Area Director of Business Development

Arkansas Hospice, Inc. • North Little Rock, AR

14h • Hybrid

About The Position

The Area Director of Business Director,(ADBD), in collaboration with the Vice President of Business Development and other key leaders, is responsible for leading a high-performing sales team, building strategic partnerships, executing LifeTouch Health, LTH, sales strategies for all four companies. This includes census growth in hospice, palliative care, GUIDE, primary care and personal care. The ADBD will lead LTH sales and strategic growth initiatives and collaborates with other key leaders in the development of new business models and service innovations. The ADBD will forge and nurture relationships with key partners to position LTH as the provider of choice and oversee all activities involving Territory Account Managers.

Requirements

• Bachelor’s degree in health care administration, marketing, or a related field. Relevant experience above the minimum may substitute for the degree.
• Minimum of seven (7) years of leadership experience in health care with emphasis on sales and service line development in a health system, insurance, managed care, or at-risk provider environment; provider/payor contracting experience preferred.
• Proven track record of new business development, sales, and revenue growth achievement.
• Exceptional administrative, management, analytical and communication skills.
• Professional and effective written and verbal communication skills.
• Must have reliable transportation, automobile insurance, and a valid driver’s license.
• Superior written, oral, interpersonal and presentation skills.
• Extensive knowledge of healthcare, including both acute and non-acute settings.
• Extensive knowledge of healthcare reimbursement systems, including managed care and value-based purchasing concepts.
• Superior conceptual, analytical, change management and organizational skills.
• Exceptional relationship development skills and ability to engage government, community, business and healthcare leaders in strategic initiatives.
• Ability to relate well to people from diverse cultural and educational backgrounds.
• Sound judgment and ethical behavior in decision-making.
• Working knowledge of Microsoft Office (including Word, Excel, PowerPoint and Outlook) and ability to learn other software applications.
• Ability to create financial pro formas and read and interpret financial statements.
• Skill in organizing and prioritizing projects and workloads to meet deadlines.
• Ability to follow basic safety policies and procedures.
• Ability to use good judgment and to maintain confidentiality of information.
• Ability to work as a team player.
• Ability to demonstrate tact, resourcefulness, patience and dedication.
• Ability to accept direction and adhere to policies and procedures.
• Ability to work in a fast-paced environment and manage multiple priorities.
• Willingness to work flexible hours and travel extensively throughout the service area.

Nice To Haves

• Provider/payor contracting experience preferred.

Responsibilities

• Develops, communicates, executes, and sustains strategic growth initiatives.
• Lead and mentor a team of Territory Account managers, including hiring, onboarding, coaching and performance management.
• Develop and implement territory specific sales strategies to meet or exceed census growth and admission targets for all lines of LTH services.
• Works directly with centralized intake and admission leadership; fosters a culture of service, mission focus, and rapid response to achieve target conversion rates, excellent referral source relations, and optimal patient/family outcomes for hospice, Palliative Care, GUIDE, primary care and personal care.
• Analyze sales data, market trends, and referral patterns to improve effectiveness and strategy.
• Works with leaders and staff throughout the organization to identify opportunities for growth, eliminate barriers, and facilitate solutions through innovation and collaboration.
• Continually monitors trends related to serious illness and end-of-life care, including both government and commercial products and services.
• Researches and identifies potential new service lines and develops comprehensive business plans and budgets for proposed or expanded lines of business.
• Develops strong relationships with current and potential referral sources and value-based purchasing entities including hospitals, health systems, long-term care providers, home health agencies, physicians, payors, Medicare Advantage plans, managed care organizations, community organizations, value-based purchasing, and alternative payment models.
• Actively pursues new partnerships, contracts, and business opportunities.
• Assists the CEO, CFO and other key leaders with negotiation and administration of payor agreements and ensures ongoing compliance with contract terms.
• Promotes positive employee relations through open communication, fair treatment, and consistent application of policies.
• Effectively manages change by motivating, communicating, leading, modeling, and rewarding desired behaviors.
• Serves as a key spokesperson for the organization, promoting the mission, vision and values both internally and externally.
• Ensures compliance with all applicable laws, regulations and accreditation standards.
• Pursues growth and development opportunities in leadership, management education, professional, and area networking associations.
• Completes performance evaluations for all assigned staff in a timely manner.
• Develops budget and manages expenses within established limits.
• Manages FTEs within established guidelines including controlling agency and overtime expenses.
• Maintains confidentiality of all information.
• Utilizes and models excellent customer service skills at all times; seeks opportunities to assist patients, families and co-workers; demonstrates teamwork and cooperation.
• Accepts direction and follows instructions from supervisor; seeks additional information as needed; works with minimal supervision.
• Adheres to all organizational and departmental policies and procedures.
• Continually meets organizational standards for attendance and punctuality; notifies supervisor in a timely manner when employee will be absent or late for work.
• Attends all required meetings and inservices; seeks opportunities for additional professional development activities as appropriate.
• Performs other functions as directed by the Chief Executive Officer.

Benefits

• Medical, Dental, and Vision Insurance
• Company paid life insurance policy up to $15,000
• FSA and FSA Dependent care
• Supplemental Insurance such as Short-term disability, Long-Term disability, etc.
• 401(k) retirement plan with company match
• Paid time off (PTO) program to total up to 208 hours a year
• Tuition and certification reimbursement for qualified employees
• Employee Assistance Program (EAP)
• Free parking at all locations.
• Mileage reimbursement for company travel.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior