of all aspects of business development and marketing efforts for assigned region, and supports our mission by overseeing revenue, referrals and admissions, patient census, and growth strategies.

Essential Job Functions/Responsibilities:

Directs all Business Development and Marketing activities in Assigned Region Develops and Implements Programs focused on growth of hospice revenue, patient census, and partnering opportunities.

• Develops and implements strategic sales plan
• Contributes in developing overall marketing plan and budget and managing implementation
• Develops and implements plans for vacancy coverage of sales territories
• Works with internal stakeholders to develop business development activities that align 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 all opportunities in the process of closing a referral resulting in market share growth
• Tracks and analyzes market and performance trends of the Business Development Teams to identify and proactively capitalize areas of opportunity and improve upon weaknesses
• Maintain all sales and marketing guidelines, policies, and procedures
• Foster 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 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, along with traditional referral sources
• Identifies and facilitates implementation of marketing-related events for assigned Region, both internal and external, such as health fairs and other community events on a regular basis to foster positive community relations and to provide service to the geriatric community.

Oversees assigned Regional Business Development teams, Provides support, training and technical assistance to Business Development Teams, including Directors, Managers and Individual Contributors, toward the achievement of customer satisfaction, revenue growth, and long-term account goals, in line with company core mission and values.

• Manages hiring and training process for business development teams, including Hospice Care Consultants, Liaisons, Managers, and/or Directors
• Directs and coaches Business Development team members throughout the assigned region to meet or exceed their sales goals, including their activity, conversion, admission and sales growth goals
• Defines, establishes and promotes performance expectations for direct reports to understand and demonstrate excellence through high quality and consistent performance
• Creates training programs and teaches a repeatable, successful sales process to all Business Development Teams, through needs-based selling techniques to include creative lead follow-up, advancement of sales, and handling objections.
• Directs and oversees the regional and local teams to consistently use the customer relationship and marketing information system (CRM) to document, develop and maximize use of the database
• Lead accountability of Business Development Teams by providing tools and following through on expected results and maintaining all policies, procedures and protocols
• Continually analyzes accounts and markets to determine changing sales potential, ensuring Business Development Teams are adapting to meet the needs of these changes
• Creates positive culture of growth and development on sales team for the purposes of retention

Functions on Regional Leadership Team, providing overall support to operations as it pertains to Business Development, Region goals and overall company goals.

• Contributes to the development of annual sales plan forecasting and overall business plans of assigned region with leadership team
• Understands and conveys clearly the services and programs that 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 solution-based approach
• Provides support and training on customer service in alignment with values
• Participates in each branch's strategic planning, for the purpose of aligning sales and marketing with overall branch goals
• Ensures referral to admission process is being followed and implemented by all teams
• Maintains all Policies and Protocols

All other duties as assigned.