Director of Business Development

Moments Hospice•Milwaukee, WI

10d

About The Position

The Director of Business Development leads business development and marketing efforts for an assigned market under the direction of the Regional Director of Business Development (RDBD). The role supports Moments Hospice’s mission of “Changing the Hospice Experience One Moment at a Time” by overseeing revenue, referrals and admissions, patient census, and growth strategies. The Director develops and implements sales and marketing programs and plans, analyzes market and team performance, builds referral relationships, and represents the organization in community and professional settings. The role also oversees and coaches business development teams, including Hospice Care Consultants, and provides training and operational support to help teams achieve customer satisfaction, revenue growth, and account goals. The Director works with clinical, operations, and regional leaders to align business development activities with organizational goals and ensure referral-to-admission processes and company policies are followed.

Responsibilities

Direct business development and marketing activities in the assigned region, developing and implementing programs to grow hospice revenue, patient census, and partnering opportunities.
Develop and implement a strategic sales plan under the Regional Director of Business Development, contribute to the marketing plan and budget, and manage implementation.
Develop plans for coverage of vacant sales territories.
Coordinate with internal stakeholders to align business development activities with operational and clinical goals.
Accompany operations leaders, clinical leaders, and business development staff on customer calls, program implementations, and service recovery efforts.
Maximize referral-closing opportunities to support market-share growth.
Track and analyze market and business development team performance trends, identifying opportunities and areas for improvement.
Maintain sales and marketing guidelines, policies, and procedures.
Build collaboration among Business Development, Clinical, and Operations teams to strengthen teamwork and referral relationships.
Develop and maintain relationships with referral sources and centers of influence, including hospitals, skilled nursing and assisted living facilities, senior buildings, physicians, community organizations, churches, media, and other professionals.
Create and implement mechanisms to report sales strategy and progress to leadership.
Promote relationship-building and marketing through public speaking, professional organizations, conferences, trade shows, and other activities.
Identify and facilitate internal and external marketing events, such as health fairs and community events.
Oversee business development teams and provide support, training, and technical assistance to Hospice Care Consultants, liaisons, managers, and directors.
Manage training for business development teams and teach a repeatable sales process using needs-based selling, lead follow-up, sales advancement, and objection handling.
Coach team members to meet or exceed activity, conversion, admission, and sales growth goals, and establish clear performance expectations.
Ensure teams consistently use the customer relationship and marketing information system (CRM) to document and develop customer relationships and make effective use of the database.
Provide accountability tools and follow through on results while ensuring teams follow company policies, procedures, and protocols.
Analyze accounts and markets to assess changing sales potential and help teams adapt.
Create a positive team culture focused on growth, development, and retention.
Support regional operations and company goals, including contributing to annual sales forecasts and business plans with the RDBD and RDCO.
Clearly explain Moments Hospice services and programs and make consultative recommendations to prospects and customers.
Identify opportunities for cross-functional collaboration and provide customer-service support and training aligned with Moments values.
Participate in branch strategic planning to align sales and marketing with branch goals.
Ensure all teams follow and implement the referral-to-admission process.
Perform other duties as assigned.