Senior Director Market Development

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.

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

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

EOE/AA M/F/D/V

QUALIFICATIONS EDUCATION SPECIAL INSTRUCTIONS TO CANDIDATES

VITAS® Healthcare is the nation’s leading provider of end-of-life care, and has the resources and expertise to support your personal and professional growth.  As a member of the VITAS team, you’ll find fulfillment working for a people-focused organization dedicated to making a difference in the lives of others. You will be more than just an employee: You will be counted on as an expert in your field, and as a valued team member whose efforts are respected and vital to our hospice mission.

All VITAS employees commit to fulfilling their duties and responsibilities with the highest regard for professionalism, collaboration and teamwork, and an eye focused constantly on growth and improvement. We serve with commitment and compassion, and position ourselves for the future by embracing, innovating, and leading change. If you are that person, make your voice heard—find your purpose at VITAS today.

Benefits Include:

- Competitive compensation 
- Health, dental, vision, life and disability insurance
- Pre-tax healthcare and dependent care flexible spending accounts
- Life insurance
- 401(k) plan with numerous investment options and generous company match
- Cancer and/or critical illness benefit
- Tuition Reimbursement
- Paid Time Off
- Employee Assistance Program
- Legal Insurance
- Roadside Assistance
- Affinity Program

Many of our positions offer the opportunity to work day or night shifts, weekdays or weekends.

Choose a Career with VITAS