Director of Business Development

DIRECTOR OF BUSINESS DEVELOPMENT – HOME HEALTH

POSITION SUMMARY: The Director of Business Development leads the agency to achieve growth expectations according to revenue, census, and start of care budget goals. The Director of Business Development is a key player in attaining goals. This position leads the execution of the sales and marketing plan to build relationships with referral sources within the communities we serve while leading the growth of the agency and supporting the growth of the organization, as a whole.

ESSENTIAL RESPONSIBILITIES AND DUTIES INCLUDE BUT ARE NOT LIMITED TO THE FOLLOWING:

• Hires, directs, trains, and supervises the sales team at the agency level.
• Coaches employees to overcome objections and collaboratively work toward growth goals.
• Supervises and monitors growth and health of the sales team in their defined territories.
• Maintains a comprehensive working knowledge of community resources providing in-services and education to the sales team.
• Communicates with physicians, nurses, and other healthcare professionals regarding interested, prospective and/or current patients.
• Performs direct sales to key accounts.
• Establishes and maintains a positive working relationship with referral sources, patients, families, healthcare professionals, and the community at large to bring a greater understanding of the hospice philosophy and support to all patients that desire our care.
• Assists the Director of Admissions in overseeing the referral to admissions process to achieve growth goals.
• Manages conflict and complaint resolution when necessary.
• Develops an agency business plan establishing organization volume projections in the annual budget to drive financial performance.
• Understands key drivers of revenue, admissions, and length of stay and designs strategic sales strategies to achieve agency growth goals.
• Utilizes basic sales process to uncover customer needs and barriers.
• Plans, directs, organizes, and coordinates educational events, health fairs and community programs.
• Knowledge of and adherence to all policy and procedures.
• Maintains compliance by documenting accurately and timely within the organization’s electronic health record.
• Lives the Mission and Vision and exemplifies Pennant’s Core Values.
• Knowledge of and adherence to the Employee Code of Conduct.
• Other appropriate services and special projects as assigned.

The above statements are only meant to be a representative summary of the major duties and responsibilities performed by incumbents of this job. The incumbents may be requested to perform job-related tasks other than those stated in this description.

QUALIFICATIONS & REQUIREMENTS FOR THE POSITION:

• Bachelor’s degree in Marketing, Business Administration, or related field preferred.
• At least three (3) years of experience in healthcare sales preferred.
• Knowledge of hospice industry preferred.

PHYSICAL DEMANDS AND WORK ENVIRONMENT:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Job may be performed at a desk and require heavy use of office equipment, including computer, tablet, and phone.
• Must have the reasonable ability to stand, walk, sit, use hands to finger, handle, feel, reach, balance, see, talk, hear, and drive. Must be reasonably capable of lifting over twenty (20) pounds.
• Significant portion (>50%) of daily assignments may require travel to client/resident/patient locations or other work sites, via car or public transportation.
• Work schedule may occasionally require evening, night, holiday, or weekend assignments.

ACKNOWLEDGEMENT

I have read this job description and fully understand the requirements and notices set forth therein. I hereby accept the position and agree to perform the identified essential functions in a safe manner and in accordance with the Company’s established policies and procedures. I agree to request guidance from my Supervisor if I am unsure of how to interpret any policy.

I further understand that my employment is at-will and thereby understand that my employment may be terminated at-will either by the Company or myself, and that such termination can be made with or without notice.

This position consistently supports and promotes compliance with the Code of Conduct by maintaining the privacy and confidentiality of information, protecting the assets of the agency, acting with ethics and integrity, reporting non-compliance, and adhering to applicable Federal, State, and local laws and regulations, accreditation and licensure requirements (if applicable), and all policies and procedures.