Director Market Development

VITAS Healthcare; Covina (CA); On-site; USD 90,000 - 130,000; Full time

Job summary

VITAS Healthcare is seeking a Sales Team Leader to guide and develop a high-performing sales force within California. You will coach representatives, manage territory plans, and drive growth through strategic coaching and CRM-enabled processes.

You will travel with the team to train customers, assess market opportunities, and lead quarterly business planning. A strong background in healthcare sales, analytics and cross-functional collaboration is essential.

Qualifications

• Minimum of three years’ leadership experience in health care, therapeutics, sales or marketing.
• Proven ability to forecast growth opportunities using business analytics.
• Experience developing strategies and solutions to drive sales.
• Strong prioritization and organizational skills.
• Ability to lead a team and work cross-functionally to execute plans.

Responsibilities

• Provides guidance, coaching and direction for team members; develops each team member and coaches sales conversations and techniques guided by the VITAS Sales Model.
• Travels with team to coach, train and develop relationships with customers and implement territory plans.
• Provides timely, specific coaching feedback related to sales model during all sales interactions.
• Conducts regular sales meetings based on market needs and team skill opportunities, including education components.
• Supports new hire representatives with ongoing development and growth for all sales reps; fosters a culture of growth and retention.
• Actively recruits top talent and collaborates with internal teams to enhance the sales process.

Skills

Leadership

Business analytics

Cross-functional collaboration

Strategic planning

Communication

MS Office

CRM proficiency

Education

Bachelor’s degree in Business Administration, Marketing or related field

Master’s degree preferred

Tools

Excel

CRM

PowerPoint

Outlook

Word

Job description

Development of Sales Team

• Provides guidance, coaching and direction for team members. Develops each team member and actively coaches them in sales conversations and techniques guided by the VITAS Sales Model. Ensures each team member is consistently using territory and account planning while leveraging the CRM tool.


• Travels with team members to coach, train and develop relationships with customers while identifying opportunities of strength and development and implementing territory plans.


• Provides timely, specific coaching feedback related to sales model during all sales interactions.


• Conducts regular sales meetings based on assessment of market needs, team skill set opportunities inclusive of education component.


• Supports new hire representatives along with continued development and growth for all sales representatives.


• Creates positive culture of growth and development on sales team for the purposes of retention.


• Actively recruits to attract top talent into the organization.

Set Expectations and Lead Accountability of Sales Team

• Ensures successful territory achievement of targeted accounts by increasing market share and growth through planning and executing strategies. Tracks results to plan.


• Able to set consistent expectations and address adherence to standards.


• Foster and coach to the importance of account management and progression


• Engage in the execution of rep quarterly business plans, effective targeting methods, and appropriate sales strategy for account awareness through integration.


• Able to develop and implement strategies to improve performance and address deficiencies.

Drive and Execute Business Opportunities as the Sales Leader

• Provide leadership and set the direction for the team to achieve targeted sales numbers and successfully execute goals and strategies.


• Closely collaborate with the team and professional partners to ensure positive customer outcomes. Responsible for developing and maintaining professional business relationships with key stakeholders to include; hospitals, physicians, post-acute care, and assisted living communities.


• Able to identify opportunities through analysis with given tools as well as specific needs of the market


• Proactive in capitalizing on market opportunities and improvement on areas of weakness


• Proficiency in healthcare and market knowledge in order to execute strategies for growth

Collaborates with Internal Team Members

• Works with internal stakeholders throughout the organization including partnering with marketing, patient care, clinical and compliance to execute business strategies.


• Identify areas where cross functional team members can partner to enhance the sales process through solution based approach.


• Work with medical director/regional medical director on development of physician peer-to-peer relationships in the community


• Leverage central support departments for business development opportunities


• Present program statistics and strategies on a quarterly basis to senior management

QUALIFICATIONS - Minimum of three (3) years’ experience and/or training in leadership capacity

• At least five (5) years' experience in the health-care/therapeutics, sales or marketing field.


• Proficiency in business analytics in order to forecast growth opportunities including excel and CRMs


• Demonstrates experiences of developing strategies and solutions to drive sales


• Demonstrated prioritization and organization skills.


• Ability to work effectively as a team leader/member must be a strength.


• Understanding of collaboration with cross functional teams to develop actionable plans


• Ability to prepare and execute product presentations to others.


• Demonstrated ability to write effective business plans and sales plans.


• Working knowledge of healthcare trends and how they apply to the position


• Ability to lead a sales team in a positive and productive manner by motivating, developing and managing employees’ performance. Expected to also possess the ability to utilize and administer disciplinary procedures, where appropriate, through effective coaching and counseling of staff as they erform the duties and functions of their work.


• Ability to communicate tactfully, verbally and in writing with department heads, managers, coworkers and vendors to resolve problems and negotiate resolutions


• Knowledge of policies and practices involved in the human resources function


• Ability to work on various assignments simultaneously


• Strong interpersonal skills within all levels of the organization


• Ability to navigate within automated systems and proficient with MS office applications including Word, Excel, PowerPoint and Outlook

EDUCATION - Bachelor’s degree in Business Administration, Marketing or related field from an accredited college or university or the international equivalent required. Master’s degree preferred.

SPECIAL INSTRUCTIONS TO CANDIDATES

EOE/AA M/F/D/V