Director Market Development

VITAS Healthcare•San Antonio, TX

About The Position

The Director Market Development leads the sales team’s development and performance, providing guidance, coaching, and direction to team members. The role supports employee growth through sales coaching based on the VITAS Sales Model, territory and account planning, CRM use, customer visits, regular sales meetings, new-hire support, and active recruitment. It fosters a positive team culture focused on development and retention. The Director sets expectations and accountability for achieving territory targets, increasing market share, and executing sales strategies. This includes tracking performance against plans, supporting quarterly business plans and account progression, and developing strategies to address performance gaps. The role leads the execution of business opportunities, builds and maintains relationships with healthcare stakeholders, and uses market analysis and healthcare knowledge to identify growth opportunities. The position collaborates with internal partners, including marketing, patient care, clinical, and compliance teams, to carry out business strategies and improve the sales process. It also works with medical leadership to develop physician peer-to-peer relationships, leverages central support departments, and presents program statistics and strategies to senior management quarterly.

Requirements

At least three years of experience and/or training in a leadership capacity.
At least five years of experience in healthcare/therapeutics, sales, or marketing.
Proficiency in business analytics for forecasting growth opportunities, including experience with Excel and CRM systems.
Experience developing strategies and solutions to drive sales.
Strong prioritization and organizational skills.
Ability to work effectively as a team leader and team member.
Understanding of cross-functional collaboration to develop actionable plans.
Ability to prepare and deliver product presentations.
Demonstrated ability to write effective business and sales plans.
Working knowledge of healthcare trends and their relevance to the position.
Ability to lead a sales team positively and productively by motivating, developing, and managing employee performance.
Ability to use and administer disciplinary procedures when appropriate through effective coaching and counseling.
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 multiple assignments simultaneously.
Strong interpersonal skills across all levels of the organization.
Ability to navigate automated systems and proficiency with Microsoft Office applications, including Word, Excel, PowerPoint, and Outlook.
Bachelor’s degree in Business Administration, Marketing, or a related field from an accredited college or university, or the international equivalent.

Nice To Haves

Master’s degree.

Responsibilities

Guide, coach, and develop sales team members, including coaching sales conversations and techniques using the VITAS Sales Model.
Ensure consistent use of territory and account planning and the CRM tool.
Travel with team members to coach them, build customer relationships, identify strengths and development needs, and implement territory plans.
Provide timely, specific coaching feedback during sales interactions.
Conduct regular sales meetings based on market needs and team development opportunities, including educational components.
Support new hires and the continued development of sales representatives, foster a growth-oriented team culture, and recruit top talent.
Set expectations and lead accountability for achieving targeted accounts, increasing market share, and growing territories.
Track results against plans and address adherence to standards and performance deficiencies.
Coach the team on account management and progression; support quarterly business plans, targeting methods, and account-awareness strategies.
Lead the team in achieving sales targets and executing goals and strategies.
Collaborate with team members and professional partners to support positive customer outcomes.
Develop and maintain professional business relationships with hospitals, physicians, post-acute care providers, and assisted living communities.
Analyze market needs and available tools to identify opportunities, capitalize on strengths, and address areas for improvement.
Partner with marketing, patient care, clinical, and compliance stakeholders to execute business strategies and improve the sales process.
Work with medical directors or regional medical directors to develop physician peer-to-peer relationships in the community.
Leverage central support departments for business development opportunities.
Present program statistics and strategies to senior management on a quarterly basis.
Motivate, develop, and manage employee performance, including using coaching, counseling, and disciplinary procedures when appropriate.