Manager Sales Home Health and Hospice

Advocate Health • Oak Brook, IL

4d • $55 - $82

About The Position

The Manager Sales Home Health and Hospice leads and monitors a sales team responsible for developing and maintaining customer relationships with physicians and internal and external referral organizations across Illinois and Wisconsin. The role supports growth in Home Care market share, including Home Health, Hospice, Home Infusion, and Home RT/Equipment. The manager executes growth strategies with sales staff and operating-unit leaders, develops sales plans, identifies new markets and service opportunities, and works to meet or exceed revenue goals.

The position actively coaches the sales team in the field, oversees physician and referral-channel relationships, monitors calls and referral patterns, and tracks progress toward admission and growth goals. It collaborates with system and regional leaders, supports business-plan development, organizes physician and referral-source education, and uses reporting and dashboards to monitor results. The manager also has responsibility for staff human-resources matters and for recommending and controlling operating and capital budgets.

The role is full-time, works normal business hours, and requires travel throughout the assigned territory. Additional hours may be required based on business needs. The position is generally based in a normal office environment, with possible exposure to hazardous materials or potentially infectious body fluids, and to weather and road conditions during travel.

Requirements

• Bachelor's degree in Business, or equivalent education as indicated by the posting.
• Typically five years of sales experience in a health-system setting or a related industry such as pharmaceutical, medical device, hospital, or skilled nursing facility sales.
• 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.
• Ability to travel throughout the assigned territory.
• Ability to operate all equipment necessary to perform the duties of the job.

Responsibilities

• Lead and monitor a sales team that develops and maintains relationships with physicians and internal and external referral organizations across Illinois and Wisconsin to grow Home Care market share.
• Execute mutually defined growth strategies with the sales team and executive leaders of operating units.
• 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, market share, or community benefit.
• Hire and oversee the sales team's development and management of physician relationships and other referral channels for growth, referral development, and retention.
• Work in the field to manage the volume and quality of sales calls through coaching, call-report review, and analysis of 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 the services and products of the AAH system and Home Care organization and their use with identified patient-distribution channels.
• Participate in the development, use, and documentation of tracking reports for growth planning; track and report results to PSA and Home Care leadership.
• Support development and use of dashboards that report results against growth Key Result Areas, including 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, particularly discrete business opportunities that do not extend beyond the PSA.
• Organize and implement system-wide educational events for physicians and referral sources, and partner in developing marketing and educational materials.
• Perform staff human-resources responsibilities, including interviewing and selection, promotions, staff development, performance evaluations, compensation changes, resolution of employee concerns, 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.

Benefits

• Paid Time Off programs
• Medical, dental, vision, life, and short- and long-term disability benefits
• Flexible Spending Accounts for eligible health-care and dependent-care expenses
• Adoption assistance and paid parental leave
• Defined-contribution retirement plans with employer match
• Other financial wellness programs
• Educational Assistance Program
• Career-development programs
• Potential premium pay, incentive pay for select positions, and annual performance-based increases

What This Job Offers

• Job Type: Full-time
• Career Level: Manager