Director of Business Development

Moments Hospice • Miami, FL

8h

About The Position

The Director of Business Development drives business development and marketing performance for an assigned market under the direction of the Regional Director of Business Development (RDBD). The role supports Moments Hospice’s mission, “Changing the Hospice Experience One Moment at a Time,” by overseeing revenue, referrals and admissions, patient census, and growth strategies. It also supports regional operations and company goals through coordination with clinical, operational, and business development teams.

Responsibilities

• Direct business development and marketing activities across the assigned region, developing and implementing programs to grow hospice revenue, patient census, and partnership opportunities.
• Develop and implement the strategic sales plan under the RDBD; contribute to the marketing plan and budget, and manage implementation.
• Develop plans for sales-territory vacancy coverage and align business development activities with operational and clinical goals.
• Accompany regional operations directors, clinical managers or directors, and business development staff on customer calls, project implementations, and service recovery.
• Maximize referral-closing opportunities to grow market share; track and analyze market and team performance trends to identify opportunities and address weaknesses.
• Maintain sales and marketing guidelines, policies, and procedures, and foster relationships among business development, clinical, and operational teams.
• Build referral relationships and centers of influence among hospitals, skilled nursing and assisted living facilities, independent senior buildings, physicians, community organizations, and other professionals.
• Create mechanisms to report sales strategy and progress to leadership; promote relationship-building and marketing through public speaking and participation in professional organizations, conferences, and trade shows.
• Develop positive relationships with media, community leaders, churches, and current and potential referral sources.
• Identify and facilitate regional marketing events, including health fairs and community events, to build community relations and serve the geriatric community.
• Oversee, support, train, and provide technical assistance to business development teams, including Hospice Care Consultants, liaisons, managers, and directors.
• Manage team training; coach team members to meet or exceed activity, conversion, admission, and sales growth goals; and establish performance expectations.
• Create and deliver repeatable sales-process training using needs-based selling, lead follow-up, sales advancement, and objection-handling techniques.
• Ensure teams consistently use the customer relationship and marketing information system (CRM) to document and develop accounts and make effective use of the database.
• Promote accountability by providing tools, following through on expected results, and maintaining policies, procedures, and protocols.
• Analyze accounts and markets for changes in sales potential and help teams adapt; foster a positive culture of growth and development to support team retention.
• Contribute to annual sales forecasting and regional business plans with the RDBD and RDCO.
• Clearly explain Moments Hospice services and programs and engage prospects and customers consultatively, making recommendations as appropriate.
• Identify cross-functional partnerships that can improve business development through a solution-based approach; support customer-service training aligned with Moments values.
• Participate in branch strategic planning to align sales and marketing with branch goals, and ensure teams follow the referral-to-admission process.
• Perform other duties as assigned.

Benefits

• Competitive salary
• Company car with fuel and insurance covered; fleet car benefit option available for business and personal use at minimal cost
• Comprehensive health insurance
• Dental insurance
• Vision insurance
• Flexible scheduling options
• Generous PTO accruing immediately
• Additional sick leave
• 401(k) with company matching

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed