Director of Business Development

Moments Hospice•Miami, FL

11d•$100,000 - $140,000

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 by overseeing revenue, referrals and admissions, patient census, and growth strategies. It leads and develops business development teams, aligns sales and marketing efforts with clinical and operational goals, and builds relationships with referral sources and community partners.

Responsibilities

Direct business development and marketing activities in the assigned region, developing and implementing programs focused on hospice revenue, patient census, and partnering opportunities.
Develop and implement a strategic sales plan under the RDBD; contribute to the marketing plan and budget and manage implementation.
Develop plans for sales territory vacancy coverage and coordinate business development activities with internal stakeholders to align with operational and clinical goals.
Accompany operations and clinical leaders or business development staff on customer calls, program implementations, and service recovery.
Maximize referral conversion opportunities and track market and team performance trends to identify opportunities and areas for improvement.
Maintain sales and marketing guidelines, policies, and procedures, and foster relationships between business development, clinical, and operational teams.
Build relationships and centers of influence among hospitals, skilled nursing and senior living facilities, physicians, community organizations, 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.
Develop relationships with media, community leaders, churches, and potential referral sources, and facilitate internal and external marketing events such as health fairs.
Oversee assigned business development teams, providing support, training, and technical assistance to achieve customer satisfaction, revenue growth, and account goals.
Manage training for business development team members, including Hospice Care Consultants, Liaisons, Managers, and Directors.
Direct and coach team members to meet or exceed activity, conversion, admission, and sales growth goals; establish performance expectations.
Create and deliver training programs teaching a repeatable sales process, including needs-based selling, lead follow-up, sales advancement, and handling objections.
Ensure teams consistently use the customer relationship and marketing information system (CRM) to document and develop accounts and maximize use of the database.
Hold business development teams accountable by providing tools, following through on expected results, and maintaining policies, procedures, and protocols.
Analyze accounts and markets to assess changing sales potential and ensure teams adapt; foster a positive team culture focused on growth, development, and retention.
Support operations in achieving business development, regional, and company goals, including contributing to annual sales forecasts and regional business plans with the RDBD and RDCO.
Clearly convey Moments Hospice services and programs and consultatively engage with prospects and customers.
Identify cross-functional partnerships that can improve the business development process through solution-based approaches.
Provide customer service support and training aligned with Moments values and participate in branch strategic planning to align sales and marketing with branch goals.
Ensure all teams follow and implement the referral-to-admission process and maintain Moments Hospice policies and protocols.
Perform other duties as assigned.