Director Market Development

VITAS Healthcare•Bakersfield, CA

About The Position

The Director Market Development role focuses on leading and developing a sales team to achieve targeted sales numbers and drive market share growth. This position involves coaching team members on sales techniques, territory planning, and CRM utilization. The Director will travel with the team to provide on-site coaching, build customer relationships, and identify areas for improvement. Regular sales meetings will be conducted to assess market needs and team skill development. The role also includes supporting new hires, fostering a positive team culture for retention, and actively recruiting top talent. The Director is responsible for ensuring successful territory achievement through strategic planning and execution, tracking results, and holding the team accountable for standards. This includes fostering account management and progression, and developing strategies to enhance performance. As a sales leader, the Director will provide direction, collaborate with internal partners, and build professional relationships with key stakeholders in the healthcare sector. Identifying market opportunities through analysis and understanding healthcare trends are crucial. Collaboration with internal teams such as marketing, patient care, clinical, and compliance is essential for executing business strategies and enhancing the sales process. The role also involves working with medical directors to develop physician relationships and leveraging central support departments for business development. Regular presentations of program statistics and strategies to senior management are expected.

Requirements

Minimum of three (3) years’ experience and/or training in leadership capacity
At least five (5) years' experience in the health-care/therapeutics, sales or marketing field.
Proficiency in business analytics in order to forecast growth opportunities including excel and CRMs
Demonstrates experiences of developing strategies and solutions to drive sales
Demonstrated prioritization and organization skills.
Ability to work effectively as a team leader/member must be a strength.
Understanding of collaboration with cross functional teams to develop actionable plans
Ability to prepare and execute product presentations to others.
Demonstrated ability to write effective business plans and sales plans.
Working knowledge of healthcare trends and how they apply to the position
Ability to lead a sales team in a positive and productive manner by motivating, developing and managing employees’ performance.
Expected to also possess the ability to utilize and administer disciplinary procedures, where appropriate, through effective coaching and counseling of staff as they erform the duties and functions of their work.
Ability to communicate tactfully, verbally and in writing with department heads, managers, coworkers and vendors to resolve problems and negotiate resolutions
Knowledge of policies and practices involved in the human resources function
Ability to work on various assignments simultaneously
Strong interpersonal skills within all levels of the organization
Ability to navigate within automated systems and proficient with MS office applications including Word, Excel, PowerPoint and Outlook

Nice To Haves

Master’s degree preferred.

Responsibilities

Provides guidance, coaching and direction for team members.
Develops each team member and actively coaches them in sales conversations and techniques guided by the VITAS Sales Model.
Ensures each team member is consistently using territory and account planning while leveraging the CRM tool.
Travels with team members to coach, train and develop relationships with customers while identifying opportunities of strength and development and implementing territory plans.
Provides timely, specific coaching feedback related to sales model during all sales interactions.
Conducts regular sales meetings based on assessment of market needs, team skill set opportunities inclusive of education component.
Supports new hire representatives along with continued development and growth for all sales representatives.
Creates positive culture of growth and development on sales team for the purposes of retention.
Actively recruits to attract top talent into the organization.
Ensures successful territory achievement of targeted accounts by increasing market share and growth through planning and executing strategies.
Tracks results to plan.
Able to set consistent expectations and address adherence to standards.
Foster and coach to the importance of account management and progression.
Engage in the execution of rep quarterly business plans, effective targeting methods, and appropriate sales strategy for account awareness through integration.
Able to develop and implement strategies to improve performance and address deficiencies.
Provide leadership and set the direction for the team to achieve targeted sales numbers and successfully execute goals and strategies.
Closely collaborate with the team and professional partners to ensure positive customer outcomes.
Responsible for developing and maintaining professional business relationships with key stakeholders to include; hospitals, physicians, post-acute care, and assisted living communities.
Able to identify opportunities through analysis with given tools as well as specific needs of the market.
Proactive in capitalizing on market opportunities and improvement on areas of weakness.
Proficiency in healthcare and market knowledge in order to execute strategies for growth.
Works with internal stakeholders throughout the organization including partnering with marketing, patient care, clinical and compliance to execute business strategies.
Identify areas where cross functional team members can partner to enhance the sales process through solution based approach.
Work with medical director/regional medical director on development of physician peer-to-peer relationships in the community.
Leverage central support departments for business development opportunities.
Present program statistics and strategies on a quarterly basis to senior management.