Manager Sales Home Health and Hospice

Advocate Health and Hospitals Corporation•Oak Brook, IL

About The Position

The Manager Sales Home Health and Hospice leads a sales team responsible for developing and maintaining relationships with physicians and internal and external referral organizations across Illinois and Wisconsin to grow Home Care market share, including Home Health, Hospice, Home Infusion, and Home RT/Equipment. The manager works with sales staff, operating-unit leaders, and executive leaders to define and execute growth strategies and sales plans, meet revenue goals, develop new markets and services, and strengthen referral relationships. The role manages sales performance through field coaching, call-report reviews, referral-pattern analysis, admission goals, and tracking and reporting against growth targets. It supports business planning, dashboards, educational events, marketing materials, and emerging partnerships. The manager also oversees employee-related responsibilities, budgets, expenditures, and compliance with the organization's ethical and legal requirements. This is a full-time position with normal business hours, 40 hours per week, and travel throughout the assigned territory. Additional hours may be required based on business needs. The role is generally performed in a normal office environment, with possible exposure to hazardous materials or potentially infectious body fluids, and exposure to weather and road conditions while traveling.

Requirements

Bachelor's degree in Business, or equivalent experience as specified in the posting.
Typically requires five years of sales experience in a health-system setting or related industry, such as pharmaceutical, medical device, hospital, or skilled nursing facility sales.
At least one year of supervisory experience managing a sales team, budgets, and market-development functions.
Demonstrated knowledge of the healthcare industry, specifically home care.
Demonstrated ability to sell, manage a sales team, and meet financial targets.
Demonstrated knowledge of home-care operations and payors, including capitation and health-care reform.
Demonstrated ability to work with data.
Excellent problem-solving, conflict-resolution, and diplomacy skills.
Leadership and interpersonal skills to accomplish goals through coordination and direction of others.
Excellent oral and written communication skills, including effective interaction with internal and external strategic decision-makers at all levels.
Expert-level skills in relationship-building strategies, including consultative selling with physicians and referral sources.

Responsibilities

Lead and monitor a sales team that develops and maintains relationships with physicians and referral organizations to grow Home Care market share across Illinois and Wisconsin.
Execute growth strategies with the sales team and operating-unit executive leaders.
Develop and execute sales plans with operating-unit leaders to meet or exceed revenue goals.
Identify future markets, new product lines, and opportunities to increase revenue and market share or benefit communities.
Hire and oversee the sales team's development and management of physician relationships and other referral channels.
Coach the sales team in the field; monitor call volume and quality, review call reports, and analyze referral patterns.
Target physician referral sources and implement tactics to reverse referral leakage and increase AHC alignment.
Lead monthly sales meetings and develop weekly and monthly admission goals, monitoring progress toward individual goals.
Serve as a conduit for key system-wide accounts, including Enterprise Care Management and Regional and PSA leaders.
Participate in business-plan development and execution to grow specific service lines and clinical services.
Coach the sales team on AAH system and Home Care services and products and how to leverage them with patient distribution prospects.
Participate in developing, using, and documenting tracking reports for growth planning.
Track and report results to PSA and Home Care leadership, and support dashboards for reporting growth results, market trends, and intelligence.
Focus on quality, incremental growth aligned with PSA and Regional growth plans and positive net income for aligned business entities.
Identify emerging partnerships within the PSA, often for discrete business opportunities limited to the PSA.
Organize and implement system-wide physician and referral-source educational events and support development of marketing and educational materials.
Perform human-resources responsibilities, including interviewing and selection, promotions, staff development, performance evaluations, compensation changes, employee concern resolution, corrective actions, terminations, and employee morale.
Develop and recommend operating and capital budgets and control expenditures within approved budget objectives.
Understand and adhere to the organization's Code of Ethical Conduct and ensure supervised employees comply with applicable policies, regulations, and laws.