Regional Director Market Development

VITAS Healthcare•Sacramento, CA

7d•Hybrid

About The Position

The Regional Director Market Development is responsible for developing Directors of Market Development and Sales Teams within their assigned region. This role provides guidance, coaching, and direction to DMDs, focusing on sales conversations and techniques aligned with VITAS DMD Core Competencies. The position involves supporting new hires and the continued development of the current DMD team, fostering a positive culture of growth and development to enhance retention. The Regional Director also participates in the interview process, provides feedback on talent acquisition, and models positive behaviors to empower leadership competencies. Occasional travel with representatives for coaching assessment and feedback is expected. As a Subject Matter Expert (SME) in Sales, the role includes customizing sales trainings based on market assessments and actively participating in sales meetings and Quarterly POA meetings. Identifying strengths within the regional sales division to create synergies and mentorship opportunities is also a key function. The role requires setting expectations and leading accountability for Directors of Market Development and Sales Representatives in the region. This includes developing the overall sales strategy, defining goals and objectives, and positioning each market. Proactive assessment and feedback on DMD adherence to responsibilities and progression of competencies are crucial. The position requires expertise in sales compensation and associated rules, ensuring compliance and prompt submission of deliverables. Detailed feedback on DMD Quarterly Sales Plans and associated analysis is provided, along with guidance and approvals for goal forecasting. The Regional Director assesses program progress on strategic plan execution, identifies performance issues, and develops action plans, including setting strategy goals for underperforming markets. Ensuring DMDs are SMEs in the sales process, hospice, and the healthcare industry, leading by example, is paramount. The role drives goal attainment and growth by setting direction for the regional team to achieve targeted sales numbers and execute strategies. This involves developing and executing strategies for consistent goal attainment and growth, tracking progress, and adjusting as needed. Proficiency in developing solutions through analysis, consulting with local markets, and capitalizing on opportunities is essential. Developing and maintaining personal sales accounts to foster regional partnerships and addressing disengagement are also responsibilities. The role requires flexibility to step into a DMD role during openings and strong collaboration with the Regional Leadership Team and internal stakeholders, including marketing, patient care, clinical, and compliance departments. Collaboration with local market General Managers and Medical Directors to understand operational opportunities that drive sales is expected. Recommendations on the sales division and strategies are made to the VP of Sales and Senior VP of Operations. Identifying areas where cross-functional team members should be included in the sales process is also a responsibility.

Requirements

Three (3) years’ experience in a leadership capacity of leading sales managers or multiple sales teams demonstrating results.
Seven (7) years' experience in the health-care/therapeutics, sales or marketing field.
Able to demonstrate experiences of developing strategies and solutions to drive sales portfolio of business.
Proficiency in business analytics in order to forecast growth opportunities including excel and CRMs.
Demonstrates experiences of developing strategies and solutions to drive sales.
Demonstrated prioritization and organization skills.
Ability to work effectively as a team leader/member.
Understanding of collaboration with cross-functional teams to develop actionable plans.
Flexibility with travel requirements of the role.
Ability to prepare and execute product presentations to others.
Demonstrated ability to write effective business plans and sales plans.
Working knowledge of healthcare trends and how they apply to the position.
Ability to lead a sales team and coach the director of market development in a positive and productive manner by motivating, developing and managing employees’ performance.
Ability to utilize and administer disciplinary procedures, where appropriate, through effective coaching and counseling of staff.
Ability to communicate tactfully, verbally and in writing with department heads, managers, coworkers and vendors to resolve problems and negotiate resolutions.
Knowledge of policies and practices involved in the human resources function.
Ability to work on various assignments simultaneously.
Strong interpersonal skills within all levels of the organization.
Ability to navigate within automated systems and proficient with MS office applications including Word, Excel, PowerPoint and Outlook.

Nice To Haves

Master’s degree preferred.

Responsibilities

Develop Directors of Market Development and Sales Teams in the region.
Provide guidance, coaching, and direction to Directors of Market Development (DMDs).
Coach DMDs in sales conversations and techniques guided by VITAS DMD Core Competencies.
Provide timely program visit summaries to Director of Market Development, General Manager, and Regional Leadership team for actionable growth opportunities.
Support new hire DMDs and ensure continued development and growth for the current DMD team.
Provide insights for creating a positive culture of growth and development in the regional sales division for retention purposes.
Participate in the interview process by providing detailed feedback for talent acquisition.
Model positive behaviors to empower leadership competencies.
Occasionally ride with representatives to assess DMD coaching and provide feedback.
Customize specific sales trainings as a Subject Matter Expert (SME) in Sales.
Routinely attend and participate in sales meetings and Quarterly POA meetings.
Identify strengths in the regional sales division to create synergies and mentorship opportunities.
Lead the development of the overall sales strategy for the region, including goals and objectives.
Define the manner and style in which each market will be positioned.
Proactively assess and provide feedback on DMD adherence to responsibilities and progression of competencies.
Ensure accountability and adherence to sales compensation rules.
Verify DMDs' compliance and prompt, accurate submission of deliverables.
Provide consistent feedback for continued improvements.
Review and provide detailed feedback on DMD Quarterly Sales Plans and associated analysis.
Provide guidance and approvals related to goal forecasting for sales representatives.
Assess program progress on strategic plan execution, noting performance issues and developing action plans.
Proactively set strategy goals for underperforming markets.
Ensure DMDs are SMEs in sales process, hospice, and healthcare industry, leading by example.
Set the direction for the regional team to achieve targeted sales numbers and execute goals and strategies.
Develop and drive the execution of strategies for consistent goal attainment and growth.
Track progress to goal and adjust accordingly.
Develop solutions based on assessment of opportunities and weaknesses.
Develop and maintain personal sales accounts to develop stronger regional partnership opportunities.
Address disengagement and indifference by presenting an achievable and compelling alternative.
Provide flexibility to step into a DMD role in short intervals during DMD openings.
Communicate and collaborate with Regional Team (VP of Operations, Regional Medical Director, National Patient Care Administrator) to develop strategies, define accountability, and execute as a team.
Collaborate with internal stakeholders (marketing, patient care, clinical, compliance) to execute business strategies.
Collaborate with local market General Manager and Medical Director to understand operational opportunities that drive sales.
Make recommendations to the VP of Sales and Senior VP of Operations on the sales division and strategies.
Identify areas where cross-functional team members should be included in the sales process.