Hospice Sales Manager

From $85,000.00 per year

Acara Healthcare is a leading provider of high-quality in-home healthcare services across Central and South Texas. We are dedicated to improving the lives of our patients by providing compassionate and professional care in the comfort of their homes. Acara Healthcare serves a diverse range of communities, including Austin, San Antonio, Del Rio, Eagle Pass, Harlingen, Laredo, McAllen, Pearsall, Robstown, Uvalde, and Rio Grande City.

At Acara Healthcare, our mission is centered around the well-being of individuals in their homes and communities. We are committed to delivering healthcare with integrity, respect, and a deep sense of gratitude. Our core values guide us in everything we do:

• Respect: We honor patients, their families, and each other.
• Promise: We uphold our commitments to those in our care.
• Gratitude: We are thankful for the opportunity to serve our patients and their families.
• Integrity: We maintain ethical and moral standards in all situations.
• Honor: We perform our duties with honor, maintaining professionalism and excellence.

We are currently expanding our team and seeking a dedicated Hospice Sales Manager to support our continued growth and success in both our Home Health and Hospice departments.

Position Summary:

Acara Healthcare is seeking a Hospice Sales Manager to join our team in a key leadership role, responsible for driving the growth of our post-acute healthcare services across Central and South Texas. This role requires a seasoned professional with a deep understanding of the post-acute healthcare landscape and a strong track record in business development, insurance contract negotiations, relationship management, and expanding service offerings within competitive healthcare markets. This position will work to establish new business opportunities, contract negotiations with referring providers and insurance companies, develop strategic partnerships, and enhance Acara Healthcare's presence in the region.

Key Responsibilities:

Strategic Business Development:

Lead the development and implementation of business development strategies designed to drive growth across home health, hospice, and skilled care services. Identify, pursue, and secure new business opportunities within the post-acute healthcare market, with a focus on expanding Acara Healthcare's presence in Central and South Texas. Target and engage healthcare systems, physician groups, hospitals, and other referral sources to grow the company's footprint.

Market Expansion & Growth:

Analyze target markets to uncover opportunities for service expansion and growth. Develop and manage a pipeline of potential referral sources, including hospitals, physicians, SNFs, long-term care facilities, and insurance companies. Create and execute strategies to enter new regions, ensuring scalable and sustainable growth of services.

Relationship Management:

Establish and maintain strong, long-term relationships with key healthcare decision-makers, including physicians, hospital administrators, and post-acute care providers. Serve as a point of contact for referral sources, clinical liaisons, and the sales team, ensuring seamless coordination of care and alignment with Acara Healthcare's services. Foster trust and collaboration with stakeholders to increase patient referrals and build a solid referral network.

Revenue Growth & Target Achievement:

Drive revenue growth by meeting or exceeding business development targets. Effectively manage the business development pipeline, ensuring timely follow-up and conversion of leads. Track and report on key performance metrics, utilizing data to ensure goals are being met and revenue is continuously generated.

Stakeholder Engagement:

Collaborate with internal teams, including clinical, operational, and leadership teams, to ensure alignment between business development and service delivery. Provide ongoing support to referral sources, ensuring satisfaction and nurturing long-term relationships to retain and expand business opportunities.

Sales & Marketing Strategy:

Work closely with the marketing team to develop and execute marketing campaigns that support business development objectives. Represent Acara Healthcare at industry events, conferences, and networking opportunities to raise brand awareness and generate new business leads. Utilize outreach campaigns to educate the market on the company's home health, hospice, and skilled care services in targeted regions.

Contract Negotiation & Management:

Lead contract negotiations with new partners and clients, ensuring mutually beneficial agreements that align with company goals. Oversee the execution and management of contracts to ensure compliance, smooth transitions, and consistent service delivery. Work collaboratively with the operations and clinical teams to maintain high levels of client satisfaction and implement strategies for retention and long-term partnerships.

Competitive Analysis & Market Intelligence:

Monitor and analyze the competitive landscape, identifying emerging trends, market opportunities, and potential threats. Use insights gathered through market intelligence to refine business strategies and ensure the company maintains a competitive edge within the post-acute healthcare industry.

Performance Metrics & Reporting:

Monitor, track, and report on business development activities and progress. Ensure proper documentation of all activities, utilizing CRM tools and other tracking systems. Provide regular updates and forecasts to the SVP of Clinical Operations and the leadership team, ensuring transparency and alignment with business objectives.

Team Leadership & Collaboration:

Work closely with senior management to align business development strategies with operational goals. As the organization grows, build and mentor a team of business development professionals, providing guidance and support to ensure success in achieving targets. Collaborate with clinical, sales, and operational teams to ensure services are delivered effectively and meet the needs of patients and referral sources.

Qualifications:

• Experience: At least 5-7 years of experience in business development, sales, contract negotiations, or healthcare operations, with specific expertise in post-acute healthcare services (home health, hospice, skilled care). Proven track record in driving revenue growth, contract negotiations, closing deals, and establishing lasting partnerships.
• Proven Track Record: Demonstrated success in sales and contract negotiations within the healthcare sector. Ability to develop creative strategies to penetrate new markets and close complex deals.
• Industry Knowledge: Strong understanding of the post-acute healthcare industry, including knowledge of healthcare regulations, payer systems, development of payer contracts, referral networks, and trends in home health, hospice, and skilled nursing care.
• Relationship Building: Exceptional interpersonal and relationship-building skills. Proven ability to develop trust and rapport with key stakeholders, including healthcare providers, referral sources, payers, and community organizations.
• Leadership Skills: Ability to lead, inspire, and mentor a team of business development professionals. Strong leadership presence with experience building high-performing teams in a growth environment.
• Sales & Negotiation Skills: Proven track record of success in sales and contract negotiations within the healthcare sector. Skilled in developing innovative strategies to penetrate new markets, execute complex deals, and expand the organization's relationships with multiple payers, referral sources, and healthcare providers. Demonstrated ability to navigate challenging negotiations and close high-value agreements that drive business growth.
• Organizational Skills: Excellent project management and organizational skills, with the ability to manage multiple priorities in a fast-paced environment.
• Analytical Ability: Strong analytical skills with the ability to assess market trends, track sales activities, and generate actionable insights.
• Communication Skills: Exceptional verbal and written communication skills, with the ability to present ideas, negotiate, and influence others effectively.
• Education: A bachelor's degree in business, healthcare administration, marketing, or a related field is preferred. Master's degree or relevant certifications (e.g., Certified Healthcare Business Executive) are a plus.
• Travel: Willingness to travel extensively within the Central and South Texas regions.

Compensation:

• Base Salary: Competitive base salary, commensurate with experience.
• Performance-Based Bonus: Uncapped commission and bonus structure tied to business development milestones.
• Benefits Package: Comprehensive benefits including health, dental, vision.

Career Development: Opportunities for career advancement and professional development within an expanding organization.

Benefits:

• Dental insurance
• Health insurance
• Vision insurance

Job Type: Full-time

Pay: From $85,000.00 per year

Benefits:

• Dental insurance
• Flexible schedule
• Health insurance
• Paid time off
• Vision insurance

Work Location: On the road