Area Director of Business Development

For a complete understanding of this opportunity, and what will be required to be a successful applicant, read on.

Summary

The Area Sales Manager is responsible for executing the sales strategy to increase company market share through account development and educating the medical community on services provided by the company while operating within set budget.

Responsibilities

• Achievement of annual location admit and census budgets.
• Successfully executes a weekly, monthly, and quarterly strategy to increase market share through key account development including prospecting, diversification, and call frequency, routing.

Plans activity to maximize territory coverage of both existing and prospective accounts.

Responsible for executing effective sales calls that identify and meet the needs of the referral community and clearly communicate the features and benefits of the LHC Group.

These include pre and post call planning, establishing rapport, effective questioning skills, proposing solutions, handling objections, and closing.

• Works closely with the DON and Branch Manager to drive a vision of growth by focusing every team member on the needs and expectations of the referral community and patients.
• Responsible for all sales administration duties including, but not limited to, CRM compliance, expense reports, payroll time sheets, medical director time sheets, strategic territory planner, PTO requests, paperwork (485) delivery or pick-up when needed, and e-mail correspondence.
• Responsible for being a good steward of the company's financial resources by projecting a return on monies spent and managing to a marketing expense budget of 5%.
• Knows the features and benefits of the services provided by LHC Group. Is able to articulate competitive advantages, specialty programs, and Medicare guidelines.

Educates the medical community about the services of our organization through effective sales calls and in-services with the appropriate tools and literature.

• Provide leadership and accountability by coaching, developing and retaining a high performing sales team.
• Demonstrate consistency in achieving both admit and census goals by monitoring and assessing the progress and development of each Patient Care Representative and Territory.

Prompt attention and action to any gap in performance to budgeted expectations and barriers related to these gaps.

• Compile, communicate and execute best practices in the field. Help develop new ideas, protocols and efficiencies for maximizing marketing resources to grow market share.
• Develop a collaborative partnership with the Operation Leadership team. Create and support a shared vision for growth between Sales and Operations.

Education and Experience

• Formal Education : Bachelor's Degree
• Experience : 3 years
• Two to three years of prior successful Hospice sales experience preferred.
• Excellent presentation, negotiation and relationship-building skills preferred.
• Must have strong computer skills to meet Microsoft Outlook and CRM software requirements.
• Must have the ability to work independently with minimal supervision and be self-motivated.
• Demonstrates the ability to coach and develop PCRs, and communicates effectively with branch and clinical staff to foster a growth environment.

Company Overview

LHC Group is committed to a culture of diversity, equity, and inclusion and is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, status as a protected veteran, or any legally other protected characteristic.

CHRISTUS Hospice and Palliative Care SPOHN , a part of the LHC Group family of providers the preferred post-acute care partner for hospitals, physicians, and families nationwide.

We deliver high-quality, cost-effective care that supports our patients when and where they need it. From our home health, hospice, and community-based services to inpatient care at our clinics and hospitals, our mission is to reach more patients and families with effective and efficient healthcare.

More hospitals, physicians, and families choose LHC Group because we are united by a single shared purpose : It's all about helping people.

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