Director Market Development

VITAS Healthcare • La Salle, IL

103d

About The Position

The Sales Team Development role focuses on providing guidance, coaching, and direction for team members. The position involves developing each team member and actively coaching them in sales conversations and techniques guided by the VITAS Sales Model. The role ensures that each team member consistently uses territory and account planning while leveraging the CRM tool. The position requires traveling with team members to coach, train, and develop relationships with customers while identifying opportunities for strength and development and implementing territory plans. Regular sales meetings are conducted based on the assessment of market needs and team skill set opportunities, inclusive of an education component. The role supports new hire representatives along with continued development and growth for all sales representatives, creating a positive culture of growth and development on the sales team for retention purposes. Additionally, the role actively recruits to attract top talent into the organization.

Requirements

• Minimum of three (3) years’ experience in a leadership capacity.
• At least five (5) years' experience in the healthcare/therapeutics, sales, or marketing field.
• Proficiency in business analytics to forecast growth opportunities.
• Demonstrated experience in developing strategies and solutions to drive sales.
• Strong prioritization and organization skills.
• Ability to work effectively as a team leader/member.
• Understanding of collaboration with cross-functional teams.
• Ability to prepare and execute product presentations.
• Demonstrated ability to write effective business and sales plans.
• Working knowledge of healthcare trends.
• Ability to lead a sales team positively and productively.
• Ability to communicate tactfully with department heads, managers, coworkers, and vendors.
• Knowledge of human resources policies and practices.
• Ability to work on various assignments simultaneously.
• Strong interpersonal skills within all levels of the organization.
• Ability to navigate automated systems and proficiency with MS Office applications.

Nice To Haves

• Master’s degree in Business Administration, Marketing, or related field.

Responsibilities

• Provides guidance, coaching, and direction for team members.
• Develops each team member and actively coaches them in sales conversations and techniques.
• Ensures consistent use of territory and account planning while leveraging the CRM tool.
• Travels with team members to coach, train, and develop relationships with customers.
• Provides timely, specific coaching feedback related to the sales model during all sales interactions.
• Conducts regular sales meetings based on market needs and team skill set opportunities.
• Supports new hire representatives and continued development for all sales representatives.
• Creates a positive culture of growth and development on the sales team.
• Actively recruits to attract top talent into the organization.
• Ensures successful territory achievement of targeted accounts by increasing market share.
• Tracks results to plan and sets consistent expectations for the team.
• Fosters and coaches the importance of account management and progression.
• Engages in the execution of rep quarterly business plans and effective targeting methods.
• Develops and implements strategies to improve performance and address deficiencies.
• Provides leadership and sets direction for the team to achieve targeted sales numbers.
• Collaborates with the team and professional partners to ensure positive customer outcomes.
• Develops and maintains professional business relationships with key stakeholders.
• Identifies opportunities through analysis and specific market needs.
• Proactively capitalizes on market opportunities and improves areas of weakness.
• Collaborates with internal stakeholders to execute business strategies.
• Identifies areas for cross-functional partnerships to enhance the sales process.
• Works with medical directors on developing physician peer-to-peer relationships.
• Presents program statistics and strategies on a quarterly basis to senior management.

What This Job Offers

• Job Type: Full-time
• Education Level: Bachelor's degree
• Number of Employees: 5,001-10,000 employees