Director of Business Development

Moments Hospice•Milwaukee, WI

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. The Director develops and implements regional sales and marketing strategies, cultivates referral relationships, analyzes market and team performance, and represents Moments Hospice in community and professional settings. The role also leads, trains, and coaches business development teams to achieve sales and growth goals, use CRM tools consistently, and deliver customer service aligned with company values. The Director partners with operations and clinical teams to align business development with regional and branch goals and helps ensure referral-to-admission processes are followed.

Responsibilities

Direct business development and marketing activities in the assigned region, including programs focused on hospice revenue, patient census, and partnership growth.
Develop and implement a strategic sales plan under the RDBD and contribute to the overall marketing plan and budget.
Develop plans for sales territory vacancy coverage and coordinate business development activities with internal operational and clinical stakeholders.
Accompany operations directors, clinical managers or directors, and business development staff on customer calls, program implementations, and service recovery efforts.
Maximize referral-closing opportunities to grow market share.
Track and analyze market and business development team performance trends, identifying opportunities and areas for improvement.
Maintain sales and marketing guidelines, policies, and procedures, and foster collaboration between business development, clinical, and operational teams.
Build referral relationships and centers of influence among hospitals, skilled nursing and assisted living facilities, senior buildings, physicians, community organizations, and other professionals.
Create mechanisms for reporting sales strategy and progress to leadership.
Promote relationship-building and marketing through public speaking and participation in professional organizations, conferences, and trade shows.
Maintain effective relationships with media, community leaders, churches, and other potential referral sources.
Identify and facilitate internal and external regional marketing events, such as health fairs and community events.
Oversee business development teams and provide support, training, and technical assistance to Hospice Care Consultants and other team members.
Manage training for business development teams, 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 clear performance expectations.
Create and deliver repeatable sales-process training, including needs-based selling, lead follow-up, sales advancement, and objection handling.
Ensure regional and local teams use the CRM and marketing information system to document, develop, and maximize the database.
Promote accountability by providing teams with tools, following through on expected results, and maintaining policies, procedures, and protocols.
Analyze accounts and markets to identify changes in sales potential and guide teams in adapting to those changes.
Build a positive team culture that supports growth, development, and retention.
Support regional operations and company goals, including annual sales forecasting and business planning with the RDBD and RDCO.
Clearly communicate Moments Hospice services and programs and make consultative recommendations to prospects and customers.
Identify opportunities for cross-functional partnerships 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 teams follow and implement the referral-to-admission process.
Perform other duties as assigned.