What are the responsibilities and job description for the Senior Director Market Development position at VITAS Healthcare?
- Develop departmental goals, construct strategies and plans, direct implementation, monitor and assess results maintaining accountability for revenue generation and cost containment.
- Recruit and manage training curriculum and give direction to VITAS Representatives to ensure that knowledge, skill, and performance standards are met or exceeded.
- Establish and maintain contacts with key referral sources that support long term business relationships.
- Participate in recruitment and training for VITAS Representatives and other personnel as directed by the General Manager.
- Oversee internal communications to build effective relationships with the Senior Management Team, Patient Care Department, and the Volunteer Department.
- Maintain professional and clinical competence monitoring competitor products, sales, and marketing activities.
- Review VITAS Representative account profiles and sales activities in Customer Relationship Management (CRM) application at least three times per week to ensure sales force productivity and effectiveness. Use CRM reports and data to analyze business trends and construct appropriate growth plans by territory.
- Facilitate, direct and continually monitor VITAS Representatives by traveling with them, in the field on average three to four days per week. Complete coaching evaluation forms using CRM application for each day or call spent with VITAS Representatives.
- Conduct consistent sales meetings as agreed upon with the supervisor and General Manager. Create agenda in CRM application the week prior to each sales meeting.
- Oversee corporate sales training using designated VITAS Representative orientation materials to ensure appropriate development within the first 90 days of their employment.
- Review account profile and CRM activity on a consistent and as needed basis to improve sales force productivity and effectiveness.
- Prepare coaching evaluation with each field contact.
- Evaluate market research and adjust sales strategy to meet changing market and competitive conditions for revenue growth of assigned area.
- Create a model that supports the organization's mission and values based on an internal and external needs assessment.
- Monitor the internal/external environment and identify opportunities to fulfill the corporate strategy.
- Set priorities for planning activities for assigned unit.
- Serve as strategic liaison for key organizational initiatives between business units and their customers, both internal and external.
- Assess current operational business models and develop appropriate new models as needed.
- Approve personnel actions such as new hire requests and discharges, to ensure proper staffing
- Participate in policy development.
- Perform related duties as required. This position description in no way states or implies that these are the only duties to be performed by the employee occupying this position. Employees will be required to perform any other job-related duties assigned by their supervisor or management.
QUALIFICATIONS - Proven 5 to 7 years sales management experience in a health care environment. (VITAS professional/management experience will be accepted in lieu of external health care management experience)
- Prior sales/marketing experience
- Extensive knowledge of policies and practices involved in the human resources function
- Ability to direct staff and business functions in an engaging environment maintaining workforce production and development
- Advanced leadership skills to resolve critical issues and make strategic decisions to contribute to the organizational goals and objectives
- Effective operational and cost management skills
- Ability to utilize and administer the disciplinary action process through coaching and counseling to improve performance or terminate employment
- Ability to work on various assignments simultaneously
- Strong interpersonal skills within all levels of the organization
- Ability to navigate within automated systems and proficiency in Outlook, Word and Excel
EDUCATION - Bachelor’s degree in Business Administration, Marketing or related field from an accredited college or university or the international equivalent required.
SPECIAL INSTRUCTIONS TO CANDIDATES - EOE/AA M/F/D/V
- Recruit and manage training curriculum and give direction to VITAS Representatives to ensure that knowledge, skill, and performance standards are met or exceeded.
- Establish and maintain contacts with key referral sources that support long term business relationships.
- Participate in recruitment and training for VITAS Representatives and other personnel as directed by the General Manager.
- Oversee internal communications to build effective relationships with the Senior Management Team, Patient Care Department, and the Volunteer Department.
- Maintain professional and clinical competence monitoring competitor products, sales, and marketing activities.
- Review VITAS Representative account profiles and sales activities in Customer Relationship Management (CRM) application at least three times per week to ensure sales force productivity and effectiveness. Use CRM reports and data to analyze business trends and construct appropriate growth plans by territory.
- Facilitate, direct and continually monitor VITAS Representatives by traveling with them, in the field on average three to four days per week. Complete coaching evaluation forms using CRM application for each day or call spent with VITAS Representatives.
- Conduct consistent sales meetings as agreed upon with the supervisor and General Manager. Create agenda in CRM application the week prior to each sales meeting.
- Oversee corporate sales training using designated VITAS Representative orientation materials to ensure appropriate development within the first 90 days of their employment.
- Review account profile and CRM activity on a consistent and as needed basis to improve sales force productivity and effectiveness.
- Prepare coaching evaluation with each field contact.
- Evaluate market research and adjust sales strategy to meet changing market and competitive conditions for revenue growth of assigned area.
- Create a model that supports the organization's mission and values based on an internal and external needs assessment.
- Monitor the internal/external environment and identify opportunities to fulfill the corporate strategy.
- Set priorities for planning activities for assigned unit.
- Serve as strategic liaison for key organizational initiatives between business units and their customers, both internal and external.
- Assess current operational business models and develop appropriate new models as needed.
- Approve personnel actions such as new hire requests and discharges, to ensure proper staffing
- Participate in policy development.
- Perform related duties as required. This position description in no way states or implies that these are the only duties to be performed by the employee occupying this position. Employees will be required to perform any other job-related duties assigned by their supervisor or management.
QUALIFICATIONS - Proven 5 to 7 years sales management experience in a health care environment. (VITAS professional/management experience will be accepted in lieu of external health care management experience)
- Prior sales/marketing experience
- Extensive knowledge of policies and practices involved in the human resources function
- Ability to direct staff and business functions in an engaging environment maintaining workforce production and development
- Advanced leadership skills to resolve critical issues and make strategic decisions to contribute to the organizational goals and objectives
- Effective operational and cost management skills
- Ability to utilize and administer the disciplinary action process through coaching and counseling to improve performance or terminate employment
- Ability to work on various assignments simultaneously
- Strong interpersonal skills within all levels of the organization
- Ability to navigate within automated systems and proficiency in Outlook, Word and Excel
EDUCATION - Bachelor’s degree in Business Administration, Marketing or related field from an accredited college or university or the international equivalent required.
SPECIAL INSTRUCTIONS TO CANDIDATES - EOE/AA M/F/D/V
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