Senior Business Development Director

1 week ago

Sacramento, California, United States VITAS Healthcare Full time

Leadership of Sales Team Development

  • Offers mentorship, coaching, and strategic direction for team members. Cultivates each team member's skills and actively guides them in sales discussions and methodologies, adhering to the VITAS Sales Model. Ensures consistent utilization of territory and account planning while effectively leveraging CRM tools.
  • Accompanies team members on client visits to mentor, train, and foster relationships with customers while pinpointing strengths and areas for improvement, implementing territory strategies accordingly.
  • Delivers timely and specific coaching feedback regarding the sales model during all client interactions.
  • Facilitates regular sales meetings based on market assessments and team skill development opportunities, incorporating educational components.
  • Supports onboarding of new sales representatives and encourages ongoing development and growth for all sales personnel.
  • Fosters a positive culture of growth and development within the sales team to enhance retention.
  • Actively seeks to attract top-tier talent to the organization.

Establish Expectations and Ensure Accountability within Sales Team

  • Guarantees successful achievement of targeted accounts by enhancing market share and growth through strategic planning and execution. Monitors results against established plans.
  • Capable of setting clear expectations and addressing compliance with standards.
  • Encourages and coaches the significance of effective account management and progression.
  • Engages in the execution of quarterly business plans for representatives, utilizing effective targeting methods and appropriate sales strategies for account awareness through integration.
  • Skilled in developing and implementing strategies to enhance performance and rectify deficiencies.

Lead and Drive Business Opportunities as Sales Leader

  • Provides leadership and sets the strategic direction for the team to meet sales targets and successfully implement goals and strategies.
  • Collaborates closely with the team and professional partners to ensure favorable customer outcomes. Responsible for nurturing and maintaining professional relationships with key stakeholders, including hospitals, physicians, post-acute care facilities, and assisted living communities.
  • Adept at identifying opportunities through analysis using available tools, as well as understanding specific market needs.
  • Proactive in seizing market opportunities and improving areas of weakness.
  • Possesses in-depth knowledge of healthcare and market dynamics to effectively execute growth strategies.

Collaboration with Internal Stakeholders

  • Engages with internal stakeholders across the organization, partnering with marketing, patient care, clinical, and compliance teams to implement business strategies.
  • Identifies opportunities for cross-functional collaboration to enhance the sales process through a solution-oriented approach.
  • Works alongside medical directors to develop physician peer-to-peer relationships within the community.
  • Utilizes central support departments to explore business development opportunities.
  • Presents program metrics and strategies on a quarterly basis to senior management.

QUALIFICATIONS

  • A minimum of three (3) years of experience in a leadership role.
  • At least five (5) years of experience in the healthcare, therapeutics, sales, or marketing sectors.
  • Proficient in business analytics to forecast growth opportunities, including expertise in Excel and CRM systems.
  • Demonstrated experience in developing strategies and solutions to drive sales.
  • Strong prioritization and organizational skills.
  • Ability to work effectively as both a team leader and member.
  • Understanding of collaboration with cross-functional teams to create actionable plans.
  • Capable of preparing and delivering product presentations.
  • Proven ability to draft effective business and sales plans.
  • Working knowledge of healthcare trends relevant to the position.
  • Ability to lead a sales team positively and productively, motivating and managing employee performance. Expected to administer disciplinary procedures appropriately through effective coaching and counseling.
  • Ability to communicate tactfully, both verbally and in writing, with department heads, managers, colleagues, and vendors to resolve issues and negotiate solutions.
  • Knowledge of human resources policies and practices.
  • Ability to manage multiple assignments simultaneously.
  • Strong interpersonal skills across all organizational levels.
  • Proficient in navigating automated systems and skilled in MS Office applications, including Word, Excel, PowerPoint, and Outlook.

EDUCATION

  • Bachelor's degree in Business Administration, Marketing, or a related field from an accredited institution or the international equivalent is required. A Master's degree is preferred.

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