Director of Business Development

Moments Hospice•Milwaukee, WI

12d•$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 supports business development teams, working with clinical and operational stakeholders to align sales and marketing efforts with organizational goals.

Responsibilities

Direct business development and marketing activities in the assigned region, developing and implementing programs focused on hospice revenue, patient census, and partnership growth.
Develop and implement a strategic sales plan under the RDBD; contribute to the overall 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 clinical and operational goals.
Accompany operations and clinical leaders or business development staff on customer calls, program implementations, and service recovery.
Maximize referral-closing opportunities and track and analyze market and team performance trends to identify opportunities and address weaknesses.
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 with hospitals, skilled nursing and assisted living facilities, senior buildings, physicians, community organizations, and other professionals.
Create mechanisms to report sales strategy and progress to leadership; promote relationship building through public speaking and represent the organization at professional organizations, conferences, trade shows, and other activities.
Maintain effective relationships with media, community leaders, churches, and other potential referral sources.
Identify and facilitate internal and external marketing events, including health fairs and community events, to support community relations and serve the geriatric community.
Oversee assigned business development teams and provide support, training, and technical assistance to help 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, sales, and growth goals; establish and promote performance expectations.
Create and deliver repeatable sales-process training using needs-based selling techniques, lead follow-up, sales advancement, and objection handling.
Ensure teams consistently use the customer relationship and marketing information system (CRM) to document and develop accounts and maximize database use.
Promote accountability by providing tools, following up on expected results, and ensuring teams follow policies, procedures, and protocols.
Analyze accounts and markets to identify changes in sales potential and help teams adapt; foster a positive culture of growth and development to support retention.
Support operations on business development, regional, and company goals, including developing annual sales forecasts and business plans with the RDBD and RDCO.
Clearly communicate Moments Hospice services and programs and engage prospects and customers consultatively, making recommendations as appropriate.
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 and ensure referral-to-admission processes are followed.
Maintain Moments Hospice policies and protocols.
Perform other duties as assigned.