Business Development Market Manager, Hospice

At Home Care Hospice•Williamsburg, VA

About The Position

The Market Manager of Hospice Business Development is responsible for leading and executing growth strategies to increase hospice admissions, expand market share, and strengthen referral relationships within an assigned territory. This role drives sales performance through leadership, coaching, and collaboration with clinical and operational teams while ensuring alignment with the organization’s mission of delivering compassionate, patient-centered end-of-life care. This position will also carry a book of business while leading a territory typically in 1-2 geographical markets.

Requirements

3-5+ years of healthcare sales experience, preferably in hospice or post-acute care
Strong understanding of hospice regulations, referral sources, and reimbursement models
Proven track record of meeting or exceeding sales targets
Strategic thinking and market analysis
Leadership and team development
Relationship building and influence
Strong communication and presentation skills
Data-driven decision making
Ability to thrive in a fast-paced, mission-driven environment
Admission growth and census targets
Referral source development and retention
Sales activity metrics (calls, visits, conversions)
Market share expansion
Team performance and retention
Individual performance in assigned territory

Nice To Haves

Bachelor’s degree in business, Healthcare Administration, Marketing, or related field

Responsibilities

Develop and execute a strategic sales plan to achieve and exceed admission and census goals
Analyze market trends, referral patterns, and competitor activity to identify growth opportunities
Build and maintain a strong referral pipeline across hospitals, physicians, SNFs, ALFs, and community partners
Lead, coach, and develop hospice liaisons and sales team members
Conduct regular field rides, performance reviews, and ongoing training
Foster a culture of accountability, engagement, and high performance
Establish and maintain key relationships with referral sources and community stakeholders
Serve as a market ambassador for hospice services and education
Partner with clinical leadership to ensure seamless transitions and high-quality patient care
Continue to hold accounts and be responsible for a sales goal monthly
Monitor key performance indicators (KPIs) including admissions, conversion rates, and call activity
Utilize CRM tools to track sales activities and outcomes
Provide regular reporting and forecasts to senior leadership
Work closely with Executive Directors, Clinical Directors, and Operations leadership
Align sales initiatives with operational capacity and quality outcomes
Support marketing initiatives, community events, and brand awareness efforts