Area Sales Director, Home Health

BAYADA Home Health Care•Charlotte, NC

About The Position

BAYADA Home Health Care is in search of an Area Sales Director to support our Greater Charlotte Home Health Sales team. The ASD will develop and implement selling strategies and tactics to grow Home Health Practice revenue and admissions. The role supervises a team of Marketing Managers and Transitional Care Managers that are deployed to call on assigned referral sources and grow customer relationships. BAYADA's Home Health practice provides short-term home health care services to help with rehabilitation after an illness, injury, hospital stay, or surgery, or to help manage a chronic medical condition. Episodes of care typically last between 30 and 60 days, but can be renewed if medically necessary. Home health care visits are generally covered 100 percent by Medicare through the Medicare home health benefit or by private insurance. TERRITORY: Greater Charlotte area

Requirements

Exemplifies characteristics of The BAYADA Way: compassion, excellence and reliability.
Four (4) year college degree.
Minimum of three (3) years home health care sales and marketing experience required.
Experience in leading, training and driving a sales team through the referral/admission process.
Demonstrated exceptional strong interpersonal and relationship building skills.
Demonstrated record of outstanding organizational and problem-solving skills.
Ability to communicate verbally and in writing effectively and professionally.
Demonstrated record of successfully developed home health sales training/mentoring tools/comprehensive strategic marketing plans with positive growth results.
Track record of demonstrated home health sales growth and quota attainment.
Ability to present multi homecare service lines.
Ability to interview and hire qualified sales individuals.
Demonstrated record of positive professional team playing attitude, adaptability to shift priorities and multi task.
Creative and “hands-on”.
Capable of using sales reports and field communication to formulate strategic plans and customer specific selling presentation.
Knowledge and compliance of Home Health state and federal regulatory agencies, reimbursement, and payor mix.
Must exhibit strong leadership ability, strategic insight, sales capability and must exercise good judgment and diplomacy.
Intermediate PC skills required to perform job functions including PowerPoint, Excel and Microsoft Word.
Acceptable pre-employment assessment results.
Ability to read, write and effectively communicate in English.

Responsibilities

Demonstrate and communicate the core values of BAYADA and The BAYADA Way.
Develop working knowledge of BAYADA’s mission, services, people, organization, policies and procedures.
Achieve budgeted growth goals in admissions and revenue.
Interview, hire, train and evaluate Marketing Managers and Transitional Care Managers.
Mentor Sales strategies/tactics to area offices on gaining new referral business. Supervise their Sales team by providing leadership, setting team expectations and reviewing performance with their Reginal Sales Director (RSD).
Analyze sales strategies to increase referrals, admissions, and market share in assigned offices.
Assist in market research including competitive research, market survey, and demographic analysis.
Develop sales training programs and materials.
Conduct ride along sales calls, business development activities and contacting efforts to ensure referrals from key accounts with the offices Marketing Managers and Liaisons.
Conduct bi-monthly 1-1s and quarterly field ride-a longs with each of their Marketing Manager team.
Define foundation of account planning and management relationships and deliverables. Analysis and communicates the objectives of account planning and management to all members of the team for success of visit sales.
Demonstrate the ability to identify needs among key accounts and develop strong relationships with new and existing referral source while focusing on quantitative as well as qualitative results.
Demonstrate the ability to target and qualify accounts and develop an effective messaging and positioning strategy to sell BAYADA Services.
Identifies programs or niche opportunities as indicated by referral sources or market needs.
Maintain and promote BAYADA presence in the community.
Utilize Homecare Homebase, COM, Marketing toolbox, other marketers, and external resources to generate marketing ideas.
Maintain a system to track all marketing activity and contact information.
Provide Site Visit Reports to RSD.
Demonstrate solid performance or exceed performance standards in key job dimensions/attributes as defined on the Performance Appraisal for Office Staff.
Perform related duties, or as required or requested by supervisor.